Product
May 14 Customer Discovery: Better Questions for Early Founders
Replace pitch-heavy conversations with questions that reveal urgency, budget, workarounds, and decision paths.
Customer discovery should make founders less certain in useful ways. Instead of pitching the solution, ask about the last time the problem happened, what it cost, who noticed, what workaround was used, and whether anyone has budget to fix it.
Good questions reveal behavior. If a buyer has never spent money, assigned staff, or changed workflow around the problem, urgency may be weaker than the founder hopes.
End every discovery call with one concrete next step: a referral, a document review, a second call with the decision owner, or permission to test a narrow prototype. Learning should move the pipeline, not only fill notebooks.