Its a Presentation covering What, Why, Where, How aspect of Elevator Pitch or Speech with Example Templates and Video Links . This Crucial Communication Tool to make an impact or impression.
How to make an elevator pitch by pratibha ryali april 15 th 2015Prathibha Ryali
1. How to speak impromptu for 50 seconds?
2. What to speak in your impromptu elevator pitch?
3. How to create your brand recall and be remembered for what you spoke about?
You dont have to wait for things to happen... You have the power to make things happen! The Art of Selling describes the basics of how you can persuade people more effectively, more ethically, and more often. Youll also discover that there is virtually nothing on earth that brings as much personal satisfaction as being able to save another person time, money, or frustration because of the goods, products, and services you have to offer.
Its a Presentation covering What, Why, Where, How aspect of Elevator Pitch or Speech with Example Templates and Video Links . This Crucial Communication Tool to make an impact or impression.
How to make an elevator pitch by pratibha ryali april 15 th 2015Prathibha Ryali
1. How to speak impromptu for 50 seconds?
2. What to speak in your impromptu elevator pitch?
3. How to create your brand recall and be remembered for what you spoke about?
You dont have to wait for things to happen... You have the power to make things happen! The Art of Selling describes the basics of how you can persuade people more effectively, more ethically, and more often. Youll also discover that there is virtually nothing on earth that brings as much personal satisfaction as being able to save another person time, money, or frustration because of the goods, products, and services you have to offer.
How to Make Setting B2B Appointments EasySalesScripter
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar “How to Make Setting B2B Appointments Easy” and you will also receive an ebook under the same name when you register.
In this eBook, you will learn about:
• Establishing a common connection
• Showing relevance to your audience
• Communicating your skills
• Engaging your audience
How to Deal with Gatekeepers when Sales ProspectingSalesScripter
You can spend more than 50% of your time phone prospecting getting your calls answered by some sort of gatekeeper. These gatekeepers will usually operate with the objective of shutting you down and preventing you from talking to anybody.
Do you have a game plan for how to deal with this obstacle? There are key things that you can do to get the gatekeeper to shift from being your enemy to being your ally.
In this training module, we provide a methodology that you can easily implement that will provide clarity around what you should do when talking with gatekeepers. Since you will have to face them so often, by simply having some logic to use in this one area, you will immediately improve your results.
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
When B2B cold calling, you can spend up to 50% of your time dealing with gatekeepers. If you spend a little time to improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness and we outline some tips for you in this sales training webinar video – How to Consistently Get Around Gatekeepers When B2B Cold Calling.
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
10 Sales Tips for How to Sell More by Selling LessSalesScripter
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.
We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
Networking is one of the best lead generation methods for a salesperson or business owner. But what you do and say when you get out there can have a very big impact on the leads you produce.
If there is a need for you to generate more leads or if you spend a lot of your time networking, join us for our next webinar “How to Be an Awesome Networker” where we will outline tips that you can immediately implement and expect to see a positive impact on your sales results.
In this training session, you will gain insights on:
– What to say and ask when networking
– How to work the room at an event
– How to build strong relationships
– How to manage the networking sales process
– How to establish a networking mindset
How to Make Setting B2B Appointments EasySalesScripter
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar “How to Make Setting B2B Appointments Easy” and you will also receive an ebook under the same name when you register.
In this eBook, you will learn about:
• Establishing a common connection
• Showing relevance to your audience
• Communicating your skills
• Engaging your audience
How to Deal with Gatekeepers when Sales ProspectingSalesScripter
You can spend more than 50% of your time phone prospecting getting your calls answered by some sort of gatekeeper. These gatekeepers will usually operate with the objective of shutting you down and preventing you from talking to anybody.
Do you have a game plan for how to deal with this obstacle? There are key things that you can do to get the gatekeeper to shift from being your enemy to being your ally.
