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Practical Customer Development
Highest Rated
Rating: 4.7 out of 5(1,017 ratings)
5,713 students

Practical Customer Development

The Mom Test with Rob Fitzpatrick
Highest Rated
Created byRob Fitzpatrick
Last updated 11/2017
English

What you'll learn

  • How customer conversations go wrong, and how to fix them
  • How to ask good questions to avoid biased and unreliable data
  • How to transition from learning into sales
  • Dealing with tricky situations like marketplaces or hostile meetings
  • How to spot problems in your recent meetings and to build the processes to avoid those mistakes in the future
  • Mom Test

Course content

1 section • 8 lectures • 1h 35m total length

  • Introduction4:59

    A quick peek at who the course is for, what it covers, and how it can help you.

  • Time Costs8:32

    You're busy, and talking to customers takes time. In this section we look at how much time it actually takes, the scenarios where it's worth it, and those where it isn't.

  • The feedback fallacy and good data11:36

    The biggest mistake in talking to customers is believing that all feedback is good feedback. Because really, bad data is worse than worthless since it just makes you more confident about the wrong answer. In this section we learn how to ask good questions and avoid the feedback fallacy.

  • Customer learning goals
  • Figuring out whether they'll buy11:22

    One of our biggest challenges is figuring out whether someone is actually going to buy, or whether they're just being friendly and supportive about our idea. In this section we'll learn how to differentiate between the two.

  • Recent meeting audit
  • What's different in B2E and B2C11:55

    The process of learning changes a bit between selling to enterprises, consumers, and the SMEs in between. Understanding the differences can help ensure you're applying the tools to your own situation.

  • Tough conversations11:21

    Some customer conversations are great fun and go exactly as I've said so far. But others can get difficult. Whether you're talking to someone who is bored, hostile, or defensive, there's still usually a good solution. 

  • Learning from non-customers
  • Sharing the learning to your team15:14

    All the insight in the world is useless if it isn't in the heads of the people who are meant to be using it to make their decisions -- whether about product, strategy, marketing, sales, or anything else. In this section, we'll review the bare minimum processes and habits to ensure you don't waste the learning you've gathered.

  • Final thoughts6:17

    A quick review of what we've covered, and a few final words of advice as you set out to put this all into practice.

  • Assignment 4: Your Learning Plan

Requirements

  • A bit of familiarity with the concepts from Lean Startup wouldn't hurt, but you'll be fine without it.

Description

EVERYONE IS LYING TO YOU

They say you shouldn't ask your mom whether your business is a good idea, because she loves you and will lie to you.

This is technically true, but it misses the point. You shouldn't ask anyone if your business is a good idea. It's a bad question and everyone will lie to you at least a little. It's not their responsibility to tell you the truth. It's your responsibility to find it.

IT'S WORTH DOING RIGHT

Talking to customers is one of the foundational skills of both Customer Development and Lean Startup. We all know we're supposed to do it, but nobody seems willing to admit that it's hard to do right and easy to screw up.

This course is going to show you how customer conversations go wrong and how you can do better. It's a quick, practical 2 hours of videos and workshops that will save you time, money, and heartbreak. 

DESIGNED FOR TEAMS

While you can certainly benefit from this course as a solopreneur, the 4 workshops within it are designed to be done together with all the key decision makers from your team: product, sales, strategy, and any others whose jobs depend on understanding the customers.

You'll finish with a customer learning plan, an audit of your recent key meetings, and a simple bare-bones process for capturing and spreading your customer insight in the future. 

Hope you'll join us!

Who this course is for:

  • Anyone who is interested in creating a new startup, business, or product
  • Current or aspiring entrepreneurs
  • Anyone who is launching a new feature or update to their current product

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