Be More Valuable, Faster
-
Upload
cindy-alvarez -
Category
Internet
-
view
332 -
download
1
Transcript of Be More Valuable, Faster
Be More Valuable, Faster Cindy Alvarez
General troublemaker at Yammer (Microsoft)
Author of Lean Customer Development
How long does it take before:
• Customer is reassured that they’re in the right place
• Customer feels less stupid than when they started
True value is usually slow, so…
• Might have to use “proxy” value • MVV (minimum viable value) • Social proof • Preview + progress
Remember the pain
• Sign up as a new user each month • Every new employee signs up and
keeps notes on what sucks • User test the signup regularly (in-
person or virtual)
Verify the value
• “How would you recommend our product?”
• “What did you come here today to do?”
• Watch customers on “value prop” screens
Give good directions
• Set expectations up-front • Write good copy (HIRE
SOMEONE) • One clear call-to-action
Be a human
• Be opinionated about best way to proceed
• Cheerlead along the way • Offer help when someone is stuck • Remind customers why they’re
here
Credits to Noun Project Artists http://thenounproject.com/arslan.s http://thenounproject.com/liliane.lasserbe http://thenounproject.com/alexzabbey http://thenounproject.com/teekay http://thenounproject.com/aenneb http://thenounproject.com/arjunadamson http://thenounproject.com/arielkotzer http://thenounproject.com/edward http://thenounproject.com/bravo http://thenounproject.com/adamatmullin http://thenounproject.com/tina.abihachem http://thenounproject.com/AaronDodson http://thenounproject.com/karsten.barnett.9 http://thenounproject.com/Simon%20Child http://thenounproject.com/useiconic.com http://thenounproject.com/jakobvogel/ http://thenounproject.com/warpaintmedia/