Continuing Legal Edu-preneurship

C

L

ENTREPRENEURS

Justin Wilcox

C

L

E

CONTINUING

LEGAL

EDUCATION

CONTINUING

LEGAL

ENTREPRENEURSHIP

Justin Wilcox.

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You.

#1 Rule of

Entrepreneurship

Customers don’t

buy products.

Customers buy

solutions to

problems.

Problems =

Products =

Your last

Failure Product

or

Problem?

Your next

project.

Customers don’t

buy products.

Customers buy

solutions to

problems.

Who are your

Customers?

Anyone you

want something

from.

Boss

Peers

PartnerEmployees

Students

Kids

Executives

Board

Anyone you

want something

from.

Customers buy

solutions to

problems.

How do you

figure out their

problems?

Ask them.

Students.

Post-It

Problems

1. 1 Problem/Post-It

Post-It Problems

2. Quantity > Quality3. Person w/ Most Post-Its4. Build “Clouds” w/ Theirs5. Fill in w/ rest

6. Analyze the Post-Its!

Post-It Problems

CustomerDevLabs.com/ACLEA

Post-It Problems

Analysis:

How do you

figure out their

problems?

Ask them.

Peers.

Customer

Interviews.

How to

Network.

Rule #1

Don’t talk about

your idea

Products =

Problems =

Rule #2Never ask about

the future- “Would you want to…?”

- “What do you think about…[hypothetical]?”

Products =

Rule #3

Questions only.

- Unless you’re empathizing…

- “Makes sense”, “I agree”, “Totally”, etc.

Problems =

Interview Script1. What are you working on these days?

2. Sounds fun! What’ll be the hardest part

about making that happen?

3. Why will that be hard?

4. Thought about any solutions?

5. Why aren’t they ideal?

Networking Script1. What are you working on these days?

2. Sounds fun! What’ll be the hardest part

about making that happen?

3. Why will that be hard?

4. Thought about any solutions?

5. Why aren’t they ideal?

Try it.

Networking Script1. What are you working on these days?

2. Sounds fun! What’ll be the hardest part

about making that happen?

3. Why will that be hard?

4. Thought about any solutions?

5. Why aren’t they ideal?

How was it?

Peer

Interviews.

How do you

figure out their

problems?

Ask them.

Boss

Board

Executives

Networking Script1. What are you working on these days?

2. What’ll be the hardest part about making

that happen?

3. Why will that be hard?

4. Have you looked for a solution?

5. Why is that solution not ideal?

Interview

Students?

1. What’s the hardest part about getting CLE?

2. Tell me about the last time that happened.

3. Why was that hard?

4. Have you looked for a solution?

5. Why is that solution not ideal?

Student Interviews

Bonus ?’s1. Where do you find out about new

products for _____ online?

2. How much are you paying to solve this

problem now?

3. How often does this problem happen?

CustomerDevLabs.com/ACLEA

Student Interview

Script:

Lynn Chard’s

Session.

#1 Rule of

Entrepreneurship

Customers don’t

buy products.

Customers buy

solutions to

problems.

Post-It

Problems

Networking Script1. What are you working on these days?

2. What’ll be the hardest part about making

that happen?

3. Why will that be hard?

4. Have you looked for a solution?

5. Why is that solution not ideal?

Peer

Interviews.

Boss

Board

Executives

Pick 3 customers

to ask about

Problems.

#2 Rule of

Entrepreneurship

You are wrong.

Price

Copy

PartnersCustomers

Features

Name

Channels

Design

You are wrong.

Data is right.

#2 Rule of

Entrepreneurship

Test everything.

Price

Copy

PartnersCustomers

Features

Name

Channels

Design

Testing your Title.

1. Create 2 Events (A and B)

Testing Titles

2. Invite 10% to A, 10% to B3. Wait 2 weeks4. Invite 80% to winning name5. Tell losers of new name

Testing your Price.

A

B

Bounce pre-orders

1.4%$5 x = $.07/visitor

1.7%$10 x = $.17/visitor

before built product

0.9%$20 x = $.18/visitor

CustomerDevLabs.com/ACLEA

Price Testing:

#2 Rule of

Entrepreneurship

Test everything.

Pick one thing to

test.

Price

Copy

PartnersCustomers

Features

Name

Channels

Design

#1 Rule of

Entrepreneurship

Customers don’t

buy products.

Customers buy

solutions to

problems.

#2 Rule of

Entrepreneurship

Test everything.

Homework.

Ask 3 customers

about their

problems.

Run one test.

CustomerDevLabs.com/ACLEA

Post-It Problems Analysis

Student Interview Script

Price Testing

Slides

Startup Accelerators around the World

Founder

Curriculum Designer

Global Teaching Experience

Justin

Wilcox

Super Power

Startup Education

Fortune 500s

C

L

ENTREPRENEURS

Justin Wilcox

C

L

E

CONTINUING

LEGAL

EDUCATION

CONTINUING

LEGAL

ENTREPRENEURSHIP

Justin Wilcox

CustomerDevLabs.com/ACLEA

[email protected]

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