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Learn & Confirm - Founder-Centric F-Day at UCL SMILE
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Learn & Confirm - Founder-Centric F-Day at UCL SMILE

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  • Transcript

    • 1. Startupsare more likefrogs than fish
    • 2. 2 stages of learning 1. 2. Discovery Validation
    • 3. A man wakes up,turns on the radio,goes upstairs, turnson the light, and killshimself.Why?
    • 4. (picture of wedding ring forcommitment)1. best: take their money2.okay: take their email with permission to contact them Image by wstryder
    • 5. 2 stages of learning 1. 2. Discovery Validation
    • 6. 2 stages of learning “Learn”“Confirm”
    • 7. 2 stages of learning “Ask” “Sell”
    • 8. Do we understandthis industry? Does anybody care at all?
    • 9. Do we Are we understand building thethis industry? right product? Does Will they anybody care at all? pay for it?
    • 10. ❝ Build something people want! Paul Graham ❞ @paulg
    • 11. Anyone will tell you your ideais great if you annoy them forlong enough
    • 12. Dear Mom,Don’t youthink I’mgreat?Love,Your son
    • 13. But, everybody will lie to you (not just mom)
    • 14. The mom testTalk about their life, Future-tensenot your idea opinions are liesAsk about specifics You gain nothingin the past by convincing them
    • 15. ❝ Do think it’s a good idea? ❞ Us
    • 16. ❝ Do think it’s a good idea? ❞ Us
    • 17. ❝ Would you buy a product which solved this problem? ❞ Us
    • 18. ❝ Would you buy a product which solved this problem? ❞ Us
    • 19. ❝ How do you currently deal with this problem? ❞ Us
    • 20. ❝ How do you currently deal with this problem? ❞ Us
    • 21. ❝ Talk me through the last time you had this problem ❞ Us
    • 22. ❝ Talk me through the last time you had this problem ❞ Us
    • 23. ❝ How much would you pay for this? ❞ Us
    • 24. ❝ How much would you pay for this? ❞ Us
    • 25. ❝ How much money does this problem cost you? ❞ Us
    • 26. ❝ How much money does this problem cost you? ❞ Us
    • 27. ❝ Is there a budget for it? ❞ Us
    • 28. ❝ Is there a budget for it? ❞ Us
    • 29. ❝ Who else should I talk to? ❞ Us
    • 30. ❝ Who else should I talk to? ❞ Us
    • 31. Opinions are worthless!
    • 32. 2 stages of learning “Learn”“Confirm”
    • 33. So, we had a meeting!
    • 34. ❝ Sounds great. I love it! ❞ Claudia
    • 35. ❝ Sounds great. I love it! ❞ Claudia
    • 36. ❝ Brilliant -- let me know when it launches! ❞ Jeremy
    • 37. ❝ Brilliant -- let me know when it launches! ❞ Jeremy
    • 38. Compliment+ Stalling tactic ------------------They don’t care:(
    • 39. ❝ There are a couple people I can intro you to, when you’re ready. ❞ Jeremy
    • 40. ❝ There are a couple people I can intro you to, when you’re ready. ❞ Jeremy
    • 41. Partialcommitment... ...what needs to happen to get the intro?
    • 42. ❝ I would definitely buy that! ❞ Claudia
    • 43. ❝ I would definitely buy that! ❞ Claudia
    • 44. DANGER!!Good signal, butif you mis-read ityou will loseeverything
    • 45. Meetings succeedwhen they committo the next step
    • 46. Examples ofadvancement> Permission to contact again> Clear next meeting> Introduction to decision-maker> Commitment to run a trial> Pre-purchase
    • 47. Real learning comes Facts Commitment
    • 48. Title Text
    • 49. It helps to pre-plan the big 3questions you need to answer
    • 50. My big 3 right now:> Does it do what it says on the tin?> Can we make it usable enough?> Do people really, truly want it?
    • 51. My big 3 right now:> Does it do what it says on the tin?> Can we make it usable enough?> Do people really, truly want it? What are yours? Take 3 minutes to write them down. Are they to learn or confirm?

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