WEBVTT NOTE This file was generated by Descript 00:00:10.666 --> 00:00:17.310 Adam: Hello, and welcome to Research 1 0 1, talking to your first customer. 00:00:19.890 --> 00:00:22.290 Couple of things before we get started. 00:00:25.220 --> 00:00:30.260 This is an active, workshop. 00:00:30.570 --> 00:00:33.660 We're gonna be here together for the next 50 minutes or so. 00:00:34.050 --> 00:00:39.480 And as much as you're learning from me, I would love to learn from you. 00:00:39.720 --> 00:00:46.020 If you have any questions, thoughts, ideas, feel free to leverage that chat. 00:00:46.470 --> 00:00:52.050 Not only are you going to help me cuz I wanna understand more about what's holding 00:00:52.055 --> 00:00:57.480 folks back from talking to customers, which I think is super important. 00:00:58.275 --> 00:01:00.255 You may help someone else in the chat. 00:01:01.215 --> 00:01:03.285 We have people here from all over the world. 00:01:04.425 --> 00:01:08.475 The thing that binds us is the we want to learn together. 00:01:08.535 --> 00:01:10.005 We're spending our time here together. 00:01:10.005 --> 00:01:16.365 So please, if you have a question always, feel free to type it in a chat. 00:01:19.125 --> 00:01:21.735 And I wanna make sure that we're all here, right? 00:01:21.735 --> 00:01:25.575 This is an active participant type of workshop. 00:01:26.805 --> 00:01:30.195 So if you're here and around, please type one in a chat. 00:01:38.025 --> 00:01:38.595 There we go. 00:01:38.595 --> 00:01:39.945 Let's get these ones rolling. 00:01:39.945 --> 00:01:42.164 That's what I'm talking about, right? 00:01:42.164 --> 00:01:43.658 We're gonna get, you're getting excited. 00:01:44.853 --> 00:01:46.575 Ones, Look how many people are here. 00:01:48.375 --> 00:01:49.155 And we're here to learn. 00:01:49.515 --> 00:01:50.505 We're gonna learn together. 00:01:53.235 --> 00:01:56.655 So we are here to talk. 00:01:58.310 --> 00:02:01.710 Research 1 0 1, how do you talk to your first customer? 00:02:02.700 --> 00:02:10.110 Starts with a admittance, that talking to customers is hard, right? 00:02:10.110 --> 00:02:17.190 We spend a lot of time thinking about what are we gonna do, what are we gonna say? 00:02:17.190 --> 00:02:23.400 I got a lot of folks who sent me insights on what was stopping them, 00:02:23.700 --> 00:02:31.470 and a lot of them, a lot of a lot of us are frozen with this idea that 00:02:31.530 --> 00:02:33.720 it's we just don't know how to do it. 00:02:33.720 --> 00:02:36.930 So it's just easier not to you are not alone. 00:02:37.260 --> 00:02:38.970 As you can see, there's a lot of people here. 00:02:40.230 --> 00:02:47.640 And I also have been through this, and so let's start, let's get 00:02:47.645 --> 00:02:51.930 ourselves in the idea of sharing and. 00:02:52.860 --> 00:02:54.450 We just type one in a chat. 00:02:54.720 --> 00:02:58.950 I'd like for everyone to type in to the chat over the next few minutes. 00:03:00.720 --> 00:03:04.990 What's one thing that's stopping them from talking to customers? 00:03:06.780 --> 00:03:10.079 And if you are feeling froggy, two, three things. 00:03:10.079 --> 00:03:12.450 What are the things that are stopping you from talking to customers? 00:03:12.780 --> 00:03:13.860 We're gonna talk about that. 00:03:13.860 --> 00:03:17.670 I want to get all of them in and, we're gonna knock 'em down one by one. 00:03:17.700 --> 00:03:22.890 So give it a go, two to three minutes. 00:03:23.400 --> 00:03:27.690 Type once, type twice, type three times, fill it up and I'll see you in a bit. 00:06:10.665 --> 00:06:11.283 All right. 00:06:12.348 --> 00:06:17.895 Awesome, There's a lot of things in the chat. 00:06:17.955 --> 00:06:27.585 A lot of themes, and I made this before we talked, but I'm gonna guess that 00:06:33.518 --> 00:06:37.935 A lot of this is rooted in. 00:06:38.594 --> 00:06:42.674 Things like, can I talk to customers? 00:06:42.674 --> 00:06:44.534 Do I have access to customers? 00:06:45.104 --> 00:06:46.794 How do I talk to customers? 00:06:48.015 --> 00:06:51.554 How do I build trust within the organization to talk to customers? 00:06:53.625 --> 00:06:55.374 What questions should I ask? 00:06:57.540 --> 00:07:01.905 And the good news is we're gonna talk about all of that in the next 50 00:07:01.905 --> 00:07:08.174 minutes, and we're gonna, we're gonna give some ex, we're gonna give some 00:07:08.174 --> 00:07:11.715 examples, and afterwards we're gonna send you some resources to help you. 00:07:13.065 --> 00:07:17.655 So let's start off as to with why you should talk to customers. 00:07:19.427 --> 00:07:26.984 A lot of folks inside of organizations you'll get pushback from, folks. 00:07:26.984 --> 00:07:31.440 Not the folks here, but other people where they'll say, Why do we need to 00:07:31.440 --> 00:07:33.270 talk to customers in the first place? 00:07:33.270 --> 00:07:33.960 Don't we know it? 00:07:33.990 --> 00:07:36.780 I started this company or I built this thing. 00:07:36.780 --> 00:07:37.919 People seem to be using it. 00:07:37.919 --> 00:07:40.371 I talk to people all the time that I know they love it. 00:07:42.630 --> 00:07:44.577 Don't the tools tell us what's going on? 00:07:47.010 --> 00:07:48.510 The tools don't tell you what's going on. 00:07:49.799 --> 00:07:52.860 The tools only tell us what we point the tools to. 00:07:54.000 --> 00:07:59.190 And how confident are you in where you're pointing The tools. 00:07:59.490 --> 00:08:03.900 Tools that often we don't spend time adjusting tools that often we don't. 00:08:04.289 --> 00:08:11.760 We aren't clear how to govern or use tools that we oftentimes we don't even infuse 00:08:11.760 --> 00:08:13.919 into our own analysis as we build, right? 00:08:13.919 --> 00:08:15.299 They sit there and they gather dust. 00:08:16.979 --> 00:08:24.150 Our customers, we have a wealth of information and so they know 00:08:24.150 --> 00:08:28.770 things by being ab absolute users of our products that we build. 00:08:29.430 --> 00:08:32.250 That we don't know as builders of products, and no, 00:08:32.250 --> 00:08:33.480 you are not your customer. 00:08:35.700 --> 00:08:39.539 For B2B com companies, you are darn sure not your customer because you're not 00:08:39.544 --> 00:08:41.220 doing what they need to do for their job. 00:08:41.220 --> 00:08:43.169 You are creating software that is your job. 00:08:43.650 --> 00:08:46.020 Your software facilitates a job for them. 00:08:47.040 --> 00:08:48.870 You might say, Hey, I'm a B2C company. 00:08:49.874 --> 00:08:53.580 You may fit, and this is very rare. 00:08:53.670 --> 00:08:57.480 You probably don't fit the ideal customer of your product. 00:08:57.720 --> 00:09:03.900 And even if you do, you're one person that has the the problem of expertise, 00:09:03.900 --> 00:09:06.030 the problem of knowledge, right? 