lean startup conference: the questions you should be asking your customers... but aren't
TRANSCRIPT
The Questions You Should Be Asking…
But Aren’t
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wonful consulting. wonful.co
In pairs, answer:
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“What do you hope to give, and get, from this conference?”
PreAgile
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“Stop Building the Wrong Thing Really Well”
How many products are built
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1. Have awesome idea for a product and build it. 2. Develop value prop. 3. Get customers. !
!
!
Sometimes this works. But most times, it doesn’t.
How products should be built
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1. Customer 2. Their Problem 3. Your Solution
Product Development Lifecycle
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PreAgile Design Loop
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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: Stories > Statements
Part 1: The Rules
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So how do you get someone telling
stories?
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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 Technique #7: Walk away.
Interviewing Tactics
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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?” !
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Question #3: Face2Face>Skype>Phone>Email>Pigeons
F.A.Q.
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(Then you’re solving the wrong problem!)
(You don’t! This is qualitative, not quantitative. You need STORIES!)
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wonful consulting. Zachary Cohn
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