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Know what problem you are solving and for who
Before you conduct any customer research, you need to know what problem you are solving, who you are solving it for, and have a product idea. In any case, try to be as specific as possible on both your idea and your ideal customers.
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B2B research can be a bumpy road
As compared to B2C research, B2B research can be more difficult to conduct.
This is why the Sherlock Holmes approach is without doubt your best way forward in acquiring as much information as possible about your target customers from different sources. Spice up customer interviews with ...
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The Sherlock Holmes approach
Approaching your market, customers and competitors like Sherlock Holmes will give you significantly better chances of achieving product-market fit.
You will approach your product idea with great curiosity and wonder, and investigate all signals as part of a bigger puzzle. ...
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The piñata approach
Driving products forward in this way is like blindfolding a team, giving them a stick and hoping they eventually will hit the piñata. The lucky ones might hit it at some point, but inevitably they will miss a lot of shots.
Product teams using the piñata approach are not di...
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Guide your product strategy with customer research
Customer research shouldn’t be done only in the beginning when you have an idea for a product, it should be done on a continuous basis. Customer needs change as new requirements are enforced, or as competitors offer new features.
The insights you get from doing more solid c...
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The three levels of customer research
Customer research can be done on three different levels using the Sherlock Holmes approach: The macro, meso and micro level.
On macro level you’ll learn more about
• Market segment
• Market size
• Overall market trends
On meso level you’ll lo...
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Talk to the customers who are leaving
Churn is inevitable. But you need to analyze the real reason for the churn which helps you build up solutions against it.
Use your churned customers’ feedback to avoid mistakes if any. Also if a customer is not satisfied with your product.
Don’t let that customer walk out the door bef...
Sell the problem
You should convince your manufacturer, customer, or buyer that there’s an urgent problem that needs solving. There are four types of people you’ll be speaking with:
- The director is someone who wants you to be very concise and to the point.
- The socializ...
Ask for what you need
The truth is, most people don’t know what you need without you telling them. It’s important to bear this in mind for both your reports and yourself.
When we achieve something for ourselves as leaders it trickles through the organization as the realization of accommodations...
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