Download - Session 2 - Interviews techinques
Interviewing Advice
Be super nice1 Small talk 2 Smile and laugh 3 Fun 4 Gifts or props
Have empathy
1 Reward 2 Emphatic stories 3 Keep it conversational
Note taking
1 Look for emotion 2 Keywords / phrases3 Word document / Note pad
The Mum Test
Do interviews in teams of 2 (If possible)• One ask questions • The other writes down answers
Use quick emotion symbols• Happy : ) • Frustrated : ( • Embarrassed : |• Problem ! • Obstacle []
Interview tips • Get psyched to hear thing you don’t want to hear • Disarm “politeness” training • Use the mom test (Behaviour not opinions) • Listen, don’t talk • Encourage but don’t influence • Parrot back to confirm • Say thank you
Mindset
This can save me months and years!
This is what the world’s best entrepreneurs do!
I am open to being wrong!
Customer insight is the key to startup success!
Customer insight is the key to startup success!
I will find a way or make one!
Be like when finding customers.
Talk to them like Keep looking until you find one
behaving like
Recording results
Paul Smith X X A bigger problem was having no time!
XX X
X X
X X X
Mark Briggs
Sipho NdlovuMichael
Mandy
Greg
LindaJulian
Richard
Siya
24
X
X
6
Older customers
Lived in a rural area!
Problem interviews
Corporate employees
looking to start a business
Startup Events
10 Interviews
Sought advice or help with starting the
business
7 / 53Sought advice
or help
Most people don’t spend a lot of money on seeking
help
Look for sponsors and
offer the programme for
free
CAN YOU… find early adopters? 1 Do 1 round of interviewing
2 Write up actual results
3 Analyze what you have learned- New customer definition - New customer problem - New channel
2 / 10 Spent money trying to solve the problem
2 / 10 Spent money, time or effort
10 / 10 Spent money, time or effort
1 What was different about customers that had the problem? 2 Is there a bigger problem worth solving? 3 Should you try targeting a different customer segment? 4 Should you try a different idea?
Corporate refugees
Software engineers
Online retailers Business with
R1M+ turnover Corporates Software
Engineers
Don’t know how to grow
Need accountability
Not using best practice Can’t get
customers
Need to raise funding
Don’t know how to grow
Startup events
LinkedIn Profiles
Friends on Facebook Friends on
Linked in
Cell phone address book
StartupEvents
Corporate refugees
Software engineers
Online retailers Business with
R1M+ turnover Corporates Software
Engineers
Don’t know how to grow
Need accountability
Not using best practice Can’t get
customers
Need to raise funding
Don’t know how to grow
Startup events
LinkedIn Profiles
Friends on Facebook Friends on
Linked in
Cell phone address book
StartupEvents
Interview customers• Get out of the building • Conduct customer interviews (Phone or face-to-face)• Aim to do at least 20 interviews • Aim to run and analyse 2 experiments • Next presentation at 12:30• Feel free to ask for help from Andrew or Paul after each round
of interviews
Customer behavioursWhat do customers need to do to purchase?
What actions do customer need to take to purchase?
Create customer interview plan:
Put together a plan to speak to at least 10 customers tomorrow morning: 1. Friends and family (Facebook, Linkedin, Email, Cell phone) 2. Social media (Twitter, Facebook, Google, LinkedIn) 3. Online ads (Twitter, Facebook, Google, LinkedIn, OLX, Gumtree) 4. Similar services (Competitor products, Products / services you use before/after)5. Events (Conferences, Sporting events, Seminars, Meetups)6. Bored people (Waiting in lines, Gautrain, Bus stops, Taxi ranks) 7. Cold calling (LinkedIn, Facebook, Google)8. Public spaces (Events, Parks, conferences, Airports)
Corporate refugees
Software engineers
Online retailers Business with
R1M+ turnover Corporates Software
Engineers
Don’t know how to grow
Need accountability
Not using best practice Can’t get
customers
Need to raise funding
Don’t know how to grow
Startup events
LinkedIn Profiles
Friends on Facebook Friends on
Linked in
Cell phone address book
StartupEvents
Customer definition
Customer definition
Customer definition Customer
definition
Customer definition
Customer definition
Task (5 MINS)1 Brainstorm 5 different channels (Ways to find your customer)2 Select the best channel.3 Place your Channel / Experiment 1 column.4 Return to your seats asap.
Customer problem
Customer problem
Customer problem Customer
problem
Customer problem
Customer problem
Channel Channel Channel ChannelChannel Channel