Customer Discovery: What Do You Ask, with Justin Wilcox

[@neo-babylon7872]

0:09 Intro 0:35 We'll talk about... 0:57 Ground rules 2:31 1.Tell me a story about the last time... 3:17 2.What was the hardest? 3:37 3.Why was that hard? 4:37 4.How do you solve it now? 5:03 5.Why is that solution not awesome? 5:29 Emotions 5:55 3-peat 6:10 5-why's 6:32 Assignment

[@aniksaha87]

Thank You

[@Shona_thecatalyst]

thank you!

[@YiW-fr3qp]

It's quite useful, especially the ground rules. It all comes down to listening to your customer and comprehending their thoughts and emotions.

[@TheRideshareHub]

Awesome video Justin! We are watching your videos in my entrepreneurship course at UC Berkeley!

[@DoctorMarshall7]

Yo, was this in SCET lol?

[@NONAMESLEFTNONE]

I'm not solving a problem as much as it's something new in an existing product line (ex. a new drive chain for a bicycle). Getting some ideas about approaching a customer when not solving a pain or problem would be more helpful to me. But there were some universal gems in there that I'm carving in stone right now. thx

[@teamincommon2036]

About to do a first big customer interview, and this helped. Thanks Justin!

[@akshaycherian2047]

The number of times I have shared this video is crazy.. thanks Justin!

[@slucar]

This is gold! Asking the right questions.

[@StefanKRV]

This is a fantastic summary. Thank you so much Justin!

[@beecool4075]

NAIT students appreciate your help

[@laurabradley1793]

Aahhhh I needed to see this!! Thanks for posting, absolutely invaluable advice! I was starting to fall into the trap of the future questions 🤣

[@g7chu]

A lot of stuff talked about here is mentioned in The Mom Test book

[@mohitbansal8958]

Great video, it drives me to the blog :) . will love to know more on this area

[@erykobzejta821]

I feel seeing a full customer interview would really help me see how to utilize Customer Interviews properly (within Steve Blank's methodology)... can anyone point me to any good resources?

[@YashKothari23]

here's Justin again actually conducting one of these interviews kzbin.info/www/bejne/m6fYg6qrhreXetU

[@elie2222]

What about Willingness to Pay conversations promoted by books like Monetising Innovation?

[@harmansj1]

Nice video and blog man, thank you for putting this out

[@mosesnandi]

This was beautiful presented!

[@ryanmakhani]

This is awesome! Thanks Justin!

[@namphamngoc5207]

You try to give the video more brightness it will be great if you do

[@streetfacts]

This was excellent!

[@nickjerrat]

This was so good, very helpful. THANKS!

[@sanjaytumati]

How will you figure out a price point by this method?

[@tabianamoto]

For NEW companies that are not tech - do you PAY for customer interviews (providing a gift card for doing the interview, etc.)?

[@JusticeL11]

I would like to know this too

[@harideepk6086]

For anyone wondering about this. Yes, if you are a new company, it means you are about to invest a lot of time, money and effort into creating a new product or solution for your customers. Instead of spending a lot of money and then realizing you don't have a product-market fit, spending some money and effort upfront to interview a decent number of folks from your target market is the way to go. This is hard work. Messaging people, asking for their time, offering something in return are all necessary steps. I have found folks to interview using instagram and linkedin for a couple products.

[@hoanguyenthi5801]

Some segments in the video are stamped not adjacent to each other

[@adebanjosegun4201]

Thanks for sharing Justin

[@praneeth9697]

Very nice justin

[@VijayKumar-hp7xs]

It is really helpful thanks for great information.

[@kevingalloway2903]

Is it ok to pitch after you've asked your questions and had a meaningful conversation?

[@mosesnandi]

You don't want your customers to feel obligated to agree with your pitch. I think the essence of these questions is so that you can know exactly the needs of your customers and probably how to solve them.

[@shilu-fy8pm]

GOOD! I have learned a lot

[@elkin5661]

Awesome video

[@johnstafford2627]

Thank you for sharing

[@SalesforceUSA]

Good video

[@janabaltser2282]

thanks very much!

[@archieknows_yt]

thanks for this it really helped

[@f0rdzeraxgod37]

Thank you so much!

[@JapiSandhu]

golden resource

[@theworldmusicproject1680]

Thanks bro!

[@ariellee2329]

Isn’t asking “why is that not awesome” introducing your own bias to the interview? Unless the interviewee specifically says their solution isn’t awesome I feel like that question would steer the conversation and make it more biased.

[@davidbrinkhurst5359]

thanks justin for that ;-)

[@arshkeshari17]

That's Great 👍

[@BrentBaltzer]

fantástico

[@drdil6056]

awesome!

[@karthikeyareddy654]

This is gold

[@samirsolai7579]

this guy reminds me of Moz Rand Fishkin, great video though