5. SATISFIED
Questions:
• How can you fulfill the promise?
• If you don’t provide ________, customer quits.
• What platform is required?
Customer behaviors:
• Use of specific features over specific time
period.
• Repeat purchases.
• Purchase of consumables.
• Purchase of related products.
VALUE STREAM DISCOVERY
8. PASSIONATE
Questions:
• What is your why?
• What is your shared journey?
• What is the impact of having a relationship?
• How do you go above and beyond?
Customer behaviors
• Social media activity
• Invites
• Case studies, testimonials, referrals
VALUE STREAM DISCOVERY
10. INTRIGUED
Questions to ask:
• What is desired impact?
• How is life changed after product
implementation?
• What are the barriers to impact?
• What is the biggest pain or passion?
Customer Behaviors:
• Visit specific webpage.
• Request for more information.
• Google search.
VALUE STREAM
INTRIGUED
14. AWARE
Questions to ask:
• Who influences behavior?
• What motivates behavior?
• Where does your customer “hang out?”
• What is customer doing when experiencing pain?
• What are they doing when they become aware?
Customer Behaviors:
• Visit landing page
• Call 800 #
VALUE STREAM DISCOVERY
AWARE
