An introduction to Lean
Introduction: Small & Lean
Customer Segmentation Workshop
How to talk to your customer
Its all about the customer!
Validate!
Learn fast, fail fast – Fast iterations
 Define your own customer persona
 Keep refining it!
 So whats next??
 Where is your customer?
 What do you need to know?
 Shut up!
 Don’t talk much about your product
 Let him/her talk
...
Anyone will tell you that your idea is great if you
annoy them long enough
Dear Mom,
Don’t you think I’m great?
Love,
Your kid
Talk about their life, not your idea
Ask about specifics in the past
Future-tense opinions are lies
You gain nothing by...
Do you think it’s a good idea?
Would you buy a product which solved this problem?
How much would you pay for this?
How...
How do you currently deal with this problem?
When does this problem pop up?
Please show me how you...
Talk me through ...
Danger - Bullshit radar:
 Sounds great. I love it!
 Brilliant -- let me know when it launches!
 I would definitely buy t...
Go to your customer all the time
Keep refining:
 Refine your customer persona
 Determine the priorities for your produ...
 Plan how to approach your customer
 Where are you going to find your customer?
 How are you going to approach him/her?...
Think global, be lean, go play
Go out talk to you customers!
Questions: mike@startupwiseguys.com
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
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Everything starts with your customer

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Mike Reiner @ European Innovation Academy Summer Session 2013

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Everything starts with your customer

  1. 1. An introduction to Lean
  2. 2. Introduction: Small & Lean Customer Segmentation Workshop How to talk to your customer
  3. 3. Its all about the customer! Validate! Learn fast, fail fast – Fast iterations
  4. 4.  Define your own customer persona
  5. 5.  Keep refining it!  So whats next??
  6. 6.  Where is your customer?  What do you need to know?  Shut up!  Don’t talk much about your product  Let him/her talk  Listen!!!
  7. 7. Anyone will tell you that your idea is great if you annoy them long enough
  8. 8. Dear Mom, Don’t you think I’m great? Love, Your kid
  9. 9. Talk about their life, not your idea Ask about specifics in the past Future-tense opinions are lies You gain nothing by convincing them
  10. 10. Do you think it’s a good idea? Would you buy a product which solved this problem? How much would you pay for this? How much should we charge? How soon can you start?
  11. 11. How do you currently deal with this problem? When does this problem pop up? Please show me how you... Talk me through the last time you had this problem. What did you try to do about it? How much money does this problem cost you?
  12. 12. Danger - Bullshit radar:  Sounds great. I love it!  Brilliant -- let me know when it launches!  I would definitely buy that! What you want is: Permission to contact again Clear next meeting Introduction to decision-maker Commitment to run a trial Pre-purchase
  13. 13. Go to your customer all the time Keep refining:  Refine your customer persona  Determine the priorities for your product  Measure and Learn Keep your cycles short & your customer close
  14. 14.  Plan how to approach your customer  Where are you going to find your customer?  How are you going to approach him/her?  What do you want to validate (hypothesis)?  Goal: How many people do you want to talk to for feedback?  Think about how to collect the feedback.  Go out and talk to your customers!  Let them talk – only talk about your solution at the very end
  15. 15. Think global, be lean, go play Go out talk to you customers! Questions: mike@startupwiseguys.com

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