In this training module, we provide a methodology that you can easily implement that will provide clarity around what you should do when talking with gatekeepers. Since you will have to face them so often, by simply having some logic to use in this one area, you will immediately improve your results.
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
When B2B cold calling, you can spend up to 50% of your time dealing with gatekeepers. If you spend a little time to improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness and we outline some tips for you in this sales training webinar video – How to Consistently Get Around Gatekeepers When B2B Cold Calling.
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
10 Sales Tips for How to Sell More by Selling LessSalesScripter
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.
We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
Networking is one of the best lead generation methods for a salesperson or business owner. But what you do and say when you get out there can have a very big impact on the leads you produce.
If there is a need for you to generate more leads or if you spend a lot of your time networking, join us for our next webinar “How to Be an Awesome Networker” where we will outline tips that you can immediately implement and expect to see a positive impact on your sales results.
In this training session, you will gain insights on:
– What to say and ask when networking
– How to work the room at an event
– How to build strong relationships
– How to manage the networking sales process
– How to establish a networking mindset
Merupakan bentuk presentasi dari proses pengerjaan soal Pre-Test modul 1 praktikum SIstem Operasi jurusan Sistem Informasi semester 3 Universitas Telkom
This season, on Virtual Design Master, we’ve been dealing with the aftermath of a second round of the zombie outbreak. We’ve designed the systems to build spaceships, which are evacuating what’s left of the human race from the earth. We’ve built the infrastructure to support our new civilization on the moon. We’ve also tried to prepare what’s left of the earth in case there is another round of the outbreak, by fortifying islands across the world by deploying infrastructure remotely.
Edward F. T. Charfauros, inspiring author, assists fellow students with their presentation for a successful grade. He also blogs upon his own inspiring blog, where you'll discover life changing stuff. Sign up for his blog by sending him an email~
Copyright 2013 Edward F. T. Charfauros. Reference, www.YourBlogorResume.net.
The emergence of the internet and the explosion in mobile usage has profoundly changed how customers interact with brands. Instead of distinct channels, we now need to think of seamless multichannel experiences. Using real life examples from global companies such as Goodyear, Vodafone and Waitrose (UK supermarket), Morgan highlights tools and techniques companies can use to understand and satisfy this new, hyper-connected customer.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Can you intrigue and entice someone to want to know more about you in 30 seconds or less? When you are on the job hunt, you sometimes have very little time to convey what you can do for a company. So you need a complete, concise, composed, compelling “elevator speech” ready to go at moment’s notice. Join us to learn how to compose one that helps you stand out from the crowd.
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
Dr. Tony Ratliff - "Smartups Startups Presentation - Investor Relations"Tony Ratliff
A SMARTUPS presentation given 1/21/14 to the SMARTUPS group in Indianapolis. Investor Relations and a few Life Lessons by Dr. Tony Ratliff - Angel Investor, Founder
Stage 1 of the Design Process for Growth - the 'What is...' portion first asks us to take the 'customer journey' - this presentation is to help the businesses we work with as we move them forward in a redesign process that sets them up for meaningful, sustainable growth
eLearning for Sales Success: Fulfilling Today's (Changing) eLearning NeedsEve Lyons-Berg
Watch the webinar on demand here: https://www.elearninglearning.com/frs/10087777/fulfilling-today-s--changing--elearning-needs
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance - even if your learners are already aware of their skill gaps, they’re not going to wade through hours and hours of content to find the one course that might help them. Fortunately, if you follow the advice in this webinar, they won’t have to.
Bryan Marriott, President of P1 Learning, will walk through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
This webinar will cover:
- Conducting a learner needs assessment
- The elements of effective and engaging eLearning
- Developing (or buying) training to fulfill learner needs
- Learning only works if they press play
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
10 reasons why people don't buy from you and what to do about it details 5 common sales and top 5 marketing errors made by businesses when reaching out to win new business and was used at a keynote speech during a recent North East Expo
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
Kaseya Connect 2013: A step by-step sales process guaranteed to supercharge r...Kaseya
Join Erick Simpson for this revenue-building session as he teaches you an in-depth step-by-step sales and closing process that; when followed, is proven to dramatically improve your top-line revenues. Following this step-by-step process, you will close more high-value business faster with less effort by communicating as a true consultative sales professional.
