How to really talk to customers #leanstartup

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More information can be found on http://blog.launched.be/2012/01/why-bother-talking-to-customers/ and http://blog.launched.be/2012/01/how-should-innovators-really-talk-to-their-customers/

More information can be found on http://blog.launched.be/2012/01/why-bother-talking-to-customers/ and http://blog.launched.be/2012/01/how-should-innovators-really-talk-to-their-customers/

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  • Sirris has a team of software guys who work with startups and established companies. Sirris offersin depth sessions that combine lean startup approach with technical advice needed to launch a new software businessSirris also participates in research projects. There are EU calls are starting now. Sirris advisers go scout for project opportunities for Belgian software and ICT companies. ICAB is a technology incubator for entrepreneurs wishing to start a business in the field of ICT or Engineering.Shared office coworking space in Brussels, for professionals and entrepreneurs. Startup & geek friendly professional network, not just a place to workFinance Coach, Martin, helps companies and startups with difficult but important issues of financing. He is responsible for feeding this army today.
  • I have a few experiences to share with the early stage startups
  • By now, you should have thought deeply about different aspects of your business model.
  • If you haven’t done that already, I’d suggest you put your thoughts in a short  presentation you can tell in 3-5 minutes.
  • Then start presenting to get feedback. Start with friends and colleagues, anyone willing to listen. Try to get more experienced people’s opinion too, it will save you lots of time. I’ve been doing this for almost four months now. It is because I learned so much from this process that I’m putting it out here. A mistake I made was to wait too long to talk  to my actual customers.
  • Watch out: although I am suggesting to take some time to think about these questions, over-thinking is known to happen. The whole point of interviews is to get feedback so you can iterate. Fast. Seriously, go and start scheduling.
  • With a new business, you’re hoping to have invented mechanics of a money making machine (= your business model). A machine that will repeatably acquire increasing number of customers, and delight them enough to part with their hard earn money.
  • You are interviewing to validate these mechanics. You do that by testing the most risky hypotheses you are making about them.The question is: what are the most risky ones?
  • Here is a way to think about priority of risks:1. Are you solving the right problem? Is it a top pain? Is it a vitamin or a pain killer? All the rest is irrelevant if you don’t nail this oneAre there any volunteers in the audience to tell me about the problems they are solving? 2. Is you solution the right solution to this problem? Will it be accepted 3. Price – is the pricing accepted 4. How ill you reach your customers
  • How to get to the customers? First level networkSecond level network (use linked in)Do not forget to ask for referrals! OTHER IDEAS?
  • It’s important to show the solution This can provide lots of information and save you wasted months programming features no one is interested in. However, there is a world of difference between having screenshots presented to you and using the actual product. You need to get your first version in front of your users and start iterating quickly. There is no excuse not to start with product development as soon as possible.
  • This is one of the reasons why we are doing this, right?only true option is to really sellsimply asking the customer if they would be ready to pay €X for the product OR “if this product were free, would you install it tomorrow?”. And then follow up with “Unfortunately, it’s not free, it costs <an outrageously high price>“simply ask if there is budget available, and who has to approve purchasesANY OTHER IDEAS?
  • Ok, so the problem we talked about clearly resonates with you. Did you already search for solutions? Where? How? Via a search engine you say? Which keywords did/would you use?

Transcript

  • 1. How to really talk to customers@vladblagi#leanbru nr 2
  • 2. thanks!
  • 3. early stage?
  • 4. talk to anyone willing to listen
  • 5. AnalysisParalysis
  • 6. why?
  • 7. 2. problem- 1. customer- solution problem 4. customer / channels 3. product- pricing
  • 8. who?
  • 9. what?
  • 10. prepare
  • 11. Problem: in my experience as a driver, I’veobserved it’s difficult to find parking space Does that resonate with you? Why is that difficult? Rate (1-5)
  • 12. If the product was free andavailable now, would you sign upand use it?Missing something important?Which screen resonates the most?Which can you live without?
  • 13. E-mail marketing F2F sales Direct mail seo channels Direct sales Telemarketing sem