5.7 Your Turn: How do your customers buy?


Sketch a preliminary diagram of how you hypothesize the decision network and buying process operates with your early-vangelist customer.

Ask yourself:

  • How certain are you that this is correct?
  • How will you validate this, and/or correct on it?

Make notes as this will inform your ongoing discovery work.

It’s okay if you don’t get it ‘right’ on your first (or second, or third) attempt.

Use the sketch as a conversation tool with your mentors/advisors or potential customers in your customer discovery work and let them help you improve it.