Practicing Customer Development (for Lean Startup Circle Copenhagen)

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Lean Customer Development Cindy Alvarez

Transcript of Practicing Customer Development (for Lean Startup Circle Copenhagen)

Page 1: Practicing Customer Development (for Lean Startup Circle Copenhagen)

Lean Customer DevelopmentCindy Alvarez

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YESNO

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Let’s start

with a

hypothesis

(guess)…

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I believe

[type of person]

needs to solve

[problem]

which happens when

[performing task].

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time to pivot

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What are your assumptions?

• Motivations

• Current behaviors

• Ability to change

• Decision-making criteria

• Problem frequency

• Problem severity

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So, where am I

going to find

customers…?

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And why would

random people

be willing to

talk to me?

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Social psychology is on

our side

• Most customers are

“unrecognized experts”

• We love to sound smart

• We love to be helpful

• We love to feel in control of

our destiny (make things

better in our lives)

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People do not care about

• Your credentials

• Your personal history

• Your product (don’t sell me

#@*%!)

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My name is

[name]

and I’m trying to solve

[problem]

and I’d love to learn

from you because

[reason].

Could you talk with me

for 20 minutes?

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Getting people to talk (a

lot):

• Thank you!

• I’m going to talk as little as

possible

• Nothing you say will be boring

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Getting people to talk (a

lot):

• Tell me about the last time…

• 60 seconds of silence

• No “yes/no” questions

• Who / What / When / How / Why

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But what if I

ask the wrong

questions?

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Tell me about how you do

_________ today…

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Do you use any

[tools/products/apps/tricks] to

help you get ________ done?

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Last time you did ___________,

what were you doing right before

you got started?

Once you finished, what did you

do after?

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If you could wave a magic wand

and be able to do anything that

you can’t do today, what would

it be?

(Don’t worry about if it’s

possible)

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Is there anything else about

_________ that I should have

asked about?

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Who do you know that I should

also be talking with? Who else

cares a lot/is affected by

______?

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And then can I

show them my

product?

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NO

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I’ve learned so much from you!

I think we’ll have some

ideas/prototype/demo ready in a

week or two.

Can I get back in touch then and

show you something?

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OK, great. But

what do I do

with all these

notes?

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Making sense of what you

hear:

• Validates

• Invalidates

• Emotion

• Surprises

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Live

Customer

Development

Advice

Time!

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Customer Development

‘Ask’ Templates:

http://bit.ly/16K4mhM

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Customer Development

Tools:

http://bit.ly/14a30PQ

(feel free to add to

this!)

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You can ask questions anytime!

[email protected] or @cindyalvarez