How to Collect Valuable Feedback From Your B2B Solution Interviews


It’s show time — time to show what your team has been working on.

Before showing your MVP, it’s a good idea to ask, “What would be wonderful?” and listen carefully to the prospect’s wording. This question forces them to imagine a solution to the problem — if it hasn’t already been done — and creates a benchmark and an opportunity to delight. You get a better understanding of their expectations to improve the solution later.

Let the prospect play with the solution for a few minutes then ask what he thinks it does. Your goal now is not to add features, but to understand the value of your MVP (if value is there). Are you on track? How could you make this better?

The following questions can help you understand the solution fit:

TOPIC SAMPLE QUESTIONS WHAT THIS TELLS US
Expectations
  • What would be wonderful?
  • How does this compare with what you had envisioned?
  • Is that what your company was expecting?
Whether your solution is on the mark. What the prospect’s expectations are.
Usage How the solution would be used. What role it would take.
Risk
  • Would you deploy the solution across the enterprise if it were free?
  • What do you foresee as the biggest challenges to deploying this solution in the company?
  • What do you perceive as the weakest aspects of this solution?
  • Are there departments who might disapprove of this solution?
The fears of your prospects and what challenges they anticipate. This can help improve your pitch.
Value
  • What impact do you imagine this solution will have on your work?
  • What would we have to do to get you to pay two or three times that amount?
Value perception can give you a sense of the perception of ROI and benefits.

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This sampler covers the differences between B2B and Business-to-Customer (B2C) product-market validation, shows you how to define your vision for success, find early adopters, select market opportunities and assess a venture's risk. Download The First 6 Chapters Today »