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CP Problemsolutiontemplate

This document provides guidance for conducting interviews to validate problems and solutions for potential customers. The interviewer is instructed to welcome the respondent, identify their top 3 problems and have them rank them, explore their current approach to addressing the problems, test how the interviewer's proposed solutions would meet their needs, gauge pricing acceptability, collect basic demographic information, and close by requesting follow-up and referrals. The goal is to understand customers' most important issues and pain points, and how the interviewer's future business might solve problems while being priced appropriately.

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55 views

CP Problemsolutiontemplate

This document provides guidance for conducting interviews to validate problems and solutions for potential customers. The interviewer is instructed to welcome the respondent, identify their top 3 problems and have them rank them, explore their current approach to addressing the problems, test how the interviewer's proposed solutions would meet their needs, gauge pricing acceptability, collect basic demographic information, and close by requesting follow-up and referrals. The goal is to understand customers' most important issues and pain points, and how the interviewer's future business might solve problems while being priced appropriately.

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api-301784889
Copyright
© © All Rights Reserved
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Download as DOCX, PDF, TXT or read online on Scribd
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ACTIVITY - PROBLEM/SOLUTION INTERVIEW

Objective of this interview is to find out the 3 most important problems your customer segments view
as major issues, understand what solution they currently use, what improvements, if any, they would
prefer to see and what price would they find acceptable. Although the purpose of this assignment is
not to sell, you may potentially gain prospects for the future. Interview 3 individuals that are not
friends or family. (Note: before actually launching your business, in your 4th year at CMCC or after
graduation, you should complete at least 15 interviews to get a more complete understanding).
This worksheet will help you work on:
Validation Process Interviews through certain questions
Customer Segments to verify who is most likely to buy from you, product/service offerings, segment
problems and solutions

NOTE: You will need separate Interview sheets for each customer in each segment. So if you
are doing Business to Consumer and also Business to Business then you will fill out two
separate interview sheets

STEP 1: WELCOME
Briefly set the stage for the purpose of this interview, set approximate timeframe and thank the
respondent for taking time. Use the area below to scipt your welcome message.
Good evening,
I am conducting this interview to find out the 3 most important problems that my customers in
the future see as major issues. I am trying to find out how we can fix these problems, and what
prices you see fit for chiropractic treatments. It is just after 7:00 pm, this should take no longer
then 30 minutes. Do you have any questions before we begin? Thank you for coming and
sharing in this learning experience.

STEP 2: PROBLEM RANKING (TEST PROBLEM)


State the top three problems you identified with your initial assumptions in a list format and ask your prospects
if any of these problems are important for them and also if yes, rank them in importance.
Use inquiry format, i.e. Do you find <problem> to be an issue for you today? If yes, how would you rank it?

PROBLEM

RANKING

Do you find time availability to be an issue for you today?

Do you find chiropractic treatment to be affordable?

How far you willing to travel to see your chiropractor?

STEP 3: EXPLORE CUSTOMERS WORLDVIEW


Ask survey subjects to elaborate on how they address the problems today.
Allow them to engage in open dialogue. Ask questions regarding the solution, current provider, selection
process of the current provider and pricing details.

Current solution:
Benefits cover a majority of chiropractic treatment for the year. Also, if we are seriously injured
or need treatment, money is not a problem.

Current provider:
Local chiropractor

STEP 4:
TEST
SOLUTION
Go through
each
Problem
identified in
Step 2 and

How current provider was selected:


Through word of mouth from a family friend

Price and terms of current solution:


Standard 60$ treatment. Could not remember intial assessment price.

describe/illustrate how your product/service addresses it with a solution. The questions should center around:
What resonates with the survey subject from this solution the most.
What can they live without.
What is missing additional features.

What
resonates
most

Solution 1:

Solution 2:

Solution 3:

Extended office hours

Keep costs as low as


possible( subsidized in
some cases)

Centred location in town

By doing this you are


creating more
opportunities for patients
to see you

By keeping costs low


shows you want all
patients to see you

Patients will know where


your office is, and will be
accessible by multiple
forms of transportation

What can
be left out

Early mornings

Not having benefits to


help with costs

Bad parking/ busy street

Missing

Weekend hours

Nothing

Friendly secretary

STEP 5: TEST PRICING


Describe your initial pricing model (i.e. per unit, per hour, subscription, project, etc.) including the intended
price point/s, terms and conditions. Gauge response immediately and note any comments.
Acceptable price:
60$

Preferred terms:
50$

Other comments:
They believe this is reasonable to pay for good quality treatment. If the chiropractor seems
disinterested or disengaged they would not pay this amount.

STEP 6: COLLECT DEMOGRAPHICS


Test Customer Segment. Use the table below to script your specific questions.
If you plan to offer products/services B2C, ask for age and income ranges, profession and family size.

If you plan to offer products/services B2B, ask for years in business, budget range for your offering,
decisionmaker for purchasing and number of employees/staff.

B2C
Age Range:

B2B
Years in Business:

18-60

Income Range:

Budget Range:

35-60,000

Profession/Occupation:

Decisionmaker:

Elderly home nurse

STEP 7:
Family size:

Number of Employees:

WRAPPING UP
Ask permission to follow up. Also seek referrals for other interview subjects.
Permission to follow up (yes/no):
Yes
Preferred contact information (name and contact):
Sandra Grant
289-219-3257

Referrals:
Don Grant
Aaron Van Gelder

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