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Similar to Lean StartUp: Basics of Customer Discovery & Development (20)
TV stands for Testing & Validation so we definitely won't be couch potatoes on TV Nights.
Do you have an aspect of your startup or business project/idea you'd like to test?
We'll test anything together except product testing and/or user testing (you can do that on your own). So let's make experiments together and run with it.
Visit www.meetup.com/leanstartupph for details on the next TV Night
Before spending thousands on your next vacation...seriously ask yourself - can I afford it? Vacationing is a highly enjoyable luxury but often it can lead individuals and families into debt or make them vulnerable when emergencies strike. There are better ways to enjoy life - without worries and regrets.
A talk I gave at a Retirement Preparation program of The OneCORE Success Center. Preparing for long term lifestyle sustainability is not only our obligation to ourselves but also to our children and their families.
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
Embracing GenAI - A Strategic ImperativePeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Introduction to AI for Nonprofits with Tapp NetworkTechSoup
Dive into the world of AI! Experts Jon Hill and Tareq Monaur will guide you through AI's role in enhancing nonprofit websites and basic marketing strategies, making it easy to understand and apply.
The Roman Empire A Historical Colossus.pdfkaushalkr1407
The Roman Empire, a vast and enduring power, stands as one of history's most remarkable civilizations, leaving an indelible imprint on the world. It emerged from the Roman Republic, transitioning into an imperial powerhouse under the leadership of Augustus Caesar in 27 BCE. This transformation marked the beginning of an era defined by unprecedented territorial expansion, architectural marvels, and profound cultural influence.
The empire's roots lie in the city of Rome, founded, according to legend, by Romulus in 753 BCE. Over centuries, Rome evolved from a small settlement to a formidable republic, characterized by a complex political system with elected officials and checks on power. However, internal strife, class conflicts, and military ambitions paved the way for the end of the Republic. Julius Caesar’s dictatorship and subsequent assassination in 44 BCE created a power vacuum, leading to a civil war. Octavian, later Augustus, emerged victorious, heralding the Roman Empire’s birth.
Under Augustus, the empire experienced the Pax Romana, a 200-year period of relative peace and stability. Augustus reformed the military, established efficient administrative systems, and initiated grand construction projects. The empire's borders expanded, encompassing territories from Britain to Egypt and from Spain to the Euphrates. Roman legions, renowned for their discipline and engineering prowess, secured and maintained these vast territories, building roads, fortifications, and cities that facilitated control and integration.
The Roman Empire’s society was hierarchical, with a rigid class system. At the top were the patricians, wealthy elites who held significant political power. Below them were the plebeians, free citizens with limited political influence, and the vast numbers of slaves who formed the backbone of the economy. The family unit was central, governed by the paterfamilias, the male head who held absolute authority.
Culturally, the Romans were eclectic, absorbing and adapting elements from the civilizations they encountered, particularly the Greeks. Roman art, literature, and philosophy reflected this synthesis, creating a rich cultural tapestry. Latin, the Roman language, became the lingua franca of the Western world, influencing numerous modern languages.
Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
June 3, 2024 Anti-Semitism Letter Sent to MIT President Kornbluth and MIT Cor...Levi Shapiro
Letter from the Congress of the United States regarding Anti-Semitism sent June 3rd to MIT President Sally Kornbluth, MIT Corp Chair, Mark Gorenberg
Dear Dr. Kornbluth and Mr. Gorenberg,
The US House of Representatives is deeply concerned by ongoing and pervasive acts of antisemitic
harassment and intimidation at the Massachusetts Institute of Technology (MIT). Failing to act decisively to ensure a safe learning environment for all students would be a grave dereliction of your responsibilities as President of MIT and Chair of the MIT Corporation.
