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Cust dev world business dialogue & evolv

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Cust dev world business dialogue & evolv

  1. 1. You’ve got a ton of options
  2. 2. Early stage strategy is finding the few that matter.
  3. 3. Where is the love?
  4. 4. 2 stages of learning Discovery Validation www.foundercentric.com
  5. 5. 2 stages of learning Ask Sell www.foundercentric.com
  6. 6. 2 stages of learning Observe Experiment www.foundercentric.com
  7. 7. 2 stages of learning Learn Confirm www.foundercentric.com
  8. 8. One day... A customer wakes up, turns on their computer, logs in to their email using a new program they use and love. Their free trial is over. The program asks them to pay. They say no. Why? www.foundercentric.com
  9. 9. www.foundercentric.com Image by wstryder
  10. 10. www.foundercentric.com Image by wstryder
  11. 11. 3 ways to horribly screw up Customer Development www.foundercentric.com
  12. 12. 3 ways to horribly screw up Customer Development 1. Use a script or survey www.foundercentric.com
  13. 13. Customer Development is a founder skill. www.foundercentric.com
  14. 14. You don’t need meetings. You just need contact. www.foundercentric.com
  15. 15. Tool #1 Always know your big 3 questions. www.foundercentric.com
  16. 16. Leancamp What awareness channels can we partner with? What do people learn at Leancamp that they apply? What do famous thought-leaders get out of conferences? www.foundercentric.com
  17. 17. Tweetable Text How do authors pre-build their customer list? How do authors test copy and learn about their readers? How do authors prioritise their time when writing? www.foundercentric.com
  18. 18. Tool #2 Softball & anchor questions.
  19. 19. Hi. How’s it going with .... ? Interesting. Tell me more about that. Can we go back to what you were saying about...? www.foundercentric.com
  20. 20. 3 ways to horribly screw up Customer Development 1. Use a script or survey 2. Talk about your idea www.foundercentric.com
  21. 21. Your customers are full of shit! www.foundercentric.com
  22. 22. Anyone will tell you that your idea is great if you annoy them long enough. www.foundercentric.com
  23. 23. Dear Mom, Don’t you think I’m great? Love, Your son www.foundercentric.com
  24. 24. Actually, not just your mom lies. People want to be helpful, so they tell you what they think you want to hear. www.foundercentric.com
  25. 25. Tool #3 The Mom Test Talk about their life, Future-tense not your idea opinions are lies Ask about specifics You gain nothing in the past by convincing them www.foundercentric.com
  26. 26. Good or bad questions? www.foundercentric.com
  27. 27. ❝ Do you think it’s a good idea? ❞ www.foundercentric.com
  28. 28. ❝ Do you think it’s a good idea? ❞ www.foundercentric.com
  29. 29. ❝ Would you buy a product which solved this problem? ❞ www.foundercentric.com
  30. 30. ❝ Would you buy a product which solved this problem? ❞ www.foundercentric.com
  31. 31. ❝ How do you currently deal with this problem? ❞ www.foundercentric.com
  32. 32. ❝ How do you currently deal with this problem? ❞ www.foundercentric.com
  33. 33. ❝ When does this problem pop up? ❞ www.foundercentric.com
  34. 34. ❝ When does this problem pop up? ❞ www.foundercentric.com
  35. 35. ❝ What makes this time- consuming or go off- track? ❞ www.foundercentric.com
  36. 36. ❝ What makes this time- consuming or go off- track? ❞ www.foundercentric.com
  37. 37. ❝ Has this ever been more time-consuming than normal or gone off-track? ❞ www.foundercentric.com
  38. 38. Tool #4 Important Signals Person Job Problem Measure Solution Excited Guilty Upset www.foundercentric.com
  39. 39. ❝ Please show me how you... ❞ www.foundercentric.com
  40. 40. ❝ Please show me how you... ❞ www.foundercentric.com
  41. 41. ❝ Please tell me how... I’m trying to learn how you... ❞ www.foundercentric.com
  42. 42. ❝ Please tell me how... I’m trying to learn how you... ❞ www.foundercentric.com
  43. 43. ❝ Talk me through the last time you had this problem. ❞ www.foundercentric.com
  44. 44. ❝ Talk me through the last time you had this problem. ❞ www.foundercentric.com
  45. 45. ❝ What did you try to do about it? ❞ www.foundercentric.com
  46. 46. ❝ What did you try to do about it? ❞ www.foundercentric.com
  47. 47. ❝ Please help me understand... ❞ www.foundercentric.com
  48. 48. ❝ Please help me understand... ❞ www.foundercentric.com
  49. 49. ❝ How much would you pay for this? ❞ www.foundercentric.com
  50. 50. ❝ How much would you pay for this? ❞ www.foundercentric.com
  51. 51. ❝ Can I ask why? ❞ www.foundercentric.com
  52. 52. ❝ Can I ask why? ❞ www.foundercentric.com
  53. 53. ❝ How much money does this problem cost you? ❞ www.foundercentric.com
  54. 54. ❝ How much money does this problem cost you? ❞ www.foundercentric.com
  55. 55. ❝ How much should we charge? ❞ www.foundercentric.com
  56. 56. ❝ How much should we charge? ❞ www.foundercentric.com
  57. 57. ❝ What’s your budget? ❞ www.foundercentric.com
  58. 58. ❝ What’s your budget? ❞ www.foundercentric.com
  59. 59. ❝ How soon can you start? ❞ www.foundercentric.com
  60. 60. ❝ How soon can you start? ❞ www.foundercentric.com
  61. 61. 3 ways to horribly screw up Customer Development 1. Use a script or survey 2. Talk about your idea 3. Sell www.foundercentric.com
  62. 62. 2 stages of learning Learn Confirm www.foundercentric.com
  63. 63. Be an apprentice. Not a salesperson. www.foundercentric.com
  64. 64. Tool #2 again Softball, anchor & deflection questions. www.foundercentric.com
  65. 65. Real stories. Has there ever been a time ... ? Tell me about the last time ... ? What was great/bad about that? Why did you do that? What happened next? www.foundercentric.com
  66. 66. Tool #5 Your customer’s words. Their words - not yours! One phrase per card. Pair. One interviewer, one notetaker. www.foundercentric.com
  67. 67. 3 ways to horribly screw up Customer Development 1. Use a script or survey 2. Talk about your idea 3. Sell www.foundercentric.com
  68. 68. 5 Customer Development tools for your toolkit. 1. Your Big 3 Questions 2. Softball, anchor & deflection questions. 3. Mom Test to get real facts. 4. Know the signal types you’ll spot & explore. 5. Record your customers’ phrases on cards. www.foundercentric.com
  69. 69. www.custdevcards.com leanca.mp/rotterdam March 28th. Salim Virani @SaintSal smile@saintsal.com www.foundercentric.com

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