A business idea can sound promising to us. Finding out whether other people see the same problem takes a separate conversation.
Ask about experience, not opinions
“Would you use my app?” can invite a polite answer. Try asking, “When did you last run into this problem? What did you do about it?”
Keep five questions handy
- When did this last happen?
- What did you do to solve it?
- Which part was most frustrating?
- How much time or money does it cost you now?
- What happens if it goes unresolved?
Resist the urge to pitch
Listen first. If you start selling your solution halfway through, you may miss the detail you came to hear. Ask permission before taking notes, and record the experience without identifying the person.
Look for patterns, not certainty
Five conversations will not tell you everything about a market. They can help you see which problems come up repeatedly and where you need to learn more.
Choose a small test
Pick one problem and test a low-cost service or prototype. Record how many people show interest, how many try it, and how many return. Those are three different things.