Keep digging

The hardest thing about customer interviews is knowing where to dig. An effective interview is more like a friendly interrogation. We don’t want to learn what customers think about the product, or what they like or dislike — we want to know what happened and how they chose... To get those answers we can’t just ask surface questions, we have to keep digging back behind the answers to find out what really happened.

I asked one of my favorite questions: What was happening that showed you the way you were doing things wasn’t working anymore?

This question is extremely targeted and causal. It’s a very simple question that invites her to describe the problem in a way that is hard, factual, time-bound, contextual, and specific — without any analysis, interpretation, speculation or rationalization. Just: What happened. What did you see. What was wrong.