This Congress will not stand idly by and allow an environment hostile to Jewish students to persist. The House believes that your institution is in violation of Title VI of the Civil Rights Act, and the inability or
unwillingness to rectify this violation through action requires accountability.
Postsecondary education is a unique opportunity for students to learn and have their ideas and beliefs challenged. However, universities receiving hundreds of millions of federal funds annually have denied
students that opportunity and have been hijacked to become venues for the promotion of terrorism, antisemitic harassment and intimidation, unlawful encampments, and in some cases, assaults and riots.
The House of Representatives will not countenance the use of federal funds to indoctrinate students into hateful, antisemitic, anti-American supporters of terrorism. Investigations into campus antisemitism by the Committee on Education and the Workforce and the Committee on Ways and Means have been expanded into a Congress-wide probe across all relevant jurisdictions to address this national crisis. The undersigned Committees will conduct oversight into the use of federal funds at MIT and its learning environment under authorities granted to each Committee.
• The Committee on Education and the Workforce has been investigating your institution since December 7, 2023. The Committee has broad jurisdiction over postsecondary education, including its compliance with Title VI of the Civil Rights Act, campus safety concerns over disruptions to the learning environment, and the awarding of federal student aid under the Higher Education Act.
• The Committee on Oversight and Accountability is investigating the sources of funding and other support flowing to groups espousing pro-Hamas propaganda and engaged in antisemitic harassment and intimidation of students. The Committee on Oversight and Accountability is the principal oversight committee of the US House of Representatives and has broad authority to investigate “any matter” at “any time” under House Rule X.
• The Committee on Ways and Means has been investigating several universities since November 15, 2023, when the Committee held a hearing entitled From Ivory Towers to Dark Corners: Investigating the Nexus Between Antisemitism, Tax-Exempt Universities, and Terror Financing. The Committee followed the hearing with letters to those institutions on January 10, 202
6. LEAN
STARTUP
No
Waste
-‐ Build
it
right
-‐ Build
it
quickly
7.
8.
9. More
Fme
for
family
Long
travel
Fme
work/home
Faster
travel
Fme
Waze
BeIer
car
Don’t
leave
home
as
much
Freelancer.com
Franchise
Business
Many
things
to
do
Do
them
faster
Coffee
Any.Do
Outsource
tasks
Virtual
Assistant
Use
AutomaFon
SoRware
Problem
Aspect
of
Problem
SoluFon
Products
or
Services
aka
How
the
SoluFon
is
delivered
10.
11. MVI
Minimum
Viable
InteracFon
a
type
of
MVE
minimum
viable
experiment
MVI
focuses
on
discovering
as
much
about
people
(target
customers)
MVP
minimum
viable
products
looks
at
how
people
interact
with
or
respond
to
a
par@cular
solu@on
and/or
product.
SUCCESS
CRITERIA
12. 5
MUST
DO’S
CUSTOMER
MVI
• Start
somewhere.
– Decide
on
who
to
talk
to
(segment)
and
figure
out
where
to
find
them.
• Shut
up!
– Listen
more
than
talk.
• Ask
why
in
101
ways.
– Dig
deeper.
And
deeper.
And
deeper.
• Be
deliberate.
– Keep
what
you
want
to
validate
or
learn
in
mind.
• Observe
everything.
– It’s
not
just
about
the
answers
it’s
also
how
those
answers
are
delivered.
13. INTERVIEW
Talk
to
the
right
people
with
the
big
problem.
Are
you
on
the
right
track?
PITCH
Sell
the
soluNon
and/or
product.
Will
people
pay,
sign-‐up..?
CONCIERGE
Deliver
an
actual
product
or
service.
Can
you
deliver
your
value
proposiNon?