00:09:06.090 --> 00:09:07.080 You see everything. 00:09:08.010 --> 00:09:12.690 So you don't learn much because you're, in God mode. 00:09:12.690 --> 00:09:15.780 You can see the, options that did and didn't work, and you're 00:09:15.780 --> 00:09:18.720 biased by, you're biased by that. 00:09:20.970 --> 00:09:26.160 And what ends up happening is companies and teams, and this may 00:09:26.160 --> 00:09:27.510 sound very familiar to a lot of you. 00:09:28.200 --> 00:09:29.970 End up building the same thing over and over again. 00:09:29.970 --> 00:09:33.090 Or they keep building without really changing direction or 00:09:33.090 --> 00:09:34.530 knowing when to change direction. 00:09:34.830 --> 00:09:39.840 And so research helps us understand if we're going on the right path, or 00:09:41.880 --> 00:09:45.060 if our path is awesome, how to double down and, continue down that path. 00:09:46.500 --> 00:09:50.520 Some of the themes we've talked about here is we can't get access to customers. 00:09:50.520 --> 00:09:52.500 I saw that scrolling through the chat here. 00:09:53.360 --> 00:09:53.850 Customers are everywhere. 00:09:53.850 --> 00:09:55.500 Let's talk about how we can get access to them. 00:09:55.500 --> 00:09:59.400 I'm gonna give you a way that you can get access to customers in 00:09:59.400 --> 00:10:03.360 a very, low touch low-touch way. 00:10:03.600 --> 00:10:06.630 Just takes a bit of time and it'll also help you get to know the 00:10:06.630 --> 00:10:08.310 company that you keep as well. 00:10:09.120 --> 00:10:12.210 And then the other thing that most folks wrote in the chat 00:10:12.600 --> 00:10:13.800 is, I don't know where to begin. 00:10:14.850 --> 00:10:16.380 I don't know what questions to ask. 00:10:16.380 --> 00:10:19.740 I don't know how to, if I need to record, I don't know if I need to, what 00:10:19.740 --> 00:10:22.620 I need to write, who I need to write, how many questions, what questions 00:10:23.010 --> 00:10:24.623 where, who, what, hi, why, how? 00:10:24.928 --> 00:10:25.920 We're gonna talk about that too. 00:10:27.375 --> 00:10:28.485 So let's get into it. 00:10:29.325 --> 00:10:32.655 We're gonna start with how to get access to customers, because 00:10:32.655 --> 00:10:35.505 that's gonna lead into how we are going to talk to customers. 00:10:37.425 --> 00:10:40.555 And so you might say, I can't talk to customers. 00:10:41.625 --> 00:10:42.915 I don't know if that's true. 00:10:44.595 --> 00:10:48.935 Has anybody told you cannot talk to customers as a product person, 00:10:49.155 --> 00:10:54.135 product designer, product engineer, product manager has somebody walked 00:10:54.135 --> 00:10:58.185 into the room and said, you can't talk to customers, and here's why. 00:11:00.615 --> 00:11:05.265 If they, if so, please type into the chat. 00:11:05.265 --> 00:11:08.895 Let me know while I go through this because I'd like to talk to you separately 00:11:08.895 --> 00:11:10.895 because there're, there's something there. 00:11:11.415 --> 00:11:15.915 But, and I'll wait for a second to type a two in the chat if somebody's come to you 00:11:15.915 --> 00:11:17.655 and said, you cannot talk to customers. 00:11:19.365 --> 00:11:20.805 Now, if it's a feeling. 00:11:22.949 --> 00:11:26.430 If you feel like you can't get access, if it's esoteric, if it's weird, if 00:11:26.430 --> 00:11:34.829 it's outside of your realm the first thing I'm gonna ask you to do is think 00:11:34.834 --> 00:11:36.630 about who has access to customers. 00:11:37.260 --> 00:11:40.770 The easiest two places where people have access to customers because it's 00:11:40.770 --> 00:11:44.490 their job to have access to customers is sales and customer success. 00:11:46.500 --> 00:11:48.300 What are your relationships with those teams? 00:11:48.540 --> 00:11:52.230 Because they have cu they have customer contact at all times. 00:11:54.810 --> 00:11:59.010 Strike up a conversation, go talk to them about what's, what they're 00:11:59.010 --> 00:12:00.270 going, what's going on with them. 00:12:01.776 --> 00:12:03.600 Sometimes literally just going up there and say, Hey, I 00:12:03.600 --> 00:12:04.829 wanna talk to some customers. 00:12:05.640 --> 00:12:08.490 Create a method for you to go talk to customers. 00:12:08.490 --> 00:12:11.100 They'll just go, sure I have a customer coming up over here. 00:12:11.100 --> 00:12:14.339 Now how you assess those customers we'll talk about in, a little bit, 00:12:14.850 --> 00:12:17.400 but that might be all you need to do. 00:12:19.095 --> 00:12:23.715 If it's a little bit more difficult, a quick way to gain trust with those 00:12:23.715 --> 00:12:28.605 teams is to just ask to be helpful during a conversation that they have. 00:12:29.925 --> 00:12:39.105 So for example if a salesperson is having a sales call, just say, Hey, 00:12:39.105 --> 00:12:40.215 I wanna come by and take notes. 00:12:40.215 --> 00:12:43.890 Do you mind if I take notes and we talk about what happened after the meeting? 00:12:45.735 --> 00:12:48.585 It's important to say, to make sure that you don't make any promises. 00:12:48.585 --> 00:12:51.015 This is not a backdoor way for people to get on the roadmap. 00:12:51.555 --> 00:12:53.205 You have to stop that at the pass. 00:12:53.745 --> 00:12:57.585 This is not how they're going to, get their sales thing onto 00:12:57.945 --> 00:12:59.655 whatever is getting built. 00:12:59.715 --> 00:13:06.495 But most salespeople I know would love to have somebody just take notes 00:13:06.800 --> 00:13:08.625 or, to talk to, or to, debrief with. 00:13:10.935 --> 00:13:16.665 Also in organizations where this is happening, there's an opportunity to. 00:13:17.910 --> 00:13:18.990 Help them sell. 00:13:20.160 --> 00:13:24.330 A lot of times salespeople don't have great enablement from teams, right? 00:13:25.050 --> 00:13:27.930 And they don't quite know what's happening in the product. 00:13:28.320 --> 00:13:31.710 If you're there and you've joined them for a few sales calls and you've 00:13:31.710 --> 00:13:35.550 noticed a few things that they talk about that are either a, in the product 00:13:36.090 --> 00:13:39.000 or going to be built in the product, we've already got it on the roadmap. 00:13:39.000 --> 00:13:40.050 We've already thought about it. 00:13:42.210 --> 00:13:45.330 These are these are things that you can come out and say, Hey, do you know we 00:13:45.330 --> 00:13:47.250 have that email tool that's very similar? 00:13:49.200 --> 00:13:52.020 And so you can adjust your sales when you get this question. 00:13:52.025 --> 00:13:52.770 Think about this. 00:13:53.970 --> 00:13:58.710 And so that automatically builds a lot of trust, customer success, the same thing. 00:13:58.890 --> 00:14:02.070 They're trying to retain some customer and being able to help 00:14:02.070 --> 00:14:05.730 them in that retaining process. 