Innovation Coach | Speaker | Lecturer | Awarded Entrepreneur | Previous Digital Health Founder - Transforming Ideas into Reality with (aspiring) Entrepreneurs
"People cannot predict their own behaviour." What we hear in customer interviews is not necessarily an indicator for how people will behave. Especially when it comes to their willingness to pay; it's just a starting point. We have to do experiments to learn about actual behaviour. In my recent Workshop at SIBB Startups, I helped the startup teams delve into the intricacies of customer jobs, pains, and gains, setting the stage with key assumptions. The task at the end: conduct 8 customer discovery interviews over two weeks to validate (or invalidate) these assumptions. 💡 One of the standout lessons? Customers often can't predict their own actions. What they say in interviews is just the beginning. The real insights come from observing and experimenting to uncover true behaviour patterns. 🌟 Here’s a pro tip: Instead of relying solely on what customers say they will do, ask about what they currently do and the solutions they've already paid for. This approach paints a more accurate picture of their genuine needs and habits. By embracing this strategy, you can develop products that genuinely resonate with your target audience, paving the way for a more successful market fit. #Entrepreneurship #Innovation #CustomerDiscovery #Interviews #UserResearch Thank you, Etta, for the picture during this busy day. And thanks to the rest of the SIBB Startups team, Urte, Ron & Mario, for this fantastic program. ---------------------------------------- I deliver workshops and coaching for (aspiring) entrepreneurs & companies to guide them from innovative idea to validated business case. Are you a program manager in an incubator, accelerator, university, or company? Or an entrepreneur looking for support? Let’s connect.
Etta Dannemann
1mo
Thank you for supporting our teams in this structured manner 👏
Abdullah .
1mo
"Innovative approach to understanding customer behavior. Valuable insights shared! 👍🌟"
Teams I Innovation I Coaching. #curiosity #creativity #empathy. Passionate about people and ideas; striving to shape a business world made by and for humans.
1moNicola, I could not agree more. What I often recommend in this context, is to keep the 3 rules of the 'mom test', a book by Rob Fitzpatrick, in mind: 1: Talk about their life instead of your idea. 2: Ask about specifics in the past instead of generics or opinions about the future. 3: Talk less and listen more.