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Customer Conversations by Simone Driessen
Startups don’t fail because of product development
We know what we can build
Customer development
Customer Discovery
Customer Validation
Customer Creation
Company Building
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Customer Discovery
Customer Validation
Customer Creation
Company Building
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Search
Customer Discovery
Customer Validation
Customer Creation
Company Building
Execute
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Customer Discovery
Customer Validation
Customer Creation
Company Building
ExecuteLearn
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Customer Discovery
Customer Validation
Customer Creation
Company Building
ExecuteLearn Confirm
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Customer Discovery
Customer Validation
Customer Creation
Company Building
ExecuteLearn Confirm AARRR
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Customer Discovery
Customer Validation
Customer Creation
Company Building
ExecuteLearn Confirm CEO hired
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AARRR
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Customer Discovery
Customer Validation
Customer Creation
Company Building
ExecuteLearn Confirm CEO hired
Entrepreneurs start to think about leaving
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AARRR
Startups fail because …
Startups fail because of a lack of customers
Just because you build it, that does not mean they will come
By Steve Blank
Customer development
Customer Conversations
Why would you do them?
Learn Confirm
Why would you have Customer Conversations?
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What would you like to be more sure of?
TopicsGenerate topics
Customer DevelopmentGa het gesprek aan
W O R K S H O P I N T R A C T O
Dear mom,
Don’t you think I’m great?
Love, Your son
It’s not just your momPeople want to be helpful, more than being honest.
How can we get facts?
How can we get facts?- Talk about their life, not your concept
How can we get facts?- Talk about their life, not your concept - Ask about specifics,
How can we get facts?- Talk about their life, not your concept - Ask about specifics, from the past
How can we get facts?Anything future related is worthless as we cannot predict the future with certainty.
Do you think this is a good idea?
Do you think this is a good idea?
How do you currently deal with this?
How do you currently deal with this?
When does this happen?
When does this happen?
Would you buy a product that would solve this?
Would you buy a product that would solve this?
Please show me how you do this?
Please show me how you do this?
Can you talk me through the last time that you experienced this?
Can you talk me through the last time that you experienced this?
How much would you pay for this?
How much would you pay for this?
How much does this currently cost you?
How much does this currently cost you?
How do we do this as casual as possible?
Scene of the customer
Start with softball [easy to handle] questions
Go out in pairs
Go out in pairs Where one leads the conversation
And the other takes notes out of sight
• Symbols:(from the mom-test)
By Salim Virani
How do you screw it up?
How do you screw it up?- Use a script or survey instead of topics
How do you screw it up?- Use a script or survey instead of topics - Talk about your business, instead of listening
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
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 - Leading your questions
If you are going to lead your questions anywhere
Try to lead them towards invalidation
Learn Confirm
Good or bad conversation?
“That’s so cool. I love it!”
“That’s so cool. I love it!”
“There are a couple of people I can introduce you to, when you’re
ready.”
“There are a couple of people I can introduce you to, when you’re
ready.”
“What are the next steps?”
“What are the next steps?”
“Looks great, let me know when it launches.”
“Looks great, let me know when it launches.”
“Can I buy the prototype?”
“Can I buy the prototype?”
“When can you come back and talk to the rest of the team?”
“When can you come back and talk to the rest of the team?”
Commitments
Commitments- Time [next meeting, taking part in trial]
Commitments- Time [next meeting, taking part in trial] - Reputation risk [introduction to peers]
Commitments- Time [next meeting, taking part in trial] - Reputation risk [introduction to peers] - Cash [letter of intent, deposit, pre-order or sale]
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JFDI- Set topics - Do at least 5 to 10 Customer Conversations
