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C
L
ENTREPRENEURS
Justin Wilcox
C
L
E
CONTINUING
LEGAL
EDUCATION
CONTINUING
LEGAL
ENTREPRENEURSHIP
Justin Wilcox.
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You.
#1 Rule of
Entrepreneurship
Customers don’t
buy products.
Customers buy
solutions to
problems.
Problems =
Products =
Your last
Failure Product
or
Problem?
Your next
project.
Customers don’t
buy products.
Customers buy
solutions to
problems.
Who are your
Customers?
Anyone you
want something
from.
Boss
Peers
PartnerEmployees
Students
Kids
Executives
Board
Anyone you
want something
from.
Customers buy
solutions to
problems.
How do you
figure out their
problems?
Ask them.
Students.
Post-It
Problems
1. 1 Problem/Post-It
Post-It Problems
2. Quantity > Quality3. Person w/ Most Post-Its4. Build “Clouds” w/ Theirs5. Fill in w/ rest
6. Analyze the Post-Its!
Post-It Problems
CustomerDevLabs.com/ACLEA
Post-It Problems
Analysis:
How do you
figure out their
problems?
Ask them.
Peers.
Customer
Interviews.
How to
Network.
Rule #1
Don’t talk about
your idea
Products =
Problems =
Rule #2Never ask about
the future- “Would you want to…?”
- “What do you think about…[hypothetical]?”
Products =
Rule #3
Questions only.
- Unless you’re empathizing…
- “Makes sense”, “I agree”, “Totally”, etc.
Problems =
Interview Script1. What are you working on these days?
2. Sounds fun! What’ll be the hardest part
about making that happen?
3. Why will that be hard?
4. Thought about any solutions?
5. Why aren’t they ideal?
Networking Script1. What are you working on these days?
2. Sounds fun! What’ll be the hardest part
about making that happen?
3. Why will that be hard?
4. Thought about any solutions?
5. Why aren’t they ideal?
Try it.
Networking Script1. What are you working on these days?
2. Sounds fun! What’ll be the hardest part
about making that happen?
3. Why will that be hard?
4. Thought about any solutions?
5. Why aren’t they ideal?
How was it?
Peer
Interviews.
How do you
figure out their
problems?
Ask them.
Boss
Board
Executives
Networking Script1. What are you working on these days?
2. What’ll be the hardest part about making
that happen?
3. Why will that be hard?
4. Have you looked for a solution?
5. Why is that solution not ideal?
Interview
Students?
1. What’s the hardest part about getting CLE?
2. Tell me about the last time that happened.
3. Why was that hard?
4. Have you looked for a solution?
5. Why is that solution not ideal?
Student Interviews
Bonus ?’s1. Where do you find out about new
products for _____ online?
2. How much are you paying to solve this
problem now?
3. How often does this problem happen?
CustomerDevLabs.com/ACLEA
Student Interview
Script:
Lynn Chard’s
Session.
#1 Rule of
Entrepreneurship
Customers don’t
buy products.
Customers buy
solutions to
problems.
Post-It
Problems
Networking Script1. What are you working on these days?
2. What’ll be the hardest part about making
that happen?
3. Why will that be hard?
4. Have you looked for a solution?
5. Why is that solution not ideal?
Peer
Interviews.
Boss
Board
Executives
Pick 3 customers
to ask about
Problems.
#2 Rule of
Entrepreneurship
You are wrong.
Price
Copy
PartnersCustomers
Features
Name
Channels
Design
You are wrong.
Data is right.
#2 Rule of
Entrepreneurship
Test everything.
Price
Copy
PartnersCustomers
Features
Name
Channels
Design
Testing your Title.
1. Create 2 Events (A and B)
Testing Titles
2. Invite 10% to A, 10% to B3. Wait 2 weeks4. Invite 80% to winning name5. Tell losers of new name
Testing your Price.
A
B
Bounce pre-orders
1.4%$5 x = $.07/visitor
1.7%$10 x = $.17/visitor
before built product
0.9%$20 x = $.18/visitor
CustomerDevLabs.com/ACLEA
Price Testing:
#2 Rule of
Entrepreneurship
Test everything.
Pick one thing to
test.
Price
Copy
PartnersCustomers
Features
Name
Channels
Design
#1 Rule of
Entrepreneurship
Customers don’t
buy products.
Customers buy
solutions to
problems.
#2 Rule of
Entrepreneurship
Test everything.
Homework.
Ask 3 customers
about their
problems.
Run one test.
CustomerDevLabs.com/ACLEA
Post-It Problems Analysis
Student Interview Script
Price Testing
Slides
Startup Accelerators around the World
Founder
Curriculum Designer
Global Teaching Experience
Justin
Wilcox
Super Power
Startup Education
Fortune 500s
C
L
ENTREPRENEURS
Justin Wilcox
C
L
E
CONTINUING
LEGAL
EDUCATION
CONTINUING
LEGAL
ENTREPRENEURSHIP
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