Preparing for the Conversation

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  • Understand: Customer Conversations are for you, the FOUNDER
    • They should not be delegated to anyone else
  • It is100% your job to make sure the conversation is successful
    • This takes preparation and research
    • Search Google, their personal websites, anything available to develop the best possible questions
    • Make the time to prepare on paper. Identify the objective of the conversation & the questions that need to be answered for you
  • You will have a long list of discovery questions to ask
    • Are these the problems you’re experiencing?
    • What do you think they are?
    • How would you rank them?
    • What do you think the solutions to the problem are?
    • Am I missing any?
    • Does this MVP solve them?
    • How does my solution compare to current solutions?
    • If you could wave a magic wand and change anything in what you do, what would it be?
    • Consult the Master Question List
  • Ultimately, go in with 3 final questions (that definitely must be answered before the conversation is finished).

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Next Lesson: How to Have High-Quality Conversations

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