15. The mom test
Talk about their life, Future-tense
not your idea opinions are lies
Ask about specifics You gain nothing
in the past by convincing
them
48. Examples of
advancement
> Permission to contact again
> Clear next meeting
> Introduction to decision-maker
> Commitment to run a trial
> Pre-purchase
51. It helps to pre-plan the big 3
questions you need to answer
52. My big 3 right now:
> Does it do what it says on the tin?
> Can we make it usable enough?
> Do people really, truly want it?
53. My big 3 right now:
> Does it do what it says on the tin?
> Can we make it usable enough?
> Do people really, truly want it?
What are yours?
Take 3 minutes to write them down.
Are they to learn or confirm?