Monday, November 11, 2013

Customer development interview template

I've spent the last week interviewing customers.  It is incredibly challenging to unearth the core motivations of a potential customer base.  Luckily I stumbled across the where Justin Wilcox lays out his basic template:

Ground Rules:
No pitching
Ask about past and present
Do not ask about future.  Would you/will you questions will result in unreliable data (nobody can project that well).

  1. Tell me a story about the last time you...
  2. What was hardest?
  3. Why was that hard?
  4. How do you solve it now?
  5. Why is that not awesome?
Take note of any feelings/emotions
Ask why 5 times for each question
Repeat the cycle 3 times

This system has already produced some great insights for Contastic and I hope I can do the same for you all!  Let me know how you're using this in the comments below.

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