In this talk I explain how to do Customer Conversations in a way that you will actually learn valuable information from your (potential) customers. Most of this is derived from the work by Rob Fitzpatrick and Salim Virani of Founder Centric.

1. Customer Conversations

2. Learn Confirm

3. What would you like
to be more sure of?

4. Topics
Generate topics

5. Customer
Development
Ga het gesprek aan
WORKSHOP INTRACTO

6. Dear mom,
Don’t you think I’m great?
Love,
Your son

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

8. How can we get facts?

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

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

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

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

14. Do you think this is a
good idea?

15. Do you think this is a
good idea?

16. How do you currently
deal with this?

17. How do you currently
deal with this?

18. When does this
happen?

19. When does this
happen?

20. Would you buy a product
that would solve this?

21. Would you buy a product
that would solve this?

22. Please show me how
you do this?

23. Please show me how
you do this?

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

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

26. How much would you
pay for this?

27. How much would you
pay for this?

28. How much does this
currently cost you?

29. How much does this
currently cost you?

32. How do we do this as
casual as possible?

33. Scene of the customer

34. Start with softball [easy
to handle] questions

35. How do you screw it up?

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

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

38. 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

39. Learn Confirm

40. Good or bad
conversation?

41. “That’s so cool. I love
it!”

42. “That’s so cool. I love
it!”

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

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

45. “What are the next steps?”

46. “What are the next steps?”

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

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

49. “Can I buy the prototype?”

50. “Can I buy the prototype?”

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

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

53. Commitments

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

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

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

57. 128

58. Go and do
- Set topics
- Arrange transport
- Do at least 5 to 10 Customer Conversations
- Port Arthur or Kaubamajakas or find a place
- Be back at 15:45

59. StartupFoundation.co
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