I don’t expect you to have conducted your listening tour since yesterday’s email, but once you complete 3-5 interviews, it’s time for some reflection.

Go back and re-read the transcripts of your calls.

Based on what you read, think through the following 7 cascading questions:

1. Is the problem I’m solving real?
2. Is the problem I’m solving urgent?
3. Is my solution (my service) unique?
4. Is my solution intuitive to my target?
5. If not, can I simplify my offering or my messaging to be more intuitive?
6. Is my solution structured to match my target’s problem and urgency?
7. Does my solution provide quantifiable value?

For each question, look for actual verbatims & language to answer ‘yes’ or ‘no.’

Wherever you hit a ‘no’ is an opportunity to rethink and tweak your service hypothesis.

As you do, don’t be afraid to set up a few more interviews to refine and receive more feedback.

Once you can reasonably answer ‘yes’ to all seven questions, you have an MVP (minimum viable product) of your service.

This MVP now gives you a market-validated foundation from which you can start to think about your business model—revenue goals, capacity, demand, and yes, finally…pricing.

💡

-Wes