Identify your bullseye customer in one day

“comically narrow is exactly what it is”

“this is your chance to find the most thrilled people the most specifically pained and if you can't find that that's a problem”

“humble inquiry is the gentle art of asking instead of telling”

“there's something that's very distinct here about learning mode versus a selling mode selling and telling versus kind of this idea of humble inquiry”

“ideally I can find produ uh competitors products and use those as free prototypes”

“if you haven't studied your competitor's products and not just gone through it but like seen how people respond to them you're just missing something”

“a bullseye customer is the very specific subset of your target market who initially is most likely to adopt your product or service”

“Amazon started just selling books or Facebook was just profiles for college students”

“let's shop for a couch I like the color the cushions are uncomfortable I like the fabric or not”

“the other big benefit of having multiple prototypes is it helps teams avoid getting too wed to one specific idea”

“these triggers are specific events or situations that somebody's been in that makes them particularly ready or ripe for the solution”

“people who had the trigger was oh you just had a baby or you just got married”

“we do this thing before the watch party where we get everybody to predict what they think they're going to learn”

“there's this hindsight bias that happens which is as you've gone through the process it's very difficult to remember what you didn't you know that…”

“when somebody has deep expertise it's very difficult to imagine that other people don't know what you know”

“there's an overestimation of how much your customer knows about the thing”

“it's a refrigerated medication this can't be sitting out on my stoop right it's cold chain”

“there's this very narrow specific group who's much more likely to adopt this than like everybody who has specialty medications because the need is just…”

“it killed the project that was super valuable to him he saved a huge amount of time and effort”

“now I know what no looks like”

“before I start an interview I stop I take a deep breath and I kind of put on that smile and I put on my…”

“if my kids like have overheard like who is that dude because that does not sound like Dad”

“I Rely pretty heavily actually on user interviews um respondent is another one of these kind of services”

“no user interviews is much more legit and very fast”

“I'm not giving $20 Starbucks cards because somebody's going to blow you off”

“I was paying like 400 bucks an hour for them to show up but I I need them to show up”

“they're just PDFs really it's very flat there's no functionality”

“build only as much as you actually need to answer the question you're trying to answer”

“put more weight on past experiences than on people's predictions of what they would do”

“we're all terrible at this predicting what we're going to do”