Conducting customer or buyer interviews?
Here’s a tip from Rob Fitzpatrick’s, ‘The Mom Test Book’
Instead of saying: 🔴 “How are you doing X today?”
Say:👇
🟢 “Talk me through the last time that happened”
Whenever possible you want to be shown, not told, by your customers. Watching someone do a task will show you where the problems and inefficiencies really are, not where the customer thinks they are.
Here are two more questions worth adding:
🟢 Who else should I talk to?
End every conversation like this. Most people are happy to help you find your next lead.
🟢 Is there anything else I should have asked?
Give them a chance to politely "fix" your line of questioning. They usually will. People want to help you. And it often leads to some of the best insights.
#productmarketing #pmm #tips