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Alvarez names the specific mistakes founders make even after reading the theory: multi part questions that let people dodge the hard part, and would you like questions that get a free, meaningless yes. It's short, specific, and reads like a checklist to run through after a bad interview to figure out what went wrong. Good to reread after a round of calls that felt too easy.
5 Common Customer Development Mistakes
From cindyalvarez.com by Cindy Alvarez 8 min read
- Never ask would you like, wanting is free and everyone says yes.
- Split multi part questions into one question at a time, or people answer only the easy half.
- Prepare yourself for an answer you don't want to hear, or you'll unconsciously steer away from it.
