NCCU_創創入門_精實創業2_Rabbie_14Oct

NCCU

[ ] II

Date: 10/07, 10/14, 10/21 Time: Wed. 6:30-8:30pm

Lecturer: Rabbie Kao Update: 2015.10.14

Rabbie Kao ( )

Business Lead

Entrepreneur

Supervisor

#

Columnist

# #Tech Blogger Community Curator

http://rabbiekao.com/

Week 5 - 2 (10/14)2

[1] - 3 QA 2

[2]

[3] Landing Page MVP (Minimum Valuable Product) * Assignment:

problem/solution interview landing page

Business Model Mix

revised from Business Model Canvas & Lean Canvas

Who helps you?

What you do?

Who you are and what you have?

How you help?How you interact? Who you help?

How they know you and how you deliver?

What you gave? What you get?

Business Model Mix

revised from Business Model Canvas & Lean Canvas

1. Problem?2. Solution?3. Why you and why now?

CustomerDevelopment

CustomerDevelopmentis a search for a business model.

“The term customer development is meant to parallel product development. While everyone has a product development methodology, almost no one has a customer development methodology. And the truth is, if you don’t learn what customers really want, you’re at a very high risk of building something that no one wants to buy.

What is Customer Development?

from Lean Customer Development

What is Customer Development?

from Eric Ries

Four Steps to the Epiphany

ProblemInterview

My company, (company name) is developing (a defined offering) to help (a targeted audience) (solve a problem) (with secret sauce)

Welcome2 min - Set The Stage

... ... ... ...

Collect Demographics2 min - Test Customer Segment

Tell A Story2 min - Set Problem Context

Illustrate the top problems with a story

State the top one to three problems and ask your prospects to rank them:

Specifically: 1. Do you find yourself ____________ than before? 2. Do you find the _______________ process painful? 3. Are you like _________ in that you don’t have _____________?

Do you have any other __________ I didn’t talk about?

Problem Ranking4 min - Test Problem

Explore Customer’s Worldview15 min - Test Problem

This is the heart of the interview. The best script here is “no script.” Go through each problem in turn. Ask the interviewees how they address the problem today. Then sit back and listen.

Let them go into as much detail as they wish. Ask follow-up questions, but don’t lead them or try to convince them of the merits of a problem (or solution).

In addition to their raw responses, judge their body language and tone to get a sense of how they’d rate the problem: “must-have,” “nice to have,” or “don’t need.”

- provide a hook to maintain interest - give a high-concept pitch - ask for permission to follow up - establish a continuous feedback loop with prospects - ask the interviewees for referrals to other potential prospects

Wrapping Up2 min - The Hook and Ask

Problem Interview

Date: ______________ Contact Information: (Name/Email…) ______________Demographics: ______________

Problem 1: _____________________________________ Problem 2: _____________________________________ Problem 3: _____________________________________

Notes: _________________________________________

Referrals: ______________________________________

Document Results5 min

SolutionInterview

AttentionGet the customer’s attention with your UVP—derived from the number one problem you uncovered during earlier Problem interviews.

InterestUse the demo to show how you will deliver your UVP and generate interest.

DesireYou need to instead secure strong customer commitments by triggering on desire. The earlier pricing conversation generated desire through scarcity and prizing.

ActionGet a verbal, written, or prepayment commitment that is appropriate for your product.

The Solution Interview as AIDA(Attention, Interest, Desire, and Action)

Solution Interview

Date: ______________ Contact Information: (Name/Email…) ______________Demographics: ______________

Solution 1: _____________________________________ Solution 2: _____________________________________ Solution 3: _____________________________________

Pricing: Willing to pay ($X/month): ________________________

Notes: _________________________________________

Referrals: ______________________________________

Document Results5 min

problem/solution

interview insights

landing page

MVP

http://erhfen.wix.com/risinu

http://erhfen.wix.com/risinu

LaunchRock https://www.launchrock.com/

Weebly http://www.weebly.com/

Instapage https://instapage.com/

Wik http://www.wix.com/

landing page

Assignment:

problem/solution interview

landing page

Week 6 - 3 (10/21)3

[1] MVP (Minimum Valuable Product) - 3 QA 2

[2] -

[3] PMF (Product-Market Fit)

[4]