How can you make the most out of buyer conversations?
Always know your top three questions 1️⃣ 2️⃣ 3️⃣
One book I suggest to every product marketer is “The Mom Test” by Rob Fitzpatrick.
It’s a super practical handbook on how to get more learning out of customer (and potential customer) conversations.
One of the big takeaways for me was the concept of always knowing your top three questions.
In summary:
➡️ Always know the three most important things you want to learn from any given type of person (customer, investor, industry expert, key hire, etc.).
➡️ Shoot for what seems the murkiest or most important right now.
➡️ Don't feel obliged to repeat questions you already have data on.
➡️ Pick up where you left off and keep filling in the picture.
Knowing your "list of three" allows you to take advantage of chance encounters.
Just pop off your top three questions and keep things casual.
Your questions may change over time, which is great, but always know your top three.
So, what are your three questions?