Customer Validation for Startups
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Customer Validation for Startups

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Customer validation is the ONLY way to know that you have a real business that solves real problems. Even if you think you've validated, read these tips and go validate again.

Customer validation is the ONLY way to know that you have a real business that solves real problems. Even if you think you've validated, read these tips and go validate again.

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    Customer Validation for Startups Customer Validation for Startups Presentation Transcript

    • Customer Validation for Startups Monday, 10 February, 14
    • “At least 2/3 of our ideas are never going to work. The other 1/3 will take 3 or 4 iterations to get it right.” ~ Marty Cagan Monday, 10 February, 14
    • Who? Monday, 10 February, 14
    • Who? Monday, 10 February, 14
    • Where? ★ ★ In a lineup ★ YellowPages ★ Online ★ Craigslist ★ Monday, 10 February, 14 On the street Quora, Reddit, Twitter Tip: If you are sending cold emails or doing cold calls, you will have double success rate on follow ups.
    • What? ★ Validate and score the problem hypothesis/values and wastes for the customer ★ Prove or disprove assumptions ★ Find out if they will pay for your service/product Remember! Need scalable and repeatable customers. How? Real learning from them. Monday, 10 February, 14
    • Customer Group of people with a common name. Segment by vertical and roles/lifestyle. Pivot Problem Problem specific to that person. Solution Cannot define yet! RA What can cause us to fail? Explore Pitch Concierge 5/20 Monday, 10 February, 14 RA RA
    • Is this a good question? ★ How time-consuming is this process? The Right Way ★ ★ Interesting, why does it take x minutes? ★ Monday, 10 February, 14 Tell me about this process... Right, have you tried alternative methods? Why or why not?
    • Is this a good question? ★ Do you like this idea? The Right Way ★ ★ What does it change in your life? ★ Monday, 10 February, 14 How do you see this idea fitting in with your life? Would you tell your networks about it?
    • The Questions - Do’s ★ Understand motives ★ Drilldown ★ Observe behavoir & feedback separately ★ Look for negative feedback ★ Ask for introductions Monday, 10 February, 14
    • The Questions - Don’ts ★ Ask leading questions ★ Ask hypothetical questions ★Act like the project is your baby Monday, 10 February, 14
    • Questionnaire Flow ★ ★ Measure the importance of the problem (for each customer segment) ★ Pinpoint their pains & values and weigh the importance on each ★ What other solutions are they using? ★ Have them define their dream solution ★ Monday, 10 February, 14 Under the customer’s story in their own words If you are doing a demo of concept or pitch, do this last and no pitching! Just listening.
    • How to ask a question listening vs selling So Mr. Stevens, the premium CRM license is $5000, which can finally get you guys off that nightmarish paper system — I think you’re going to be able to save a ton of time. Thanks Rob, that sounds great. You guys are really delivering a lot of value for that price. Let me talk to my team and get back to you. So Mr. Stevens, you guys are able to stay on top of a huge number of deals and I was wondering — how do you manage it all? Well Rob, we’ve tried a bunch of digital systems, but the training was a pain and it always seemed like more trouble than it was worth. We really only have about 5 active deals per partner and the post-it wall works fine for that volume. The Startup Toolkit Monday, 10 February, 14
    • Scoring Interviews Observation Did the interviewee easily and definitively rank the problems you presented? Score 10, 5 or 0 Is the interviewee actively trying to solve the 8, 4 or 0 problem, or have they done so in the past? Was the interviewee engaged and focused throughout the interview? 4, 2 or 0 Did the interviewee refer others to you for interviews? 4, 2 or 0 Score >25 = GOOD Monday, 10 February, 14 Ben Yoskovitz, Lean Analytics
    • Feedback Monday, 10 February, 14
    • Feedback “I wouldn't use it - but I know people who would” Monday, 10 February, 14
    • Feedback “I wouldn't use it - but I know people who would” No one will use it Monday, 10 February, 14
    • Feedback Monday, 10 February, 14
    • Feedback “It’s a GREAT concept” Monday, 10 February, 14
    • Feedback “It’s a GREAT concept” Not practical. No one will use it. Monday, 10 February, 14
    • Feedback Monday, 10 February, 14
    • Feedback “I could really use this if it did...” Monday, 10 February, 14
    • Feedback “I could really use this if it did...” Core product isn’t solving a real problem. No one will use it Monday, 10 February, 14
    • Feedback Monday, 10 February, 14
    • Feedback “I would pay for this!” Monday, 10 February, 14
    • Feedback “I would pay for this!” Monday, 10 February, 14
    • Feedback “I would pay for this!” Great! Sign here ;) Monday, 10 February, 14
    • Feedback “I would pay for this!” Great! Sign here ;) Need proof Monday, 10 February, 14
    • Tools & Tips TOOLS TIPS ★ ★ Don’t be shy - this is your business ★ TurboStart (local startup tool for questionnaire data entry) ★ Partner with people who are in touch with your audience ★ Usertesting.com (UX testing & feedback) ★ Don’t be afraid to pivot - just do it fast ★ Monday, 10 February, 14 Validation Board ~ LeanStartupMachine Never stop validating
    • Beth Thouin l beth@thebrendans.com l facebook.com/thebrendans Monday, 10 February, 14