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Now that you’ve identified who you think can be your target customer segment, you’ll need to really understand them by talking to them individually.

Here’s your mission, find 20 people who you think have the problems your business will solve. Reach out to these 20 people, and set up a time to either call or meet face-to-face for an “interview”. Refer to the guide and ask questions and listening to how the potential customers talk about the problems your business is trying to solve. This information is crucial to how you develop your product or service!

Pro Tips:

  • Don't tell the interviewees about your business idea yet. You're just trying to learn about their problems and desires and how you can build a business to fill a gap in their experience.

  • Start the interview with warm up questions by making small talk. It will make everyone (including you) feel better, “Did you watch the super bowl?” or “How is the weather where you are?”

  • Empathize with the customers’ struggles and frustrations. Using phrases like, “I’ve experienced the exact same problems myself” or “You’re not alone there. I’ve talked to several other people who have said the same thing” will make them feel more comfortable sharing their thoughts and experiences.

  • Remember to thank them for taking time out of their day to help shape your company! “This has been incredibly helpful. You’ve really helped us tackle this problem in a new light.” or “Our team will be so happy to make the developments we talked about.”

Use the Customer Interviews Template to help you start interviewing people who can be potential customers. You can either print the slides or make your own online copy to reference later on.