Introduction to Customer Development Interviewing

1,639 views

Published on

A quick introduction to doing early interviews for customer development. Given at Lean Startup Machine London, July 2013

Published in: Business, Technology
0 Comments
5 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,639
On SlideShare
0
From Embeds
0
Number of Embeds
14
Actions
Shares
0
Downloads
40
Comments
0
Likes
5
Embeds 0
No embeds

No notes for slide

Introduction to Customer Development Interviewing

  1. 1. Customer Development Lean Startup Machine, July 27 2013 Adrian Howard (@adrianh) quietstars.com
  2. 2. Hello!
  3. 3. “A startup is a temporary organization designed to search for a repeatable and scalable business model.” - Steve Blank
  4. 4. “A startup is a temporary organization designed to search for a repeatable and scalable business model.” - Steve Blank
  5. 5. “Of all the lessons of Customer Development, the importance of getting out of the building and into conversations with your customers is the most critical.” - Steve Blank
  6. 6. Why do we do interviews?
  7. 7. Learn from customers
  8. 8. Test our assumptions
  9. 9. Interviews ≠ Quiz
  10. 10. Interviews ≠ Survey
  11. 11. Interviews ≠ Script
  12. 12. Interviews cannot be automated
  13. 13. Rapport & Empathy
  14. 14. Finding customers
  15. 15. Hassling people on the street
  16. 16. Tip: Bribes
  17. 17. Coffee shops / Pubs / Bars / etc.
  18. 18. Tip: Don't look scary
  19. 19. Go where your customers are
  20. 20. Tip: Go with somebody
  21. 21. Test your channels to market
  22. 22. Third parties: - Sales - Marketing - Customer Support - Recruiters - Online
  23. 23. So… you've got yourself a customer
  24. 24. SHUT THE F**K UP
  25. 25. “You can observe a lot just by watching.” - Yogi Berra
  26. 26. STALK before you TALK before you SELL
  27. 27. Tip: Remember the person.
  28. 28. Can you tell me a little bit about yourself?
  29. 29. Tip: Reflect back what the speaker said.
  30. 30. Can you tell me more about X?
  31. 31. “Every clarification breeds new questions.” - Arthur Bloch
  32. 32. Tip: Remember to use silence and body language.
  33. 33. “The opposite of talking isn't listening. The opposite of talking is waiting.” - Fran Lebowitz
  34. 34. Tip: Ask open questions.
  35. 35. What was the last book you read?
  36. 36. Can you tell me about the kind of books you read?
  37. 37. Tip: Ask for stories.
  38. 38. Can you tell me about the last time...
  39. 39. Tip: No leading questions.
  40. 40. Do you want to use this at work?
  41. 41. Where do you use this?
  42. 42. Tip: Interview in pairs
  43. 43. Tip: Observations vs insights
  44. 44. Tips: - Stalk > Talk > Sell - Remember the person. - Use silence & body language - Reflect back. - Ask open questions. - Ask for stories. - No leading questions. - Interview in pairs. - Observations vs Insights.
  45. 45. Practice makes perfect
  46. 46. @adrianh quietstars.com slideshare.net/adrianh adrianh@quietstars.com Thank You

×