lean startup conference: the questions you should be asking your customers... but aren't

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. !

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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

zaccohn@gmail.com

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