EVERYONE IS LYING TO YOU
They say you shouldn’t ask your mom whether your business is a good idea, because she loves you and will lie to you.
This is technically true, but it misses the point. You shouldn’t ask anyone if your business is a good idea. It’s a bad question and everyone will lie to you at least a little. It’s not their responsibility to tell you the truth. It’s your responsibility to find it.
IT’S WORTH DOING RIGHT
Talking to customers is one of the foundational skills of both Customer Development and Lean Startup. We all know we’re supposed to do it, but nobody seems willing to admit that it’s hard to do right and easy to screw up.
This course is going to show you how customer conversations go wrong and how you can do better. It’s a quick, practical 2 hours of videos and workshops that will save you time, money, and heartbreak.
DESIGNED FOR TEAMS
While you can certainly benefit from this course as a solopreneur, the 4 workshops within it are designed to be done together with all the key decision makers from your team: product, sales, strategy, and any others whose jobs depend on understanding the customers.
You’ll finish with a customer learning plan, an audit of your recent key meetings, and a simple bare-bones process for capturing and spreading your customer insight in the future.
Hope you’ll join us!
Practical Customer Development
A quick peek at who the course is for, what it covers, and how it can help you.
You're busy, and talking to customers takes time. In this section we look at how much time it actually takes, the scenarios where it's worth it, and those where it isn't.
The biggest mistake in talking to customers is believing that all feedback is good feedback. Because really, bad data is worse than worthless since it just makes you more confident about the wrong answer. In this section we learn how to ask good questions and avoid the feedback fallacy.
One of our biggest challenges is figuring out whether someone is actually going to buy, or whether they're just being friendly and supportive about our idea. In this section we'll learn how to differentiate between the two.
The process of learning changes a bit between selling to enterprises, consumers, and the SMEs in between. Understanding the differences can help ensure you're applying the tools to your own situation.
Some customer conversations are great fun and go exactly as I've said so far. But others can get difficult. Whether you're talking to someone who is bored, hostile, or defensive, there's still usually a good solution.
All the insight in the world is useless if it isn't in the heads of the people who are meant to be using it to make their decisions -- whether about product, strategy, marketing, sales, or anything else. In this section, we'll review the bare minimum processes and habits to ensure you don't waste the learning you've gathered.
A quick review of what we've covered, and a few final words of advice as you set out to put this all into practice.