00:14:09.120 --> 00:14:12.100 And that's the way to, to get to those customer. 00:14:14.400 --> 00:14:16.439 And then you wanna build that rapport over time, right? 00:14:16.439 --> 00:14:17.760 You're just gonna do this a few times. 00:14:17.760 --> 00:14:22.630 You're gonna, you're gonna get to know people and then you're going to you're, 00:14:22.630 --> 00:14:27.180 going to build in that relationship, not just with that customer success person or 00:14:27.180 --> 00:14:28.709 salesperson, but also with that customer. 00:14:29.520 --> 00:14:32.130 If that sales converts, you already have a relationship at the place 00:14:32.135 --> 00:14:35.069 that you are looking to, engage with. 00:14:35.939 --> 00:14:41.849 If you are working in a retention model, they already know you, they trust you. 00:14:41.939 --> 00:14:45.329 All you had to do at that point, go back to number one, just ask, Hey, I 00:14:45.329 --> 00:14:50.130 need to talk to, and in that case, you can ask even a better question, right? 00:14:50.160 --> 00:14:52.560 I need to talk to these types of customers because we're dealing with 00:14:52.560 --> 00:14:54.870 this and we're trying to learn this. 00:14:55.079 --> 00:14:55.829 Could you help me out? 00:14:56.939 --> 00:15:01.530 And I've never seen a customer and a customer success or a customer 00:15:01.530 --> 00:15:03.900 and a salesperson go, no, we don't have those people there. 00:15:03.905 --> 00:15:05.280 We don't want the product to get better. 00:15:08.910 --> 00:15:13.220 And That's one way to get to access to customers. 00:15:13.225 --> 00:15:14.790 It's a very easy way, low lift. 00:15:14.880 --> 00:15:16.290 You don't need to make any promises. 00:15:16.470 --> 00:15:17.699 You just need to be there. 00:15:18.210 --> 00:15:23.880 You also build a relationship with the other parts of the business, which they're 00:15:24.430 --> 00:15:27.569 probably feeling siloed and have no idea what's going on in your neck of the woods. 00:15:27.750 --> 00:15:29.550 Building those relationships are super helpful. 00:15:31.110 --> 00:15:34.400 Monish asks, what are, what about people who are working on personal 00:15:34.405 --> 00:15:35.670 projects for their portfolios? 00:15:35.880 --> 00:15:39.060 We don't have access to people who are close to users, right? 00:15:39.420 --> 00:15:40.980 Then how do we get to the customers? 00:15:41.880 --> 00:15:46.800 In your case, with a portfolio, you want to go, you wanna, you 00:15:47.010 --> 00:15:48.210 want to talk, you wanna prra. 00:15:48.240 --> 00:15:51.420 All you're doing is practicing the skills that we're gonna talk about in a second. 00:15:51.900 --> 00:15:56.160 And for that, you, it's easy enough to just go out to a coffee shop and 00:15:56.189 --> 00:16:02.220 just ask some questions or work with fellow students or people in your team 00:16:02.430 --> 00:16:09.870 or go find what they call honeypots, which are places where people. 00:16:11.085 --> 00:16:15.615 The users that you are trying to talk to congregate, right? 00:16:15.615 --> 00:16:16.725 Is that a Reddit form? 00:16:16.725 --> 00:16:18.705 Is that a, is that Twitter? 00:16:18.765 --> 00:16:20.055 Some Twitter group? 00:16:20.055 --> 00:16:21.255 Is that LinkedIn? 00:16:21.465 --> 00:16:21.915 Wherever. 00:16:21.920 --> 00:16:25.155 And just reach out and talk to people. 00:16:27.225 --> 00:16:28.965 This is a free way to go talk to folks. 00:16:28.970 --> 00:16:32.445 You're gonna get turned down a lot, but eventually one or two people will, say 00:16:32.445 --> 00:16:35.745 yes, and then you'll be able to start to practice the things that we're talking 00:16:35.745 --> 00:16:37.425 about, we're gonna talk about in a second. 00:16:39.555 --> 00:16:46.785 And so I'm gonna pause here and does anybody have any questions 00:16:46.845 --> 00:16:50.115 about getting access to customers? 00:16:51.555 --> 00:16:52.905 Give about a minute here. 00:19:07.679 --> 00:19:12.659 All right, so let's talk about how to talk to customers 00:19:15.899 --> 00:19:20.220 and how we talk to customers really boils down. 00:19:23.399 --> 00:19:26.399 It really boils down to, three phases. 00:19:27.000 --> 00:19:34.290 You have your pre-research, this is where you're going to construct what 00:19:34.294 --> 00:19:36.899 you're going to do and how you're going to talk to people, what you're gonna 00:19:36.899 --> 00:19:41.040 talk about them about and how it relates back to the work that you're doing. 00:19:42.030 --> 00:19:44.850 You have your research, which is showtime. 00:19:44.850 --> 00:19:46.379 That's when you talk to people. 00:19:47.399 --> 00:19:52.889 And to answer a question that was in there before, generally record these people. 00:19:52.889 --> 00:19:54.060 We'll talk about that in a bit. 00:19:55.590 --> 00:19:56.820 Giving their answers. 00:19:58.590 --> 00:19:59.100 And. 00:19:59.760 --> 00:20:03.629 Finding out these insights that can help us understand who we talk to. 00:20:04.170 --> 00:20:06.629 And then last, you have your post research, which is sharing 00:20:06.629 --> 00:20:09.629 what you've learned, not just with your team and everyone else. 00:20:10.620 --> 00:20:12.672 And so we're gonna talk about these three phases. 00:20:13.381 --> 00:20:18.600 For the rest of this workshop, pre-research. 00:20:22.500 --> 00:20:24.570 Oh, this was that's funny. 00:20:24.960 --> 00:20:27.420 , this was supposed to be the slide I went to. 00:20:28.982 --> 00:20:33.330 But that's the slide, phase one, phase two, phase three. 00:20:34.800 --> 00:20:36.149 Let's talk about pre-research. 00:20:36.300 --> 00:20:38.490 Pre-research is the work, right? 00:20:38.700 --> 00:20:41.580 A lot of the questions that were asked during that, q and a 00:20:41.580 --> 00:20:45.930 session that we just had, are all around the ideas of pre-research. 00:20:46.170 --> 00:20:47.460 What questions should I ask? 00:20:47.700 --> 00:20:48.940 How should I ask questions? 00:20:48.945 --> 00:20:50.340 How many questions should I ask? 00:20:52.080 --> 00:20:57.250 Should I record who, what, where, when and, why? 00:20:58.080 --> 00:21:03.080 This is where you're gonna also build the trust that teams are looking for, right? 00:21:03.246 --> 00:21:12.210 If, you're nervous about talking to if you're nervous about talking to, to 00:21:12.522 --> 00:21:18.387 your, customers doing good, pre-research is going to help alleviate, that. 00:21:26.370 --> 00:21:29.010 Before I jump in, we'll talk about compensation in a bit. 00:21:29.370 --> 00:21:31.980 I have a, bit of a different opinion on that. 00:21:32.220 --> 00:21:33.660 So let's start with the why. 00:21:34.110 --> 00:21:36.600 Why is where we're going, where we start? 