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  </channel><item rdf:about="https://www.cindyalvarez.com/how-did-you-decide-is-the-question-you-should-be-asking/">
    <title>“How did you decide?” is the question you should be asking - Cindy Alvarez | Blog</title>
    <dc:date>2021-08-18T02:06:06+00:00</dc:date>
    <link>https://www.cindyalvarez.com/how-did-you-decide-is-the-question-you-should-be-asking/</link>
    <dc:creator>earth2marsh</dc:creator><description><![CDATA["And also, none of them are as useful as asking “How did you decide…?”

Tell me how you decided to choose X over Y.  Tell me how you decided now was the time to purchase. Tell me what pain point was the tipping point.  Tell me who had requirements, who made the business case for it, who had to be convinced.

When we ask about pricing or perception, here’s what we are thinking:  this is a lever; if I move this lever, can I change the outcomes?    

What we should be starting with is this: what are the levers that matter?

And then: will these levers’ priority be consistent over time and changing situations?

"]]></description>
<dc:subject>customers development cindy_alvarez questions productmanagement decisions</dc:subject>
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<item rdf:about="http://firstround.com/review/build-your-user-base-with-these-human-behavior-hacks/">
    <title>Build Your User Base with These Human Behavior Hacks | First Round Review</title>
    <dc:date>2016-03-21T00:30:00+00:00</dc:date>
    <link>http://firstround.com/review/build-your-user-base-with-these-human-behavior-hacks/</link>
    <dc:creator>earth2marsh</dc:creator><dc:subject>customer development cindy_alvarez awesome customers productmanagement</dc:subject>
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<item rdf:about="http://www.quora.com/What-are-your-favorite-methods-for-doing-problem-interviews-during-Customer-Discovery">
    <title>(3) What are your favorite methods for doing problem interviews during Customer Discovery? - Quora</title>
    <dc:date>2015-08-07T18:41:10+00:00</dc:date>
    <link>http://www.quora.com/What-are-your-favorite-methods-for-doing-problem-interviews-during-Customer-Discovery</link>
    <dc:creator>earth2marsh</dc:creator><description><![CDATA["The most effective interviews I've done have followed this (very loose) format:
Abstract your problem by a level.  For example, if you want to know whether someone will use a healthy lunch delivery service, ask about "lunch"
Start with an open-ended "Tell me about how you..." question.  i.e. "Tell me about how you deal with lunch during the workweek"
Shut up for 60 seconds.  This is a LONG, LONG time and it feels awkward. It also forces the person to go beyond the short (and probably useless) answer and go into detail.
Whenever you hear emotion in the person's voice, prolong that line of conversation. 
(You can prolong conversations by asking why/how often/who/where questions.  It may take 2 or 3 or more of these follow-up questions to get at the interesting detail.)
Avoid yes/no questions.  Whichever one the person chooses, it's probably not useful for you.
Whenever the person starts complaining listen (and encourage it!)  People are more specific with complaints than praise, and specificity is where you learn.
Challenge your pre-existing hypotheses by referencing the mythical "other person". For example, "I've heard from other people that ______.  Do you agree?"  It's easier for people to disagree with an anonymous third party than to disagree with YOU. 
Avoid talking about your product or your ideas until the end - but then DO give the person the opportunity to ask you some questions.  This is NOT a chance for you to sell your idea, it's just an equalizer.  You've been asking questions the whole time, now it's their turn.
Thank them profusely and reinforce one concrete point that you learned.
Alwaaaaaayyyyys ask for referrals to 2-3 other friends who are roughly in the target market so you can interview them."]]></description>
<dc:subject>interviews customer development cindy_alvarez</dc:subject>
<dc:source>https://pinboard.in/</dc:source>
<dc:identifier>https://pinboard.in/u:earth2marsh/b:9507b2ce2041/</dc:identifier>
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<item rdf:about="http://www.cindyalvarez.com/best-practices/the-myth-of-the-self-starter">
    <title>» The Myth of the Self-Starter</title>
    <dc:date>2014-07-27T05:42:13+00:00</dc:date>
    <link>http://www.cindyalvarez.com/best-practices/the-myth-of-the-self-starter</link>
    <dc:creator>earth2marsh</dc:creator><description><![CDATA[via Cindy Alvarez - UX http://www.cindyalvarez.com Let me tell you about the best people who have worked on my teams: They’re insatiably curious.  That means they ask a ton of questions, which gives them deep insights into what we’re trying to accomplish, from a variety of perspectives. They’re highly biased towards action. That means that when they spot a problem, they […]]]></description>
<dc:subject>iftttFeedly leadership people motivation curiosity cindy_alvarez teams culture work management hiring</dc:subject>
<dc:identifier>https://pinboard.in/u:earth2marsh/b:129572fb6f94/</dc:identifier>
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<item rdf:about="http://www.cindyalvarez.com/communication/announcing-change-without-inducing-panic">
    <title>» Announcing Change without Inducing Panic</title>
    <dc:date>2012-02-22T17:12:01+00:00</dc:date>
    <link>http://www.cindyalvarez.com/communication/announcing-change-without-inducing-panic</link>
    <dc:creator>earth2marsh</dc:creator><description><![CDATA["You need to communicate these 5 things within 10 seconds / 1 screen of text:
When the change is coming
How this affects you (or “This does not affect you unless X”)
What action you need to take (or “You do not need to do anything”)
Why this decision was made (can be high-level/’spun’)
You can complain here"]]></description>
<dc:subject>cindy_alvarez change changes communication migration messaging customers happiness</dc:subject>
<dc:source>https://pinboard.in/</dc:source>
<dc:identifier>https://pinboard.in/u:earth2marsh/b:18326ea9a1c1/</dc:identifier>
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<item rdf:about="http://www.cindyalvarez.com/best-practices/customer-development-interviews-how-to-finding-people">
    <title>» Customer Development Interviews How-to: Finding People The Experience is the Product | Better product management and products</title>
    <dc:date>2010-03-27T17:35:59+00:00</dc:date>
    <link>http://www.cindyalvarez.com/best-practices/customer-development-interviews-how-to-finding-people</link>
    <dc:creator>earth2marsh</dc:creator><description><![CDATA[Nice, clear tips. Cindy rocks.]]></description>
<dc:subject>customer development marketing startups tips entrepreneurship cindy_alvarez feedback interview</dc:subject>
<dc:identifier>https://pinboard.in/u:earth2marsh/b:0da48b832ed1/</dc:identifier>
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