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An introduction to Lean
Introduction: Small & Lean
Customer Segmentation Workshop
How to talk to your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Everything starts with your customer
Its all about the customer!
Validate!
Learn fast, fail fast – Fast iterations
 Define your own customer persona
Everything starts with your customer
 Keep refining it!
 So whats next??
 Where is your customer?
 What do you need to know?
 Shut up!
 Don’t talk much about your product
 Let him/her talk
 Listen!!!
Anyone will tell you that your idea is great if you
annoy them long enough
Dear Mom,
Don’t you think I’m great?
Love,
Your kid
Talk about their life, not your idea
Ask about specifics in the past
Future-tense opinions are lies
You gain nothing by convincing them
Do you think it’s a good idea?
Would you buy a product which solved this problem?
How much would you pay for this?
How much should we charge?
How soon can you start?
How do you currently deal with this problem?
When does this problem pop up?
Please show me how you...
Talk me through the last time you had this problem.
What did you try to do about it?
How much money does this problem cost you?
Everything starts with your customer
Danger - Bullshit radar:
 Sounds great. I love it!
 Brilliant -- let me know when it launches!
 I would definitely buy that!
What you want is:
Permission to contact again
Clear next meeting
Introduction to decision-maker
Commitment to run a trial
Pre-purchase
Go to your customer all the time
Keep refining:
 Refine your customer persona
 Determine the priorities for your product
 Measure and Learn
Keep your cycles short & your customer close
 Plan how to approach your customer
 Where are you going to find your customer?
 How are you going to approach him/her?
 What do you want to validate (hypothesis)?
 Goal: How many people do you want to talk to for feedback?
 Think about how to collect the feedback.
 Go out and talk to your customers!
 Let them talk – only talk about your solution at the very end
Think global, be lean, go play
Go out talk to you customers!
Questions: mike@startupwiseguys.com

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Everything starts with your customer

  • 2. Introduction: Small & Lean Customer Segmentation Workshop How to talk to your customer
  • 12. Its all about the customer! Validate! Learn fast, fail fast – Fast iterations
  • 13.  Define your own customer persona
  • 15.  Keep refining it!  So whats next??
  • 16.  Where is your customer?  What do you need to know?  Shut up!  Don’t talk much about your product  Let him/her talk  Listen!!!
  • 17. Anyone will tell you that your idea is great if you annoy them long enough
  • 18. Dear Mom, Don’t you think I’m great? Love, Your kid
  • 19. Talk about their life, not your idea Ask about specifics in the past Future-tense opinions are lies You gain nothing by convincing them
  • 20. Do you think it’s a good idea? Would you buy a product which solved this problem? How much would you pay for this? How much should we charge? How soon can you start?
  • 21. How do you currently deal with this problem? When does this problem pop up? Please show me how you... Talk me through the last time you had this problem. What did you try to do about it? How much money does this problem cost you?
  • 23. Danger - Bullshit radar:  Sounds great. I love it!  Brilliant -- let me know when it launches!  I would definitely buy that! What you want is: Permission to contact again Clear next meeting Introduction to decision-maker Commitment to run a trial Pre-purchase
  • 24. Go to your customer all the time Keep refining:  Refine your customer persona  Determine the priorities for your product  Measure and Learn Keep your cycles short & your customer close
  • 25.  Plan how to approach your customer  Where are you going to find your customer?  How are you going to approach him/her?  What do you want to validate (hypothesis)?  Goal: How many people do you want to talk to for feedback?  Think about how to collect the feedback.  Go out and talk to your customers!  Let them talk – only talk about your solution at the very end
  • 26. Think global, be lean, go play Go out talk to you customers! Questions: mike@startupwiseguys.com