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Put Yourself Out There
As the founder, you need to put yourself out there quite literally. You are the key ingredient and your vision is more important than any other part of your company which is why you need to have time to listen to your customers.
According to Steve Blank and Bob Dorf, co-authors of The Startup Owner's Manual, by doing so you are helping your company grow intelligently and sustainably while also avoiding pitfalls that affect thousands of companies each year.
By learning from your customers your vision can and will change for the better.
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Conducting Customer Development Interviews
What's the reason why you should conduct customer development interviews?
- It moves you away from the comforts of your conference room and allows you to truly engage with and listen to your customers
- It allows you to learn in-depth about their problems, product features they believe can solve those problems, and their recommendations for the company for processing, approving, and purchasing.
- You'll likely save yourself from bankruptcy because you're not assuming about the customers' wants
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3 questions that help avoid pitfalls
- Do you really understand the customer’s problem, in its entirety, within their everyday context?
- Is the problem severe enough that people are highly motivated to solve it?
- Will they care enough about the problem to tell their friends?
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How to answer the 3 questions that avoid pitfalls
First, you need to identify your ideal customer. But how do you spot your ieal customer? This customer must have a sever pain that they'd do anything to solve a problem and willing to pay you real money to solve it.
Second, ask your ideal customers open-ended questions that lead you to these insights:
- How they describe their problem.
- How severe they consider the problem to be.
- How this problem affects their everyday lives.
- If they could make this problem magically go away, how would it change their lives?
Lastly, use the data gathered to produce the product they need and want.
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