EIA2017Portugal - Mike Reiner - The Startup Game - Customer Persona

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This document discusses the importance of understanding customers in building a startup. It recommends creating a customer persona to represent who your target customers are. The document then discusses how to validate hypotheses about customers by directly talking to them, asking open-ended questions about their problems and needs rather than closed-ended questions. The goal of validation is to better understand the customer's perspective and needs to build the right solution for them.

Technology

THE STARTUP GAME
CUSTOMER PERSONA
@MikeReiner..

When you accelerate shit it might
briefly look like chocolate, but
certainly won’t taste like it

“AT WHAT VALUATION SHOULD I RAISE MONEY?”

PIVOT!!! (USED TO BE CALLED THE FUCK UP)

PART 1: WORKSHOP - WHO IS YOUR CUSTOMER?

GOT YOUR CUSTOMER PERSONA?
AFTER THIS SESSION:
COMPARE AND UNIFY WITH YOUR
GROUP

WHEN YOU TALK TO CUSTOMERS - PLEASE THINK ABOUT:
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.

The Mom Test
Dear Mom, 
Don’t you think I’m great?
 
Love,
Your kid

GO OUT AND TALK TO THE CUSTOMER
Talk about their life, not your idea
Ask about speciﬁcs in the past
Future-tense opinions are lies
You gain nothing by convincing them

BAD QUESTIONS
Do you think it’s a good idea?
Would you buy a product which solved this problem?
How much would you pay for this?

ANYONE WILL TELL YOU THAT YOUR IDEA IS GREAT…
…IF YOU ANNOY THEM LONG ENOUGH

BETTER QUESTIONS
How do you currently deal with this problem?
When does this problem pop up?
Please show me how you...
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 this!

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