An introduction to quizzing

As an entrepreneur, it’s your job to understand the problems your potential customers are having. Quizzing is a method of identifying, understanding and targeting the most important problems — the problems that keep your stakeholders up at night.

Here is a framework to help you decipher potential customers’ problems and frame it in a way to ultimately understand the relative value you can deliver.

Who?

• Who is responsible for solving the problem?
• Who is the decision maker?
• Who are they influenced by?
• Who is with customers while they use the product?
• How much influence do they have?
• Who would we want the customer with?

What?

• What do customers experience when they use their current solution?
• What else is on the customers’ minds?
• What are customers skeptical of?

Why?

• Why is the customer having this problem?
• What could be done in the future to prevent this?

Where?

• Where is the money?
• Where is the value generated by the solution?
• Where are our customers when they use the product?

When?

• When does the customer problem need to be solved?

How?

• How do we get customers interested?
• How do customers learn to use the product?
• How do they become aware of the product?
• How many ways are there to solve this problem?