Do we understandthis industry? Does anybodycare at all?
Do we Are we understand building thethis industry?right product? Does anybodycare at all?
Do we Are we understand building thethis industry?right product? Does anybody Will theycare at all? pay for it?
❝Build somethingpeople want! Paul Graham ❞ @paulg
But it’s super easyto screw up these interviews @robfitz
Anybody will sayyour idea is greatif you annoy them for long enough. @robfitz
A man wakes up, turnson the radio, goesupstairs, turns on thelights, and kills himself.Why?(Note: this slide, and several others, are accompanied by mini-workshops which I can’t really replicatewithout being in the room. If you want to bring me in-house and hear the punchline, ping @robfitz)
(picture of wedding ring forcommitment)1. best: take their money2. okay: take their email with permission to contact them Image by wstryder
The mom test1. Never ask their opinion, especially about your idea2. Ask about their life3. Ask about specifics in the past (“Talk me through the last time you...”)
(Note: This is another workshop slide. It is super fun. The suspense is killing you!) Image by sleepyneko
Sales is scary≫ You can learn it > It’s a predictable process > Having a framework helps > Read “SPIN Selling” by Neil Rackham≫ Focus on mastering your field > Customers will love to talk to & learn from you
Cust dev is weird! (so keep it quick & casual) @robﬁtz
Cust Dev is awkward≫ Look for advisors, not customers≫ Do cocktail custdev≫ Organise & host industry meetups≫ Personally email your first 1000 signups≫ Speak at conferences≫ Do free consulting or have office hours≫ Write a book of industry interviews≫ Write an industry blog≫ Host user meetups & product previews
Advisors≫ Earlyvangelists are ideal industry & customer advisors≫ Gives you a reason for talking to them before having a finished product≫ Reframes the conversation with you in control≫ If they aren’t excited enough to join the advisory board, they probably aren’t going to be your first customer≫ Secret weapon of customer development
Cocktail cust dev≫ This ever happen? > Meet a perfect customer > Get their business card > Can’t wait to learn from them > Never see them again≫ Keep the top 3 questions always in mind > Ask one as soon as you meet someone relevant≫ You learn, and they enjoy the interesting question
Learn Find outabout a whethernew peopleindustry or care atcustomer. all. @robfitz
Talking is useful if you...≫ Form good questions > Specifics > About the customer > Which pass the mom test≫ Know what you need to ask≫ Write it down