00:21:38.610 --> 00:21:40.590 Why are you talking to this person? 00:21:42.480 --> 00:21:42.960 Three things. 00:21:42.960 --> 00:21:45.060 You wanna, three questions that you want to answer. 00:21:46.622 --> 00:21:48.300 As you're thinking about the why. 00:21:48.870 --> 00:21:52.290 First is, what is the problem that your team is trying to. 00:21:54.330 --> 00:21:57.870 It's already been mentioned about should we test every assumption? 00:21:57.870 --> 00:22:01.740 You should not test every assumption because testing every assumption is 00:22:01.740 --> 00:22:04.740 just a long, it's just a lot, right? 00:22:04.745 --> 00:22:06.180 And you'll never have time to build. 00:22:07.590 --> 00:22:09.660 That's the extreme side of this, right? 00:22:09.665 --> 00:22:11.220 We still want to create action. 00:22:13.470 --> 00:22:18.150 When you're building things, especially in a strategic manner, there's some 00:22:18.150 --> 00:22:19.800 sort of problem you're trying to solve. 00:22:20.070 --> 00:22:24.210 If you have an objective, there's, if you have OKRs, for example, right? 00:22:24.210 --> 00:22:27.240 There's some objective that you need to get to and there's a problem that's 00:22:27.240 --> 00:22:29.157 stopping you from that objective. 00:22:31.080 --> 00:22:39.000 If, it feels like we are not quite sure if that we're need to solve this 00:22:39.000 --> 00:22:45.030 problem, or it's gonna take a lot of resources for us to go solve that problem. 00:22:45.669 --> 00:22:46.159 Okay. 00:22:46.740 --> 00:22:48.480 Trying to understand this problem is gonna take a month 00:22:48.480 --> 00:22:50.340 and a half of our time, right? 00:22:50.340 --> 00:22:53.250 Then you need to figure out if this is worth a problem we're solving. 00:22:53.460 --> 00:22:56.580 And so this is the why. 00:22:56.580 --> 00:22:58.260 That's why you're talking to people. 00:23:01.230 --> 00:23:03.090 The other thing you wanna understand is, are you looking 00:23:03.095 --> 00:23:04.299 at the problem or solution? 00:23:05.284 --> 00:23:09.899 For, those who don't know the concept of the double diamond, it's a heuristic 00:23:09.899 --> 00:23:14.129 to understand where you are in the pro problem the product development process. 00:23:14.790 --> 00:23:18.180 You have your problem determination, ideation and determination. 00:23:18.360 --> 00:23:20.590 Then you have your solution ideation and determination. 00:23:23.100 --> 00:23:26.250 And it creates a double diamond. 00:23:26.591 --> 00:23:28.290 They're, they go into each other. 00:23:30.720 --> 00:23:33.090 Are you doing a problem interview, right? 00:23:33.090 --> 00:23:36.909 Are you trying to understand the problem that the customer's having and you're 00:23:36.909 --> 00:23:39.659 just exploring what you're trying to do, where you're trying to do it? 00:23:39.659 --> 00:23:44.370 That's gonna change the frame of, what you do. 00:23:44.895 --> 00:23:50.115 Right when you start to create these questions or is it a solution, right? 00:23:50.115 --> 00:23:53.115 You have a prototype that you've created and you just wanna see 00:23:53.115 --> 00:23:54.465 how people engage with that. 00:23:55.754 --> 00:23:59.475 And so there's a lot of reading on problem interviews and solution interviews. 00:23:59.504 --> 00:24:05.385 I would recommend Ash Mayor's Lean a Lean startup book. 00:24:06.014 --> 00:24:09.524 I will send a link in the follow up here. 00:24:10.274 --> 00:24:13.935 And he does a fantastic job of breaking down problem or solution interviews 00:24:14.325 --> 00:24:15.375 if you're not going to read it. 00:24:15.379 --> 00:24:20.294 The TLDR is if you don't have a prototype and you're thinking about building a 00:24:20.294 --> 00:24:23.985 prototype, but you don't know what you want to address with that prototype, 00:24:24.585 --> 00:24:30.794 problem interview, question driven question driven, without an artifact. 00:24:31.725 --> 00:24:34.485 If you have something that's already created and you're trying to figure 00:24:34.485 --> 00:24:37.784 out, is this worth it, is this something that we need to continue 00:24:37.784 --> 00:24:40.935 or we need to understand in order to get to solve our objective? 00:24:40.965 --> 00:24:42.870 That's the solution prototype. 00:24:44.250 --> 00:24:49.800 A piece of the, website or, app that's already created, right? 00:24:49.800 --> 00:24:52.860 And these things are going to frame into your hypothesis. 00:24:55.020 --> 00:24:58.500 Before you talk to a customer, you wanna have a hypothesis. 00:24:58.560 --> 00:24:59.835 What are we doing? 00:25:00.960 --> 00:25:02.130 Why is it important? 00:25:04.560 --> 00:25:05.970 What's the problem that we're trying to solve? 00:25:05.970 --> 00:25:09.990 And what do we think is gonna happen based on what we have? 00:25:11.250 --> 00:25:15.330 We wanna write this down because we're trying to figure out we, we 00:25:15.520 --> 00:25:18.120 want to anchor, we wanna anchor ourselves on the hypothesis. 00:25:22.020 --> 00:25:27.140 The it's a scientific method, right? 00:25:27.270 --> 00:25:29.550 If you haven't studied the scientific method in school, I would 00:25:29.550 --> 00:25:31.860 go pick up a Wikipedia article. 00:25:31.865 --> 00:25:32.730 I will send that. 00:25:33.000 --> 00:25:37.560 And Jessica, I'm gonna send the names and the books and the links after this and 00:25:37.560 --> 00:25:41.429 an email that'll, come to you after this presentation as well as the recording. 00:25:43.245 --> 00:25:44.264 We'll get that to you. 00:25:46.574 --> 00:25:48.294 And so you wanna build on that hypothesis. 00:25:54.764 --> 00:25:59.385 Who, you're talking to, who you're talking to is important. 00:25:59.385 --> 00:26:04.455 Because if you're not talking to the right person, then what you're gonna get 00:26:04.455 --> 00:26:06.195 back is not gonna be very useful to you. 00:26:07.995 --> 00:26:10.245 And couple of questions you want to think about. 00:26:10.514 --> 00:26:15.225 Who is the customer that, that most likely fits your ideal customer profile? 00:26:15.495 --> 00:26:22.965 Your ideal customer profile is really the customers or the users that give 00:26:22.965 --> 00:26:30.554 you the best chance at revenue of value internally of, fit, whatever. 00:26:30.995 --> 00:26:32.145 Whatever you're ultimately looking for. 00:26:32.235 --> 00:26:35.652 The customer that gives you the best way of doing that is your icp. 00:26:39.360 --> 00:26:43.290 The way you understand who the customer is, what you call a screener. 00:26:43.649 --> 00:26:50.580 A screener is basically a tool to just check if somebody is 00:26:50.580 --> 00:26:53.940 who is, fits within your I C P. 00:26:53.940 --> 00:26:59.820 You can create a screener and they are as simple as going to Google Forms 00:26:59.820 --> 00:27:06.000 and saying and filling out creating a form that basically asks questions 00:27:06.004 --> 00:27:07.770 about who you're talking to, right? 