Interviewing Advice

Be super nice1 Small talk 2 Smile and laugh 3 Fun 4 Gifts or props

Have empathy

1 Reward 2 Emphatic stories 3 Keep it conversational

Note taking

1 Look for emotion 2 Keywords / phrases3 Word document / Note pad

The Mum Test

Do interviews in teams of 2 (If possible)• One ask questions • The other writes down answers

Use quick emotion symbols• Happy : ) • Frustrated : ( • Embarrassed : |• Problem ! • Obstacle []

Interview tips • Get psyched to hear thing you don’t want to hear • Disarm “politeness” training • Use the mom test (Behaviour not opinions) • Listen, don’t talk • Encourage but don’t influence • Parrot back to confirm • Say thank you

Mindset

This can save me months and years!

This is what the world’s best entrepreneurs do!

I am open to being wrong!

Customer insight is the key to startup success!

Customer insight is the key to startup success!

I will find a way or make one!

Be like when finding customers.

Talk to them like Keep looking until you find one

behaving like

Recording results

Paul Smith X X A bigger problem was having no time!

XX X

X X

X X X

Mark Briggs

Sipho NdlovuMichael

Mandy

Greg

LindaJulian

Richard

Siya

24

X

X

6

Older customers

Lived in a rural area!

Problem interviews

Corporate employees

looking to start a business

Startup Events

10 Interviews

Sought advice or help with starting the

business

7 / 53Sought advice

or help

Most people don’t spend a lot of money on seeking

help

Look for sponsors and

offer the programme for

free

CAN YOU… find early adopters? 1 Do 1 round of interviewing

2 Write up actual results

3 Analyze what you have learned- New customer definition - New customer problem - New channel

2 / 10 Spent money trying to solve the problem

2 / 10 Spent money, time or effort

10 / 10 Spent money, time or effort

1 What was different about customers that had the problem? 2 Is there a bigger problem worth solving? 3 Should you try targeting a different customer segment? 4 Should you try a different idea?

Corporate refugees

Software engineers

Online retailers Business with

R1M+ turnover Corporates Software

Engineers

Don’t know how to grow

Need accountability

Not using best practice Can’t get

customers

Need to raise funding

Don’t know how to grow

Startup events

LinkedIn Profiles

Friends on Facebook Friends on

Linked in

Cell phone address book

StartupEvents

Corporate refugees

Software engineers

Online retailers Business with

R1M+ turnover Corporates Software

Engineers

Don’t know how to grow

Need accountability

Not using best practice Can’t get

customers

Need to raise funding

Don’t know how to grow

Startup events

LinkedIn Profiles

Friends on Facebook Friends on

Linked in

Cell phone address book

StartupEvents

Interview customers• Get out of the building • Conduct customer interviews (Phone or face-to-face)• Aim to do at least 20 interviews • Aim to run and analyse 2 experiments • Next presentation at 12:30• Feel free to ask for help from Andrew or Paul after each round

of interviews

Customer behavioursWhat do customers need to do to purchase?

What actions do customer need to take to purchase?

Create customer interview plan:

Put together a plan to speak to at least 10 customers tomorrow morning: 1. Friends and family (Facebook, Linkedin, Email, Cell phone) 2. Social media (Twitter, Facebook, Google, LinkedIn) 3. Online ads (Twitter, Facebook, Google, LinkedIn, OLX, Gumtree) 4. Similar services (Competitor products, Products / services you use before/after)5. Events (Conferences, Sporting events, Seminars, Meetups)6. Bored people (Waiting in lines, Gautrain, Bus stops, Taxi ranks) 7. Cold calling (LinkedIn, Facebook, Google)8. Public spaces (Events, Parks, conferences, Airports)

Corporate refugees

Software engineers

Online retailers Business with

R1M+ turnover Corporates Software

Engineers

Don’t know how to grow

Need accountability

Not using best practice Can’t get

customers

Need to raise funding

Don’t know how to grow

Startup events

LinkedIn Profiles

Friends on Facebook Friends on

Linked in

Cell phone address book

StartupEvents

Customer definition

Customer definition

Customer definition Customer

definition

Customer definition

Customer definition

Task (5 MINS)1 Brainstorm 5 different channels (Ways to find your customer)2 Select the best channel.3 Place your Channel / Experiment 1 column.4 Return to your seats asap.

Customer problem

Customer problem

Customer problem Customer

problem

Customer problem

Customer problem

Channel Channel Channel ChannelChannel Channel