14. Whatever
MVI
type
focus
on…
Learn
from
their
life
and
stories
Specifics
from
their
past
“Tell
me
more”
Signals
15. Avoid
• QuesFons
with
one
word
answers
– Dig
deeper
–
why,
how,
when…
• HypotheFcal
–
what
if,
would
you
– Qualify
then
dig
deeper
• Don’t
ask
what
they
think
– It’s
a
sneaky
way
of
asking
a
hypotheFcal
• When
customers
give
you
advice
– Why
is
that
important
to
them?
16. Do
• If
they
are
part
of
your
target,
get
their
contact
details.
• If
they
are
not
part
of
your
target,
get
their
contact
details
and
then
them
to
refer
someone
to
you.
• Note
responses
and
observaFons
ASAP
• Interview
more
customers
17. POWERS
OF
OBSERVATION
Your
ability
to
gather
good
quality
customer
insights
is
limited
by
your
openness
and
skills
in
interviewing
and
observing.
Eventually,
you
should
be
able
to
spot
your
target
customer
amongst
a
crowd.
18. Look
for….every
Fme
you
talk
to
a
customer…
• AlternaFves
• Behaviours
• MoFvaFons
• Behavior
• Decision
Making
• Social
Circles
• CompeFtors
• Mentality
• Bigger
problems
to
solve
19. Look
for…
every
Fme
you
talk
to
a
customer…
PaIerns
– Frequency
– Causality
– Dependency
– Impact
or
Significance
– Circumstance
/
SituaFon
20.
21. AS
YOU
TALK
TO
CUSTOMERS
eventually
you’ll
get
to
Problem
–
SoluFon
Fit
• Is
there
a
problem
worth
solving?
• Is
it
something
customers
want?
• Will
they
pay
for
it?
If
not
who
will?
• Can
it
be
solved
22. AS
YOU
TALK
TO
CUSTOMERS
and
work
on
your
business…eventually
you’ll
get
to
Product
–
Market
Fit
• Are
you
building
something
people
want?
– Demand
DemonstraFon
–
Clear
Signals
• Hacking
a
soluFon
– Features
that
contribute
to
value
23. Value
ProposiFon
• Well
defined
problem
• Defined
soluFon
• Proposed
product
• Proposed
business
model
24. Value
ProposiFon
• If
you
have
to
explain
it
you’ve
failed.
– Proof
Points
–
Real
Value
– Why
you
and
not
someone
else
– Use
customer’s
language
–
“It’s
like
you
read
your
mind.”
• At
the
beginning
it’s
ok
to
have…
– 3-‐5
value
proposiFons
–
the
key
is
to
hone
into
the
one
that
takes
the
world
by
storm
25.
26. Why
do
this?
• Fail
Fast.
Succeed
Faster.
• Build
a
strong
posiFon
– Customer
Insight
– TracFon
– Customer-‐Partners
• There
is
no
right…
or
wrong.
27. LEAN
STARTUP
• No
one
knows
your
startup
as
well
as
you
do.
• You
are
the
expert
here!!!
• What
we
do…
– Ask
quesNons
you
missed
– Challenge
your
assumpNons
– Guide
you
through
tools,
methods,
processes…
www.meetup.com/leanstartupph
Guita
T.
Gopalan
guita.gopalan@gmail.com
Schedule
a
Call
on
Sohelpful.me/guitagopalan
28. Google
is
your
friend…
AddiFonal
Resources
• Four
Steps
to
Epiphany
by
Steve
Blank
• Or
YouTube
Steve
Blank
Customer
Discovery
/
Development
(he
is
the
foremost
guy
on
this
topic)
• Value
ProposiFon
Canvas
– there’s
a
book,
tons
of
slideshares,
tons
of
videos
• “The
Mom
Test”
book
by
R.
Fitzpatrick
–
How
to
interview
like
a
boss
• Designing
experiments
–
Lean
StartUp
– Again
tons
of
videos,
slideshares,
books,
etc.
or
email
guita.gopalan@gmail.com