nccu_創創入門_精實創業2_rabbie_14oct
TRANSCRIPT
NCCU
[ ] II
Date: 10/07, 10/14, 10/21 Time: Wed. 6:30-8:30pm
Lecturer: Rabbie Kao Update: 2015.10.14
Rabbie Kao ( )
Business Lead
Entrepreneur
Supervisor
#
Columnist
# #Tech Blogger Community Curator
http://rabbiekao.com/
Week 5 - 2 (10/14)2
[1] - 3 QA 2
[2]
[3] Landing Page MVP (Minimum Valuable Product) * Assignment:
problem/solution interview landing page
Business Model Mix
revised from Business Model Canvas & Lean Canvas
Who helps you?
What you do?
Who you are and what you have?
How you help?How you interact? Who you help?
How they know you and how you deliver?
What you gave? What you get?
Business Model Mix
revised from Business Model Canvas & Lean Canvas
1. Problem?2. Solution?3. Why you and why now?
CustomerDevelopment
CustomerDevelopmentis a search for a business model.
“The term customer development is meant to parallel product development. While everyone has a product development methodology, almost no one has a customer development methodology. And the truth is, if you don’t learn what customers really want, you’re at a very high risk of building something that no one wants to buy.
What is Customer Development?
from Lean Customer Development
What is Customer Development?
from Eric Ries
Four Steps to the Epiphany
ProblemInterview
My company, (company name) is developing (a defined offering) to help (a targeted audience) (solve a problem) (with secret sauce)
Welcome2 min - Set The Stage
... ... ... ...
Collect Demographics2 min - Test Customer Segment
Tell A Story2 min - Set Problem Context
Illustrate the top problems with a story
State the top one to three problems and ask your prospects to rank them:
Specifically: 1. Do you find yourself ____________ than before? 2. Do you find the _______________ process painful? 3. Are you like _________ in that you don’t have _____________?
Do you have any other __________ I didn’t talk about?
Problem Ranking4 min - Test Problem
Explore Customer’s Worldview15 min - Test Problem
This is the heart of the interview. The best script here is “no script.” Go through each problem in turn. Ask the interviewees how they address the problem today. Then sit back and listen.
Let them go into as much detail as they wish. Ask follow-up questions, but don’t lead them or try to convince them of the merits of a problem (or solution).
In addition to their raw responses, judge their body language and tone to get a sense of how they’d rate the problem: “must-have,” “nice to have,” or “don’t need.”
- provide a hook to maintain interest - give a high-concept pitch - ask for permission to follow up - establish a continuous feedback loop with prospects - ask the interviewees for referrals to other potential prospects
Wrapping Up2 min - The Hook and Ask
Problem Interview
Date: ______________ Contact Information: (Name/Email…) ______________Demographics: ______________
Problem 1: _____________________________________ Problem 2: _____________________________________ Problem 3: _____________________________________
Notes: _________________________________________
Referrals: ______________________________________
Document Results5 min
SolutionInterview
AttentionGet the customer’s attention with your UVP—derived from the number one problem you uncovered during earlier Problem interviews.
InterestUse the demo to show how you will deliver your UVP and generate interest.
DesireYou need to instead secure strong customer commitments by triggering on desire. The earlier pricing conversation generated desire through scarcity and prizing.
ActionGet a verbal, written, or prepayment commitment that is appropriate for your product.
The Solution Interview as AIDA(Attention, Interest, Desire, and Action)
Solution Interview
Date: ______________ Contact Information: (Name/Email…) ______________Demographics: ______________
Solution 1: _____________________________________ Solution 2: _____________________________________ Solution 3: _____________________________________
Pricing: Willing to pay ($X/month): ________________________
Notes: _________________________________________
Referrals: ______________________________________
Document Results5 min
problem/solution
interview insights
landing page
MVP
LaunchRock https://www.launchrock.com/
Weebly http://www.weebly.com/
Instapage https://instapage.com/
Wik http://www.wix.com/
landing page
Assignment:
problem/solution interview
landing page
Week 6 - 3 (10/21)3
[1] MVP (Minimum Valuable Product) - 3 QA 2
[2] -
[3] PMF (Product-Market Fit)
[4]