Customer Conversations

Learn Confirm

What would you like to be more sure of?

TopicsGenerate topics

Customer DevelopmentGa het gesprek aan

W O R K S H O P I N T R A C T O

Dear mom,

Don’t you think I’m great?

Love, Your son

It’s not just your momPeople want to be helpful, more than being honest.

How can we get facts?

How can we get facts?- Talk about their life, not your concept

How can we get facts?- Talk about their life, not your concept - Ask about specifics,

How can we get facts?- Talk about their life, not your concept - Ask about specifics, from the past

How can we get facts?Anything future related is worthless as we cannot predict the future with certainty.

Do you think this is a good idea?

Do you think this is a good idea?

How do you currently deal with this?

How do you currently deal with this?

When does this happen?

When does this happen?

Would you buy a product that would solve this?

Would you buy a product that would solve this?

Please show me how you do this?

Please show me how you do this?

Can you talk me through the last time that you experienced this?

Can you talk me through the last time that you experienced this?

How much would you pay for this?

How much would you pay for this?

How much does this currently cost you?

How much does this currently cost you?

How do we do this as casual as possible?

Scene of the customer

Start with softball [easy to handle] questions

How do you screw it up?

How do you screw it up?- Use a script or survey instead of topics

How do you screw it up?- Use a script or survey instead of topics - Talk about your business, instead of listening

How do you screw it up?- Use a script or survey instead of topics - Talk about your business, instead of listening - Try to sell, instead of learn

Learn Confirm

Good or bad conversation?

“That’s so cool. I love it!”

“That’s so cool. I love it!”

“There are a couple of people I can introduce you to, when you’re

ready.”

“There are a couple of people I can introduce you to, when you’re

ready.”

“What are the next steps?”

“What are the next steps?”

“Looks great, let me know when it launches.”

“Looks great, let me know when it launches.”

“Can I buy the prototype?”

“Can I buy the prototype?”

“When can you come back and talk to the rest of the team?”

“When can you come back and talk to the rest of the team?”

Commitments

Commitments- Time [next meeting, taking part in trial]

Commitments- Time [next meeting, taking part in trial] - Reputation risk [introduction to peers]

Commitments- Time [next meeting, taking part in trial] - Reputation risk [introduction to peers] - Cash [letter of intent, deposit, pre-order or sale]

128

Go and do- Set topics - Arrange transport - Do at least 5 to 10 Customer Conversations - Port Arthur or Kaubamajakas or find a place - Be back at 15:45

StartupFoundation.coJoin the network of founders that share

their progress and help each other forward