Date post: | 18-May-2015 |
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Business |
Upload: | mike-fishbein |
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7 Key Customer Development Tips
Mike Fishbein, www.mfishbein.com
Principles of Customer Development
1. Abstract by a level2. Don’t pitch at first3. Try to prove yourself wrong4. Talk less, listen more5. Ask open-ended questions6. Get real validation7. One on one and in person is best
Abstract by a Level
Don’t make any assumptions
Get them to tell you
Gain customer insights
Don’t Pitch (at first)
Gain customer insights
Form partnerships
Learn what they do want
Pitch when ready
Prove Yourself Wrong
Being wrong sucks.
But you know what sucks more?
Spending a bunch of time and money on something no one wants.
Less Talking More Listening
To learn, you must listen
Guide the conversation...then shut up
Open Ended Questions
Get customers talking
Learn what they do want
Until you want to learn specific things (like will they buy)
Get Real Validation
Words are not currency
Actions speak louder than words
How to Gather Insights
One on on and in person is bestSupplements:
SurveysFocus groupsResearchSecondary interviews
To Learn More About Cust Dev...
Video CourseUdemy (http://bit.ly/1bQW22W)
My Book Amazon (http://amzn.to/1cusVFt)
Questions?www.twitter.com/mfishbein
Good luck validating!