9 Mile Labs - Customer Development Training
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Transcript of 9 Mile Labs - Customer Development Training
How many products are built
wonful
1. Have awesome idea for a product and build it. 2. What problem does it solve? 3. Who has that problem? !
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Sometimes this works. But most times, it doesn’t.
Find Your CustomersCustomer Discovery Phase
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Cold call non-customers first to practice Fewer shots, so more important than B2C to be prepared. !
Who to interview at a company? Economic Buyer vs User !
Frame the conversation “I’m trying to learn about the problems in the industry.”
Rule #1: Pull, Don’t Push Rule #2: No Ice Cream Questions Rule #3: No Leading Questions Rule #4: Past Behavior --> Future Behavior Rule #5: Actual Self vs. Ideal Self Rule #6: No Pitching Rule #7: “N of 1” is Not Proof Rule #8: No Seeding. Rule #9: Low Cognitive Load Questions Rule #10: Stories > Statements
Part 1: The Rules
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Technique #1: “5 Why’s” Technique #2: “Tell me more.” Technique #3: “Tell me about the last time...” Technique #4: “What do you mean by...” Technique #5: How are you dealing with your problem now? Technique #6: Silence is Golden
Interviewing Tactics
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Very interesting… why is that important?
That makes sense…
I never thought about it that way before. Can you tell me more?
That sounds important.
I’m not sure I understand…
That’s a great point.
Wow / Neat / Cool / Strange / Huh
Softening Statements
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Question #1: “What if they never talk about the problem I’m trying to solve?” !
Question #2: “How do I put these into a survey?” !
Question #3: Face2Face>Skype>Phone>Email>Pigeons
F.A.Q.
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wonful
wonful consulting.Zachary Cohn Fisher Qua
[email protected] [email protected]
!Want to learn more? www.wonful.co
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