I love customer discovery. I’m good at it. Which is good because talking to people I don’t know and soliciting valuable feedback is crucial to our philosophy of lean startups.
I became good at customer discovery because I had to. My first work experiences were all in new industries using new technologies, so I couldn’t go to school or the library to learn how the content management market or the web acceleration market worked. Instead, I had to ask people. I found that if I played myself as a sales guy, nobody would talk to me. But if I played young, smart, inquisitive entrepreneur who needed advice, almost everyone would give me at least 15 minutes of their time.