00:27:08.010 --> 00:27:13.800 You try to, you're trying to get them in a you're trying to get the, you're trying 00:27:13.800 --> 00:27:18.149 to make sure that you're getting the right person and you wanna understand who 00:27:18.149 --> 00:27:22.230 you're talking to make sure that it aligns with what you're trying to understand. 00:27:22.260 --> 00:27:23.639 It aligns with your hypothesis. 00:27:24.810 --> 00:27:25.800 Where are they located? 00:27:27.843 --> 00:27:29.280 Are they on prem? 00:27:29.280 --> 00:27:30.579 Are you gonna bring them in to you? 00:27:31.264 --> 00:27:37.740 With Covid This becomes something like zoom is, very active. 00:27:37.920 --> 00:27:40.710 A lot of us know how to use Zoom now zoom it out. 00:27:42.618 --> 00:27:44.715 And so you can leverage different tools to help you. 00:27:45.180 --> 00:27:50.520 If it's the solution side, you have things like Figma or Envision or Envision that 00:27:50.520 --> 00:27:56.400 help you or sketch that provide tools to help connect that person to your 00:27:56.400 --> 00:27:58.350 prototype so they can do stuff with it. 00:28:01.696 --> 00:28:04.560 Yeah it's, important to figure out where they're located. 00:28:04.560 --> 00:28:09.840 This also could matter in terms of area or region of the world, right? 00:28:09.840 --> 00:28:13.230 If you're focused on we have folks in India here, right? 00:28:13.290 --> 00:28:19.379 If you're focused on how people in deli are thinking about something, right? 00:28:19.560 --> 00:28:21.672 If you're talking to me in New York, I don't really help you. 00:28:23.610 --> 00:28:27.030 Thinking about where people are and leveraging your screener 00:28:27.030 --> 00:28:30.270 to, to get hyper-focused on that is also super important. 00:28:30.510 --> 00:28:31.290 And how can you reach them? 00:28:32.985 --> 00:28:36.975 This is where your conversations with sales and, customer success in the 00:28:36.975 --> 00:28:44.445 past are also very helpful because they are they can give you the link 00:28:44.445 --> 00:28:48.300 on how you wanna reach them, how you can get in contact with, them. 00:28:48.740 --> 00:28:53.055 As we mentioned, you wanna get in re you want to talk to about five folks 00:28:54.885 --> 00:29:00.885 just to get a sense on it's a good check to see if your why matters, right? 00:29:00.885 --> 00:29:08.925 Your, the five people that you talk to should have some tie to each other and 00:29:08.925 --> 00:29:10.395 a tie in understanding of the problem. 00:29:10.425 --> 00:29:16.245 So that's a good way of, understanding if you're focusing on the right things. 00:29:17.955 --> 00:29:20.055 And again, you want, you just wanna think about how you can reach them, 00:29:20.055 --> 00:29:21.315 how you can get in contact with them. 00:29:23.595 --> 00:29:26.295 Last bit is, how are you talking to them? 00:29:27.825 --> 00:29:29.193 I mentioned before the medium. 00:29:30.586 --> 00:29:31.560 Are you going to zoom? 00:29:31.560 --> 00:29:40.500 Zoom is probably the thing that zoom is probably the thing that you'll use. 00:29:41.610 --> 00:29:42.550 Everyone knows how to use it. 00:29:43.620 --> 00:29:45.570 As I mentioned, you can also use Figma or Envision. 00:29:47.280 --> 00:29:50.382 Again, the idea is just to get them comfortable. 00:29:51.377 --> 00:29:57.629 This is where how you engage with them is also important. 00:29:57.629 --> 00:30:00.990 You wanna make sure that they know what their options are, what they're doing. 00:30:02.070 --> 00:30:04.150 It's really important to, to generate a script. 00:30:05.879 --> 00:30:06.360 For that. 00:30:06.660 --> 00:30:10.104 And on that script, for this conversation, you want to talk about 00:30:11.250 --> 00:30:12.840 you want to have space for the why. 00:30:12.840 --> 00:30:14.970 You want to have space for the who as reminders to yourself. 00:30:15.150 --> 00:30:18.720 You also want to have three most, the three most important questions. 00:30:18.720 --> 00:30:21.050 You do not want to do more than three questions. 00:30:21.570 --> 00:30:24.120 And where you gonna get these questions from are, they're going to 00:30:24.120 --> 00:30:28.150 be based on your hypothesis, right? 00:30:29.461 --> 00:30:30.615 What are you trying to understand? 00:30:31.995 --> 00:30:36.225 Trust me, three questions can take you a very, long way. 00:30:39.195 --> 00:30:43.575 And we'll talk about why , they can take you a very long way in the research phase. 00:30:46.022 --> 00:30:49.305 And so you, you want to get, you just want to get three important, the 00:30:49.305 --> 00:30:52.905 three most important questions down that relate back to your hypothesis. 00:30:53.745 --> 00:30:55.185 And then you wanna bring people with you. 00:30:55.675 --> 00:30:57.525 Research is not a solitary sport. 00:30:59.115 --> 00:31:02.025 Find somebody else to, join you on this research. 00:31:02.235 --> 00:31:03.405 They can be a note taker. 00:31:04.831 --> 00:31:07.995 They can be a fellow designer, product manager, product engineer. 00:31:09.885 --> 00:31:14.445 It's helpful if they are from a different discipline because then you have a 00:31:14.445 --> 00:31:18.405 different way of thinking about the research that's happening, which will 00:31:18.405 --> 00:31:19.995 be very important in the post research. 00:31:19.995 --> 00:31:23.055 But at a minimum, you wanna grab another person, they can 00:31:23.055 --> 00:31:27.015 be a note taker to together. 00:31:27.585 --> 00:31:30.465 Color during during the conversations. 00:31:37.005 --> 00:31:42.285 And yeah, at the end of this, you want to, as I mentioned before these last three 00:31:42.285 --> 00:31:44.535 slides all go into a one page document. 00:31:45.375 --> 00:31:48.105 You want to create what they, what I call a research study document. 00:31:48.105 --> 00:31:49.515 This has everything on it. 00:31:51.465 --> 00:31:57.525 And the reason why you want to keep this is it helps you replicate 00:31:58.005 --> 00:31:59.325 the research over and over again. 00:31:59.325 --> 00:32:01.695 I mentioned the scientific method before, right? 00:32:01.700 --> 00:32:03.855 The scientific method is all about replication. 00:32:03.975 --> 00:32:08.295 We're trying to do the same thing over and over again and see what changes. 00:32:09.375 --> 00:32:14.655 And so your research study document of just having those three things, who, 00:32:14.655 --> 00:32:17.985 why and how is extremely beneficial. 00:32:18.885 --> 00:32:22.905 Even if you have to hand it off to someone else, they have the ability to, 00:32:22.905 --> 00:32:25.485 know what's happening and, jump back in. 00:32:26.985 --> 00:32:31.365 This is gonna be something that we're gonna talk about 00:32:31.875 --> 00:32:32.804 in all three of these things. 