Where is your customer?
What do you need to know?
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
Don’t you think I’m great?
Talk about their life, not your idea
Ask about speciﬁcs in the past
Future-tense opinions are lies
You gain nothing by convincing them
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?
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?
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
Go to your customer all the time
Refine your customer persona
Determine the priorities for your product
Measure and Learn
Keep your cycles short & your customer close
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
Think global, be lean, go play
Go out talk to you customers!