Bali startup camp customer interview 101
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Transcript of Bali startup camp customer interview 101
Fajar Anugerah2
Kuliah Psikologi
Lulus Speak-‐ologi
Dibesarkan, dilatih dan dididik untuk bertanya dan mendengar
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Create your early
adopters persona matrix
Customer PersonaHow they would look
Their psychographic characteristics Where they would be
Their wants and needs
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But… How to ask a good question How to learn from (any) answer
What we want to find is NOT a “good” answer
• Try to use open ended question • Ask for real experience/behavior NOT hypothetical
• Ask easy questions first before going down to the details
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Tips on asking good questions
Tips to do customer interview
• Find them when they are not mobile • Dress and act like them, as much as possible • Straight to the point: introduce yourself, purpose of conversation, duration of conversation
• Get their email and photo • Always double team • If subject is more than one, ask specific person
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Developing your interview guideline (scripting)
• Introduction • Opening questions/Qualifying questions
• General problem exploration questions
• Follow up/Detailed question
• 5 minutes to work on this
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More Tips•One person at a time •Know your goals and questions ahead of time •Separate behavior and feedback in discussion •Get psyched to hear things you don’t want to hear •Disarm “politeness” training •Ask open ended questions •Listen, don’t talk •Follow your nose and drill down •Encourage but don’t influence •Paraphrase, parrot back or misrepresent to confirm •Ask for introductions •Write up your notes as quickly as possible
15http://giffconstable.com/2011/07/12- tips-for-customer-development-interviews-revised/
Afterwards
Analyse behaviors and underlying causes
16http://giffconstable.com/2011/07/12- tips-for-customer-development-interviews-revised/
@fajaranugerah
www.kinaraindonesia.com
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Parts of this presentation materials are based on and adapted from Lean Startup Machine workshop materials