00:32:32.804 --> 00:32:34.034 You have to create a reference. 00:32:35.929 --> 00:32:39.735 The first one is going to not be great cuz you're figuring out something new and 00:32:39.740 --> 00:32:41.820 you need to give yourself grace for that. 00:32:43.310 --> 00:32:47.355 You gotta, if I showed you my first research you would laugh cuz it's 00:32:47.534 --> 00:32:50.145 yeah, oh my God, how dare you teach us? 00:32:50.145 --> 00:32:57.075 We've seen what you did the first time, but you do it over and over again. 00:32:59.205 --> 00:33:02.994 You have to create a reference for you to get better and try to get 00:33:03.465 --> 00:33:05.395 better and better as best as you can. 00:33:06.284 --> 00:33:09.465 You won't master this the first time and so you need to reference it for 00:33:09.465 --> 00:33:13.965 each study, each time you talk to a customer customers within the same study. 00:33:13.965 --> 00:33:18.554 And then ultimately you'll use this to build your next, the next time you 00:33:18.554 --> 00:33:22.125 talk to customers you'll start to build confidence cuz you'll learn, you'll 00:33:22.125 --> 00:33:25.845 start to see what you need to change in order to, make the research work for you. 00:33:26.940 --> 00:33:29.430 Sonya asked a question about being a solo researcher. 00:33:30.164 --> 00:33:37.740 If you do not have a second person to take notes for you I would say make sure you 00:33:37.740 --> 00:33:47.280 record the session and then if you have space and time after a night's sleep, try 00:33:47.280 --> 00:33:50.340 to take notes based on the session, right? 00:33:50.340 --> 00:33:54.810 Go to sleep, wake up or go do something else, and then come back to it. 00:33:54.930 --> 00:33:58.560 And then write notes based on your own session and try to put yourself outside. 00:34:01.776 --> 00:34:07.889 Jerome, I will be sending that with the I'll be sending that in a template 00:34:07.950 --> 00:34:09.858 for these things with the follow up. 00:34:14.050 --> 00:34:16.290 Sonya, I would also say, 00:34:20.234 --> 00:34:21.645 You can also use AI tools. 00:34:21.645 --> 00:34:23.725 I don't really trust them a lot, but they're out there. 00:34:24.284 --> 00:34:33.254 That will take notes for you Ali or, Ali ai or, any of those, right? 00:34:33.284 --> 00:34:34.094 I can send those along. 00:34:34.125 --> 00:34:35.005 I don't really trust them. 00:34:37.009 --> 00:34:39.584 Yeah, it's basically the same as a brief as a person to iPhone. 00:34:39.584 --> 00:34:43.375 Like it's a research version of a brief or research brief. 00:34:46.751 --> 00:34:48.774 This is your research plan, Vanessa. 00:34:49.455 --> 00:34:51.534 We'll talk about the summary in a bit. 00:34:52.770 --> 00:34:54.614 That'll be what we talk about post research. 00:34:59.865 --> 00:35:06.734 And so I want you to talk about if anything's confusing 00:35:06.975 --> 00:35:07.995 about the last section. 00:35:07.995 --> 00:35:10.515 If you want to add on anything, if you have any additional questions, 00:35:10.754 --> 00:35:11.714 here's the time to ask it. 00:35:12.375 --> 00:35:13.665 Three minutes on the clock. 00:35:14.805 --> 00:35:16.245 You can also drop comments. 00:35:16.455 --> 00:35:17.175 What did you learn? 00:35:17.175 --> 00:35:18.735 What did you take away from this section? 00:35:19.485 --> 00:35:21.465 Let's fill it up and I'll see you in a few minutes. 00:39:05.070 --> 00:39:06.650 All right, here we go. 00:39:06.650 --> 00:39:07.490 Here we go. 00:39:07.490 --> 00:39:08.370 Here we go. 00:39:17.220 --> 00:39:19.240 Sonya, we'll talk about that in a bit. 00:39:21.466 --> 00:39:23.340 A about presenting research. 00:39:23.870 --> 00:39:25.590 Actually, we're gonna, yeah, we gotta zip along. 00:39:27.090 --> 00:39:28.350 It's a little longer than I thought. 00:39:29.010 --> 00:39:32.190 Okay this is pre-research, but I've meant research, but I'm 00:39:32.190 --> 00:39:34.200 gonna change it afterwards, right? 00:39:35.177 --> 00:39:38.100 Couple of things to take in during the session itself. 00:39:38.130 --> 00:39:38.910 These are simple. 00:39:38.910 --> 00:39:45.270 These next three slides are very simple, but I think extremely important. 00:39:46.170 --> 00:39:47.790 So I wanted to, just bear them out. 00:39:47.790 --> 00:39:58.020 Listen, the one thing you want to do when you are researching is to remember 00:39:58.025 --> 00:40:00.060 you got two you got two ears, one mouth. 00:40:01.590 --> 00:40:04.560 Let people talk, right? 00:40:04.980 --> 00:40:08.370 Because they're gonna tell you things you don't know, which is really 00:40:08.633 --> 00:40:10.080 the, what we're doing this for. 00:40:10.080 --> 00:40:13.800 It's really to understand what users are seeing and how they're engaging. 00:40:15.120 --> 00:40:24.240 And anytime you get the urge to talk write a note, And see if 00:40:24.240 --> 00:40:25.920 that becomes a follow-up question. 00:40:26.220 --> 00:40:29.759 Now, follow-up questions are useful, that's where you 00:40:29.759 --> 00:40:31.140 wanna steer the conversation. 00:40:31.170 --> 00:40:39.480 And another reason why it's super duper important to just have three questions 00:40:40.440 --> 00:40:44.009 cuz those, between those three questions and the follow ups, you're gonna get more 00:40:44.009 --> 00:40:48.360 than enough information to to analyze 00:40:52.710 --> 00:40:53.400 notes. 00:40:53.640 --> 00:41:03.720 As I mentioned before, find somebody to take notes or if you're alone spend 00:41:03.720 --> 00:41:05.850 some time away from it and, then do it. 00:41:06.569 --> 00:41:09.029 I would argue about the aloneness though. 00:41:11.430 --> 00:41:16.350 I think if you just ask people to join you on customer research 00:41:17.417 --> 00:41:19.140 they will join you right? 00:41:21.444 --> 00:41:22.334 Engineers are great for this. 00:41:22.455 --> 00:41:23.024 By the way. 00:41:24.375 --> 00:41:27.495 I think a lot of folks think engineers don't care, or like, why would they 00:41:27.495 --> 00:41:28.725 want to get involved in research? 00:41:28.964 --> 00:41:34.605 I, whenever I've led teams, one of the first things I do as it 00:41:34.609 --> 00:41:38.355 relates to research is give. 00:41:38.504 --> 00:41:41.845 It's just walk to an engineer and say, Hey, you wanna join for research? 00:41:41.955 --> 00:41:44.805 And watch how that engineer goes, yeah, I would love to. 00:41:44.895 --> 00:41:47.394 And everybody goes, oh, I didn't know I can ask, right? 00:41:47.805 --> 00:41:58.995 Go, ask your engineer, the engineering folks you're working with yeah go, ask 00:41:58.995 --> 00:42:00.825 them and have somebody else take them 00:42:05.745 --> 00:42:06.404 and debrief. 