ÒùÆÞÉç

ÒùÆÞÉç

Rocket Innovations

Customer Identification

There are four traditional ways to find a contact to interview during your customer discovery journey.ÌýÌý

1) Someone you may know already

  • From your personal network orÌýyour Linkedin account
    • who are their connections
    • Search for the groups they belong to, and then search those groups for members, etc.Ìý

2) Look for potential customers and competition

  • Check the websites of those in your tech area you think of as a customer or a competitor (this is just your starting point)
    • They frequently will list their satisfied customers, and now you know more people to talk to
    • You can discover the keywords and phrases they use
    • the site usually will provide a list of features and benefits to compare to your own
    • they may show what groups, associations, or professional organizations they belong to.Ìý
    • They feature resources, lists, white papers, etc.Ìý

3) Web Search and Data Mining

  • Web Search - start with Google
    • Use keywords or phrases that describe your technology
    • Search for "Keyword" and "Consultants"
    • Related Professional and trade associations and their meetings/conferences; start with speakers, panelists, vendor/trade, and attendee lists.Ìý
    • Equipment suppliers, distributors, service experts, etc.Ìý
  • Data Mining - start with Google and your Library
    • Type your keywords, then "SIC code"/ "NAICS code" - get the code (s) for your customer
    • Work backward with a SIC and NAICS code to find others with the same one
    • Use your library resources for access, so that now if you know just one customer, you know many.Ìý
    • Individual listings, positions/people are frequently available in the ReferenceUSA database list
    DATA MINING EXERCISE - Use your local library.Ìý
    • Learn how to use ReferenceUSA or a similar database
    • The library has MANY directories, databases, and info sources. Become familiar with the resources available.Ìý
    • ÒùÆÞÉç librarians are ready to help you to identify the connections you need to interview.Ìý

4) Someone mentions them to you

    • Every conversation can get you more information about who you need to talk to.
    • Always be looking for more names and connections.

Ìý

If you're looking for additional help with customer discovery orÌý have questions about finding a contact to interview, contact us today