MARKETING-FOR-STARTUPS5 MIN READ
Ask About the Last Time
Run a customer interview that asks about past behavior, current pain, and commitment instead of pitching for compliments.
Sam Rivera SR VP Operations, target buyer 1 Open 2 Evidence 3 Commit The call 20 sec Do not pitch yet You have 20 minutes with Sam, a target buyer. The founder wants validation. Your job is to learn about real behavior before showing the product. A polite buyer can make a weak idea feel validated if you ask for opinions too early. 20m interview window chance to avoid false validation The formula
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