"DON'T FALL IN LOVE WITH YOUR PRODUCT, FALL

IN LOVE WITH YOUR CUSTOMER!"

Tony Robbins
It's all about
De-Risking your ideas!
From Assumptions
to testing the Riskiest Hypothesis
PROBLEM - SOLUTION FIT

“Products don't Match People,

they Match Problems!”
 1st step is
“CUSTOMER” INTERVIEWS

This is the foundation…

What are interviews for at this stage?

• Is the problem real?

• Is the problem big enough?
• Understand behaviours
• What does the market looks like?
• Customer's budget
• Understand the problem's environment
• Find Early Adopters
• FACTS FACTS FACTS

• DO NOT SELL!

• RELIABLE INSIGHTS
The Script
• What problems do you encounter? when (Activity related to the problem)?

• Why is this a problem for you?

• Describe when was the last time you encounter this problem?

• How often does this happen?

• Have you tried to solve it?

• What don't you love about the solutions you are trying?

• How much does this problem costs to you?

Customers...
More like Early Adopters
Who are they?

• Know they have a problem • Will pay for an imperfect

(Script) product

• Have searched for a solution or • Will give Feedback

tried to make one (Script)
• Will become your Ambassadors
• Will spend € or resources (Pre-
order)