Customer conversations - by Simone Driessen

Customer Conversations by Simone Driessen

Startups don’t fail because of product development

We know what we can build

Customer development

Customer Discovery

Customer Validation

Customer Creation

Company Building

Pivot

Search

Customer Discovery

Customer Validation

Customer Creation

Company Building

Pivot

Search

Customer Discovery

Customer Validation

Customer Creation

Company Building

Execute

Pivot

Search

Customer Discovery

Customer Validation

Customer Creation

Company Building

ExecuteLearn

Pivot

Search

Customer Discovery

Customer Validation

Customer Creation

Company Building

ExecuteLearn Confirm

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Customer Discovery

Customer Validation

Customer Creation

Company Building

ExecuteLearn Confirm AARRR

Pivot

Search

Customer Discovery

Customer Validation

Customer Creation

Company Building

ExecuteLearn Confirm CEO hired

Pivot

AARRR

Search

Customer Discovery

Customer Validation

Customer Creation

Company Building

ExecuteLearn Confirm CEO hired

Entrepreneurs start to think about leaving

Pivot

AARRR

Startups fail because …

Startups fail because of a lack of customers

Just because you build it, that does not mean they will come

By Steve Blank

Customer development

Customer Conversations

Why would you do them?

Learn Confirm

Why would you have Customer Conversations?

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What would you like to be more sure of?

TopicsGenerate topics

Customer DevelopmentGa het gesprek aan

W O R K S H O P I N T R A C T O

Dear mom,

Don’t you think I’m great?

Love, Your son

It’s not just your momPeople want to be helpful, more than being honest.

How can we get facts?

How can we get facts?- Talk about their life, not your concept

How can we get facts?- Talk about their life, not your concept - Ask about specifics,

How can we get facts?- Talk about their life, not your concept - Ask about specifics, from the past

How can we get facts?Anything future related is worthless as we cannot predict the future with certainty.

Do you think this is a good idea?

Do you think this is a good idea?

How do you currently deal with this?

How do you currently deal with this?

When does this happen?

When does this happen?

Would you buy a product that would solve this?

Would you buy a product that would solve this?

Please show me how you do this?

Please show me how you do this?

Can you talk me through the last time that you experienced this?

Can you talk me through the last time that you experienced this?

How much would you pay for this?

How much would you pay for this?

How much does this currently cost you?

How much does this currently cost you?

How do we do this as casual as possible?

Scene of the customer

Start with softball [easy to handle] questions

Go out in pairs

Go out in pairs Where one leads the conversation

And the other takes notes out of sight

• Symbols:(from the mom-test)

By Salim Virani

How do you screw it up?

How do you screw it up?- Use a script or survey instead of topics

How do you screw it up?- Use a script or survey instead of topics - Talk about your business, instead of listening

How do you screw it up?- Use a script or survey instead of topics - Talk about your business, instead of listening - Try to sell, instead of learn

How do you screw it up?- Use a script or survey instead of topics - Talk about your business, instead of listening - Try to sell, instead of learn - Leading your questions

If you are going to lead your questions anywhere

Try to lead them towards invalidation

Learn Confirm

Good or bad conversation?

“That’s so cool. I love it!”

“That’s so cool. I love it!”

“There are a couple of people I can introduce you to, when you’re

ready.”

“There are a couple of people I can introduce you to, when you’re

ready.”

“What are the next steps?”

“What are the next steps?”

“Looks great, let me know when it launches.”

“Looks great, let me know when it launches.”

“Can I buy the prototype?”

“Can I buy the prototype?”

“When can you come back and talk to the rest of the team?”

“When can you come back and talk to the rest of the team?”

Commitments

Commitments- Time [next meeting, taking part in trial]

Commitments- Time [next meeting, taking part in trial] - Reputation risk [introduction to peers]

Commitments- Time [next meeting, taking part in trial] - Reputation risk [introduction to peers] - Cash [letter of intent, deposit, pre-order or sale]

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JFDI- Set topics - Do at least 5 to 10 Customer Conversations