00:42:06.410 --> 00:42:09.555 After each conversation, spend at least 15 minutes talking about what 00:42:09.555 --> 00:42:11.024 you've heard and where it applies. 00:42:11.384 --> 00:42:14.064 Note these insights down if you are by yourself. 00:42:16.125 --> 00:42:18.585 I would just sit there thinking about the insights, I'd put the 00:42:18.585 --> 00:42:22.215 hypothesis up and just spend 15 minutes writing, what am I seeing? 00:42:22.455 --> 00:42:23.595 What am I getting from this? 00:42:24.435 --> 00:42:25.365 Who's this effect? 00:42:26.445 --> 00:42:30.255 Why, where, how, who, what, where, why, how I would do that. 00:42:32.685 --> 00:42:40.455 And so to answer the questions in the chat right now we're gonna adarsh, we're 00:42:40.455 --> 00:42:45.465 gonna, I'm gonna send a link to the scientific method and, the follow up. 00:42:47.295 --> 00:42:50.145 I think it's really important to understand the scientific method if 00:42:50.145 --> 00:42:52.005 you're going to do any type of research. 00:42:52.065 --> 00:42:53.835 It's really the basis of science. 00:42:55.473 --> 00:42:57.404 And so what, we'll I'll send that over. 00:42:59.745 --> 00:43:03.165 Sonya, we're gonna talk about how to present research in the post 00:43:03.165 --> 00:43:07.745 research section, which we will get to three sample questions. 00:43:07.785 --> 00:43:12.134 I will add that to the takeaways that will, that you'll get after this. 00:43:13.035 --> 00:43:16.005 I will send out some sample questions 00:43:27.645 --> 00:43:33.795 But I want to I want to warn you you're not gonna get better at this 00:43:33.795 --> 00:43:35.505 until you just go do it, right? 00:43:36.272 --> 00:43:41.025 I can't I can give you a sample. 00:43:41.025 --> 00:43:46.935 I can sh I can walk you through it, but you're gonna have to you're gonna 00:43:46.940 --> 00:43:50.085 have to go do it, and you're gonna learn your own question methodology. 00:43:51.705 --> 00:43:52.935 I'll also recommend a book. 00:43:53.745 --> 00:43:57.585 It's a book on questions by Warren Burger, which will also be in your 00:43:59.866 --> 00:44:01.154 which will also be in the follow up. 00:44:02.625 --> 00:44:06.315 I will say again take a moment, go research some of this stuff. 00:44:06.375 --> 00:44:08.865 Like all of these things that I'm telling you all have their 00:44:08.865 --> 00:44:10.875 own science to them, right? 00:44:12.315 --> 00:44:15.225 Debriefs questions, listening, right? 00:44:15.674 --> 00:44:17.685 Just this section alone, right? 00:44:19.622 --> 00:44:24.165 You can spend, a lifetime researching, but I like the key 00:44:24.165 --> 00:44:26.805 that you wanna get out of this is you gotta go start doing it, right? 00:44:26.805 --> 00:44:32.325 You need to have some sort of reference point to, to get better. 00:44:32.475 --> 00:44:36.435 And so go talk to your first customer, keep these things in mind, try 00:44:36.435 --> 00:44:39.944 it, and then come back and adjust. 00:44:42.765 --> 00:44:48.705 And you wanna create a document, this one page document that bundles your insights. 00:44:51.375 --> 00:44:54.315 How I like to do it is I like to have the top three insights 00:44:54.315 --> 00:44:56.085 based on that research plan. 00:44:56.475 --> 00:45:02.415 I like to put it on top of the document in an answer, then explain format. 00:45:02.654 --> 00:45:04.875 So these are the three insights that we get. 00:45:05.025 --> 00:45:07.725 They affect these people, that, those people and those people. 00:45:10.110 --> 00:45:10.950 How did we get here? 00:45:11.279 --> 00:45:12.360 Here's all the information. 00:45:12.360 --> 00:45:14.580 Here are the recordings, the videos, blah, blah, blah. 00:45:14.585 --> 00:45:15.509 Here are the references. 00:45:15.509 --> 00:45:16.950 If you wanna go dig into this. 00:45:17.730 --> 00:45:19.440 Some people do, right? 00:45:19.440 --> 00:45:23.040 You wanna give them the option to, but you want to tell them what they need to know 00:45:24.480 --> 00:45:26.340 no longer than the first half of the page. 00:45:26.610 --> 00:45:29.009 Then the rest is just references in, all of those things. 00:45:31.290 --> 00:45:33.210 This is super duper important too. 00:45:33.210 --> 00:45:37.770 As you start to build a research library, you want people to feel comfortable 00:45:37.770 --> 00:45:39.810 going in and, looking through. 00:45:42.270 --> 00:45:43.140 Three minutes. 00:45:43.951 --> 00:45:48.330 We're gonna cut this to a minute and a half due to time constraints, 00:45:48.330 --> 00:45:51.180 but comments, questions, thoughts. 00:45:52.590 --> 00:45:53.279 See you in a little bit. 00:47:25.545 --> 00:47:29.745 All right, so let's get to the last section, which is post research. 00:47:33.225 --> 00:47:37.905 I oh, and really quickly, Sonya clarifying questions are great 00:47:37.905 --> 00:47:40.995 because that helps you adjust your questions for the next iteration. 00:47:43.815 --> 00:47:45.135 They're asking questions is fine. 00:47:45.225 --> 00:47:47.415 You asking questions are limited at three. 00:47:48.435 --> 00:47:49.485 You stop at three. 00:47:49.725 --> 00:47:52.035 They can ask as many as you want because you need to adjust. 00:47:53.295 --> 00:47:56.865 And if, things aren't clear to folks, better to know now. 00:47:58.965 --> 00:48:02.125 And that'll help you adjust your question in, context in the future. 00:48:03.838 --> 00:48:04.575 Post research. 00:48:08.895 --> 00:48:11.805 We'll market your research in your organization and some 00:48:11.805 --> 00:48:14.745 quick ideas on how to, do this. 00:48:15.345 --> 00:48:17.925 Oh Monish. 00:48:17.955 --> 00:48:20.565 I want to get to this really quick cause this is super important to me. 00:48:21.515 --> 00:48:22.440 Platforms to recruit users. 00:48:24.255 --> 00:48:25.725 No, Stay away from them for now. 00:48:27.165 --> 00:48:29.865 They all give you really bad users. 00:48:31.485 --> 00:48:35.925 It's gonna be harder for you to do this without a platform, but until you 00:48:35.925 --> 00:48:39.495 understand screening, until you understand recruitment, until you understand 00:48:39.500 --> 00:48:41.685 this process, go do it the hard way. 00:48:42.375 --> 00:48:43.515 You're going to learn a lot. 00:48:45.390 --> 00:48:48.089 Because a lot of the users that you're going to get through things like user 00:48:48.089 --> 00:48:53.850 research or whatever, are going to be a expensive, very expensive, right? 00:48:53.850 --> 00:48:57.600 We're talking about even for the smallest startup, this is we're 00:48:57.600 --> 00:49:01.319 talking about almost a hundred thousand dollars a year to have these platforms. 00:49:03.429 --> 00:49:03.839 Or two. 00:49:07.140 --> 00:49:10.950 The other thing that's super duper important is the ones that, and 00:49:10.950 --> 00:49:14.709 even the ones that are expensive, have problems with user recruitment. 