Quick Introduction to Customer Development Interviews
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The document is a guide on conducting customer development interviews to validate business hypotheses, emphasizing the importance of separating problem discovery and solution validation interviews. It suggests writing open-ended questions, engaging in conversation, and avoiding leading the interviewee to specific conclusions. Additionally, it provides resources for further study on customer development practices.
Quick Introduction to Customer Development Interviews
- 1. Am I About to Soar or Crash?
- 2. Quick Introduction to Customer Development Interviews January Indianapolis Lean Startup Circle Meetup by Frank Dale
- 3. Ever tried. Ever failed. No matter. Try again. Fail again. Fail better. - Samuel Beckett
- 4. Goal is to validate or invalidate Hypothesis
- 5. Test Our Vision Against The Market
- 6. Some Use Cases Problem Discovery Solution Validation Message Testing Understand Decision Process
- 7. Why You Probably Won’t Do Them?
- 8. You love your idea too much You don’t want to be “wrong” It makes you uncomfortable It takes too much time
- 9. If you are ready to try…
- 10. Identify the hypothesis you want to test:
- 11. Write Them Down
- 12. Write 4-5 Open Ended Ques. That Align to Each Hypothesis v What How Why Who
- 13. Problem Discovery & Solution Validation Should Be Separate Interviews
- 14. Find People You Don’t Know
- 15. Let them know you are doing research. Speak only with a stated purpose. If you ask for 15 minutes, you will get 30. Ask for 30 minutes and you get 45.
- 16. Make it feel like a conversation not an interview: Gather demographics if appropriate “Tell me about yourself…” Engage in “small talk” to get them to relax (yes, it works)
- 17. BE CURIOUS Open-ended questions help make it a conversation Probe for behavior Let them in/validate don’t lead them to your desired conclusion
- 18. If possible, bring a co-pilot A second opinion helps prevent Confirmation Bias
- 19. Take notes At the end, ask if you can contact them again to follow-up
- 20. Thanks to the photographers for sharing! All photos used under a Creative Commons License Credits 1. “IMG_1427” by Liam Ryan http://www.flickr.com/photos/liam_ryan/2205258640/ 2. “20070919_001” by RadialMonster http://www.flickr.com/photos/radialmonster/1436548828/ 3. “Going Down” by Motograf http://www.flickr.com/photos/motograf/939192240/ 4. “Goal” by Robert Van Hilten http://www.flickr.com/photos/rogodoun/2059275363/ 5. “Sunset at Snowbird” by Frank Dale 6. - 7. “Roadside Sign on the Ring of Dingle” by Frank Dale 8. CHF’s Library by Geekadelphia http://www.flickr.com/photos/geekadelphia/2781333941/ 9. “leaping” by beccaplusmolly http://www.flickr.com/photos/beccaplusmolly/3286709587/ 10. “Holmes” by GrahamC 99 http://www.flickr.com/photos/schnappi/2321628609/sizes/o/in/photostream/ 11. “Flickr Handwriting Meme” by Zadi Diaz http://www.flickr.com/photos/karmagrrrl/3196441086/ 12. - 13. “The Fork in the Road” by i_yudai http://www.flickr.com/photos/y_i/2330044065/ 14. “Crowd” by Marc Wathieu http://www.flickr.com/photos/marcwathieu/4102945874/ 15. “Ask for Peace” by Ask? http://www.flickr.com/photos/ask-for-peace/1824414133/ 16. “Costa Conversation” by Lovestruck http://www.flickr.com/photos/lovestruck94/4080022888/ 17. “Curious Canine” by mpantluce http://www.flickr.com/photos/uncommonly_common/3602846134/ 18. “Happy Co-Pilots” by Randy Cox http://www.flickr.com/photos/randycox/303968489/ 19. “Nice Follow-Through!” by Dean6921 http://www.flickr.com/photos/33294494@N05/4667439962/
- 21. Resource List for Further Study Books: “The Four Steps to the Epiphany” by Steve Blank “Entrepreneur’s Guide to Customer Development” by Brant Cooper & Patrick Vlaskovits “Running Lean” by Ash Maurya Blog Posts: “Tips for B2B Customer Development Interviews” by Sean Murphy “12 Tips for Early Customer Development Interviews (revised)” by Giff Constable