April 2015
Beginner to intermediate
296 pages
6h 18m
Japanese
Content preview from リーン顧客開発 ―「売れないリスク」を極小化する技術
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199
199
8.4 顧客を見つけたら、徹底して説明する
主張をしているなかで顧客はあなたの製品に興味をもってくれるでしょうか？
顧客開発を行なうことでターゲット顧客の課題を理解しソリューションを出すこと
はできます。でもそれは顧客が製品を使うことで「何を感じるか」を明らかにするこ
ととは異なります。
キャシー・シエラは「素晴らしい製品を売ること」と、「製品によって顧客を素晴
らしい気持ちにさせること」の重要な違いについて語っています。わたしたちは製品
の作り手として製品の機能や高度な技術、優れた設計やエンジニアリングについて話
をしたがります。でも顧客にとって大事なのは、製品を使うことで自分が賢くなった
と感じたり、仕事を早く終えられたり、まわりから格好いいと思われたり、不要なソ
リューションを置き換えられたりすることなのです。他の見込み客も、こうした言葉
であればすぐに理解してくれます（図
8-4
）。
製品を顧客に売り込むのが一番うまいのはあなたの顧客なのです。
図
8-4
重点を置くのは、製品の素晴らしさを顧客に伝えることではなく、顧客を素晴らしい気持ち
にさせることである（
http://headrush.typepad.com
）
8.4
顧客を見つけたら、徹底して説明する
顧客には、顧客開発プロセスに快適さや楽しさを感じてもらう必要があります。あ
なたが適切な期待値を設定している限り、これは難しくありません。ただし、あなた
が何をしようとしているのか、顧客にどのように参加して欲しいのか、取得した情報
ぜひ買って ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.