00:49:16.470 --> 00:49:20.259 The cheaper ones are gonna give you just complete nothing, right? 00:49:21.271 --> 00:49:24.210 I, would even say it's better to go on things like Craigslist and just 00:49:24.210 --> 00:49:28.770 ask, you'll get a better response rate than than, those things. 00:49:28.770 --> 00:49:32.759 You tie that to a screener and, you go yeah. 00:49:34.826 --> 00:49:35.625 Market your research. 00:49:35.625 --> 00:49:37.455 You wanna market your research within your organization. 00:49:37.485 --> 00:49:41.505 Those three insights should be going places places like your Slack, your 00:49:41.895 --> 00:49:46.800 Microsoft Teams instance, your any documents you have alongside a strategy. 00:49:47.055 --> 00:49:48.195 Your, sprint planning meetings. 00:49:48.735 --> 00:49:51.885 You should be talking about them as much as you can. 00:49:54.121 --> 00:49:58.515 Even if it's super duper important, try to get it into things like all hands, right? 00:49:58.545 --> 00:50:03.135 People want to hear from the customer, and so you need to market it. 00:50:03.195 --> 00:50:09.195 Two teams you need to market it to, not just the teams inside of your r and d r 00:50:09.195 --> 00:50:11.805 and d or tech, but also elsewhere, right? 00:50:11.895 --> 00:50:15.269 People gotta see the value of it, and they'll see that by you marketing it. 00:50:16.470 --> 00:50:18.359 Sell it to the right stakeholders. 00:50:18.359 --> 00:50:22.920 This is different in marketing that because you need to identify who needs the 00:50:22.920 --> 00:50:25.080 research to help people make decisions. 00:50:25.470 --> 00:50:27.150 And then you wanna understand that person. 00:50:27.154 --> 00:50:29.790 You wanna go out and see how they like information. 00:50:29.819 --> 00:50:32.190 You wanna go out and see how they work with people. 00:50:32.190 --> 00:50:34.740 You wanna see what's important to them, and you wanna frame 00:50:34.740 --> 00:50:36.089 your insights to that person. 00:50:38.640 --> 00:50:44.400 So these are special VIPs and so get to know those stakeholders because again, 00:50:44.400 --> 00:50:45.750 that's gonna make your job easier. 00:50:47.549 --> 00:50:50.460 And then the next one is set up your next research. 00:50:52.319 --> 00:50:56.819 Once you're done with your post study, get the next one on the 00:50:56.819 --> 00:50:58.440 calendar as soon as you can, right? 00:50:58.710 --> 00:51:00.480 It's gonna take some time for you to get better at this. 00:51:01.290 --> 00:51:03.750 So do right? 00:51:04.780 --> 00:51:05.910 All this stuff is gonna help you. 00:51:05.910 --> 00:51:08.940 The marketing and the your feedback you get from marketing and the feedback 00:51:08.940 --> 00:51:14.654 you get from sales are going to be the things you build your Your decks on 00:51:14.895 --> 00:51:16.275 when you go share with other people. 00:51:19.215 --> 00:51:22.935 One last thing before I actually I'll jump into this. 00:51:22.935 --> 00:51:24.525 Communicating your finding findings, right? 00:51:24.525 --> 00:51:26.654 You wanna communicate this stuff any way you can. 00:51:26.654 --> 00:51:28.695 Slack, video sprint, planning, anything. 00:51:29.694 --> 00:51:37.395 Communicate Yeah, communicate as best you can as far as you can, where 00:51:37.395 --> 00:51:48.555 you can, how you can the and then also try to find a pair, a person 00:51:48.795 --> 00:51:51.075 that can help you iterate on these. 00:51:51.495 --> 00:51:57.255 So at least do one iteration pass on on this, whether it's your boss, 00:51:57.315 --> 00:52:01.215 whether it's another friend in the company, whether it's a, if you can 00:52:01.215 --> 00:52:06.495 another designer or product manager or engineer somewhere else, just try to 00:52:06.525 --> 00:52:08.355 just iterate and tell the story, right? 00:52:08.415 --> 00:52:12.300 By telling the story, you're gonna get better at telling it and. 00:52:13.904 --> 00:52:21.359 In this next minute comments, thoughts, questions, I also have, I have a document 00:52:21.794 --> 00:52:25.995 on, this last part of post research that I'll be adding to your take home. 00:53:31.135 --> 00:53:31.696 Thank you. 00:53:32.235 --> 00:53:32.565 Thank you. 00:53:32.565 --> 00:53:32.925 Thank you. 00:53:32.925 --> 00:53:33.435 Alex. 00:53:33.525 --> 00:53:38.505 Is this a perfect way for us to end because the most because yeah, the one 00:53:38.505 --> 00:53:42.945 thing I would tell people to do the most important thing about talking to 00:53:42.945 --> 00:53:44.685 your first customer is talking to them. 00:53:45.855 --> 00:53:47.499 We talked about a lot here today. 00:53:49.635 --> 00:53:55.875 The most important thing I think for, anybody to get is that 00:53:55.905 --> 00:53:57.315 you need to just go do this. 00:53:57.315 --> 00:54:00.465 You need to start working on these muscles. 00:54:04.020 --> 00:54:05.100 It's gonna take time. 00:54:05.550 --> 00:54:10.200 Everything we talked about here today gets better with effort, gets better with reps. 00:54:11.190 --> 00:54:15.930 And far too often I see teams focusing on and spending time on 00:54:15.930 --> 00:54:17.340 things that do not move the needle. 00:54:17.670 --> 00:54:23.370 I can guarantee you research, talking to customers moves the needle. 00:54:24.300 --> 00:54:30.090 It helps the company understand what they're actually building 00:54:30.090 --> 00:54:31.260 and how effective it is. 00:54:31.620 --> 00:54:35.370 And for you personally, it gives you an avenue, especially for the 00:54:35.370 --> 00:54:37.080 designers and the product managers here. 00:54:37.830 --> 00:54:41.190 It gives you an avenue to show off and, show value. 00:54:42.360 --> 00:54:47.580 Far more value than going around and taking orders or just building these 00:54:47.585 --> 00:54:49.500 prototypes that no one's gonna remember. 00:54:49.680 --> 00:54:51.900 People remember insights and impact. 00:54:52.770 --> 00:54:56.430 They don't remember prototypes and meetings and things of that nature. 00:54:57.510 --> 00:55:00.780 Customer research way quicker to you get insights and impact. 00:55:01.680 --> 00:55:03.090 So go talk to those customers. 00:55:04.049 --> 00:55:05.190 And do it as soon as you can. 00:55:06.690 --> 00:55:12.450 Really quickly, before we get out of here please take your 00:55:12.450 --> 00:55:14.520 phones, fill out this form. 00:55:15.540 --> 00:55:17.460 It's gonna help me make this better. 00:55:17.580 --> 00:55:21.359 It's only gonna take about 30 seconds to a minute of your time. 00:55:22.770 --> 00:55:25.859 Please This will help me a ton. 00:55:25.980 --> 00:55:28.270 I'm going to send a link here in a second. 00:55:29.537 --> 00:55:37.319 But if you can please give me feedback on all of this 00:55:40.440 --> 00:55:41.600 turn on this music.