Tri-Cities

LAUNCH UNIVERSITY

Week #1: Customer Validation

OVERVIEW

  • Who is Your Customer?
  • How Do You Find Them Early?
  • How Do You Measure?

CUSTOMER VALIDATION

Measuring demand for a prospective product or service

WHO IS YOUR CUSTOMER?

PAY

TELL OTHERS

SOMEONE
IN
PAIN!

HOW DO I KNOW SOMEONE IS MY CUSTOMER?

DEMOGRAPHICS

Age

Gender

Region

etc

PSYCOGRAPHICS

Interests

Activities

Opinions

Values

Behavior

Psychographics - Wikipedia

EXERCISE

Write Down 3 "Personas"

For Your Customers

 

Name, Age, Gender

Job, Hobbies, Interests, Habits

 

VALIDATION

STRATEGIES

Ways to Start Measuring Now

GET OUT
OF THE
BUILDING!

WHY GET OUT OF THE BUILDING?

You Can Only Think Like YOU

 

When talking to customers you'll need to 

"Explain It Like I'm 5"

 

Potential customers ask questions!

INTERVIEWS

1-on-1 Conversations to Build Qualitative Understanding of a Customer's Wants and Needs

 

Avoid Focus Groups!

EXERCISE

Write Down 10 QUESTIONS

to ask your customer

EXERCISE

Might Try...

 

5 Questions To Which Your Ideal Customer Would Say "Yes"

 

5 Questions To Challenge Your Assumptions About Them

QUESTIONS LIKE...

 

Do You Like To...

What Do You Do (Activities, Hobbies, Industry)...

What Would You Pay...

What Would Your Company Pay...

How Often Do You...

How Much Money Do You Spend...

How Much Time Do You Spend...

WHO SHOULD YOU TALK TO?

WHERE DO YOU FIND PEOPLE?

Places with Critical Friends

(Fuse, House of Worship, Job, etc)

 

Friends-of-Friends

 

Relationships through Social Media

EXERCISE

Write Down 10 NAMES

to Interview About Your Idea

EXERCISE

Go Ask Those People Your Ten Questions By Next Week!

HOW DO I REACH PEOPLE I DON'T KNOW?

THE INTERNET!

Social Media

Facebook, Twitter, LinkedIn,

Instagram, Pinterest, etc

 

Community Websites

Reddit, New Sites, Review Sites, etc

BUT HOW DO YOU MEASURE STRANGERS?

MAILING
LIST
 

SOCIAL MEDIA

Likes, Follows, Shares, and Comments are all Objective Measures of Interest

EXERCISE

Pre-Write a Facebook Page!

 

Name, Category, Description

What is Your Profile Picture?

What is Your Call to Action?

SURVEYS

A series of questions with measurable inputs

Likert Scale (1-5), Yes/No, Multiple Choice 

 

Delivered Via Survey Monkey, Google Forms, etc

EXERCISE

Write Down 5 Questions

For Your Survey

 

The Survey Also Asks for E-Mail

(MAILING LIST!)

EXERCISE

Write Down 3 Places On the Web To Circulate The Survey

HOW DO I KNOW THEY ARE SERIOUS?

LETTER OF INTENT

A simple, non-binding document that indicates someone will buy your product/service

When it becomes available in the future

 

Excellent for a B2B Product or Service

If [person/entity]

provided [product/service]

by [month of release]

I would be interested in

paying [amount of money]

every [amount of time] (Optional)

EXERCISE

Write Down a Simple Letter of Intent Proposition in

One Page or Less

EXERCISE

If [person/entity]

provided [product/service]

by [month of release]

I would be interested in

paying [amount of money]

every [amount of time] (Optional)

STRATEGY RECAP

Interviews

Social Media

Surveys

Letters Of Intent

Q&A
 

THANK YOU!

Next Week: [Next Topic]

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