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Cust dev   world business dialogue & evolv
 

Cust dev world business dialogue & evolv

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    Cust dev   world business dialogue & evolv Cust dev world business dialogue & evolv Presentation Transcript

    • You’ve got a ton of options
    • Early stage strategy isfinding the few that matter.
    • Where isthe love?
    • 2 stages of learningDiscovery Validation www.foundercentric.com
    • 2 stages of learningAsk Sell www.foundercentric.com
    • 2 stages of learningObserve Experiment www.foundercentric.com
    • 2 stages of learningLearn Confirm www.foundercentric.com
    • One day...A customer wakes up,turns on their computer,logs in to their emailusing a new programthey use and love.Their free trial is over.The program asks themto pay. They say no.Why? www.foundercentric.com
    • www.foundercentric.com Image by wstryder
    • www.foundercentric.com Image by wstryder
    • 3 ways to horribly screw upCustomer Developmentwww.foundercentric.com
    • 3 ways to horribly screw upCustomer Development1. Use a script or surveywww.foundercentric.com
    • Customer Developmentis a founder skill. www.foundercentric.com
    • You don’t need meetings.You just need contact. www.foundercentric.com
    • Tool #1 Always know your big 3 questions.www.foundercentric.com
    • LeancampWhat awareness channels can we partner with?What do people learn at Leancamp that they apply?What do famous thought-leaders get out of conferences? www.foundercentric.com
    • Tweetable TextHow do authors pre-build their customer list?How do authors test copy and learn about their readers?How do authors prioritise their time when writing? www.foundercentric.com
    • Tool #2Softball & anchorquestions.
    • Hi.How’s it going with .... ?Interesting. Tell me more about that.Can we go back to what you weresaying about...? www.foundercentric.com
    • 3 ways to horribly screw upCustomer Development1. Use a script or survey2. Talk about your ideawww.foundercentric.com
    • Your customersare full of shit! www.foundercentric.com
    • Anyone will tell you that youridea is great if you annoythem long enough. www.foundercentric.com
    • Dear Mom, Don’t you think I’m great? Love, Your sonwww.foundercentric.com
    • Actually, not just your mom lies.People want to be helpful, so they tell youwhat they think you want to hear. www.foundercentric.com
    • Tool #3 The Mom TestTalk about their life, Future-tensenot your idea opinions are liesAsk about specifics You gain nothingin the past by convincing them www.foundercentric.com
    • Good or bad questions? www.foundercentric.com
    • ❝ Do you think it’s a good idea? ❞ www.foundercentric.com
    • ❝ Do you think it’s a good idea? ❞ www.foundercentric.com
    • ❝ Would you buy a product which solved this problem? ❞ www.foundercentric.com
    • ❝ Would you buy a product which solved this problem? ❞ www.foundercentric.com
    • ❝ How do you currently deal with this problem? ❞ www.foundercentric.com
    • ❝ How do you currently deal with this problem? ❞ www.foundercentric.com
    • ❝ When does this problem pop up? ❞ www.foundercentric.com
    • ❝ When does this problem pop up? ❞ www.foundercentric.com
    • ❝ What makes this time- consuming or go off- track? ❞ www.foundercentric.com
    • ❝ What makes this time- consuming or go off- track? ❞ www.foundercentric.com
    • ❝ Has this ever been more time-consuming than normal or gone off-track? ❞ www.foundercentric.com
    • Tool #4 Important SignalsPerson Job Problem Measure Solution Excited Guilty Upset www.foundercentric.com
    • ❝ Please show me how you... ❞ www.foundercentric.com
    • ❝ Please show me how you... ❞ www.foundercentric.com
    • ❝ Please tell me how... I’m trying to learn how you... ❞ www.foundercentric.com
    • ❝ Please tell me how... I’m trying to learn how you... ❞ www.foundercentric.com
    • ❝ Talk me through the last time you had this problem. ❞ www.foundercentric.com
    • ❝ Talk me through the last time you had this problem. ❞ www.foundercentric.com
    • ❝ What did you try to do about it? ❞ www.foundercentric.com
    • ❝ What did you try to do about it? ❞ www.foundercentric.com
    • ❝ Please help me understand... ❞ www.foundercentric.com
    • ❝ Please help me understand... ❞ www.foundercentric.com
    • ❝ How much would you pay for this? ❞ www.foundercentric.com
    • ❝ How much would you pay for this? ❞ www.foundercentric.com
    • ❝ Can I ask why? ❞ www.foundercentric.com
    • ❝ Can I ask why? ❞ www.foundercentric.com
    • ❝ How much money does this problem cost you? ❞ www.foundercentric.com
    • ❝ How much money does this problem cost you? ❞ www.foundercentric.com
    • ❝ How much should we charge? ❞ www.foundercentric.com
    • ❝ How much should we charge? ❞ www.foundercentric.com
    • ❝ What’s your budget? ❞ www.foundercentric.com
    • ❝ What’s your budget? ❞ www.foundercentric.com
    • ❝ How soon can you start? ❞ www.foundercentric.com
    • ❝ How soon can you start? ❞ www.foundercentric.com
    • 3 ways to horribly screw upCustomer Development1. Use a script or survey2. Talk about your idea3. Sellwww.foundercentric.com
    • 2 stages of learningLearn Confirm www.foundercentric.com
    • Be an apprentice. Not a salesperson.www.foundercentric.com
    • Tool #2 again Softball, anchor & deflection questions.www.foundercentric.com
    • Real stories.Has there ever been a time ... ?Tell me about the last time ... ?What was great/bad about that?Why did you do that?What happened next? www.foundercentric.com
    • Tool #5 Your customer’s words. Their words - not yours! One phrase per card. Pair. One interviewer, one notetaker.www.foundercentric.com
    • 3 ways to horribly screw upCustomer Development1. Use a script or survey2. Talk about your idea3. Sellwww.foundercentric.com
    • 5 Customer Development toolsfor your toolkit.1. Your Big 3 Questions2. Softball, anchor & deflection questions.3. Mom Test to get real facts.4. Know the signal types you’ll spot & explore.5. Record your customers’ phrases on cards. www.foundercentric.com
    • www.custdevcards.comleanca.mp/rotterdam March 28th.Salim Virani@SaintSal smile@saintsal.comwww.foundercentric.com