Rocket Innovations

Customer Identification

There are four traditional ways to find a contact to interview during your customer discovery journey.  

1) Someone you may know already

• From your personal network or your Linkedin account
  • who are their connections
  • Search for the groups they belong to, and then search those groups for members, etc. 

2) Look for potential customers and competition

• Check the websites of those in your tech area you think of as a customer or a competitor (this is just your starting point)
  • They frequently will list their satisfied customers, and now you know more people to talk to
  • You can discover the keywords and phrases they use
  • the site usually will provide a list of features and benefits to compare to your own
  • they may show what groups, associations, or professional organizations they belong to. 
  • They feature resources, lists, white papers, etc. 

3) Web Search and Data Mining

• Web Search - start with Google
  • Use keywords or phrases that describe your technology
  • Search for "Keyword" and "Consultants"
  • Related Professional and trade associations and their meetings/conferences; start with speakers, panelists, vendor/trade, and attendee lists. 
  • Equipment suppliers, distributors, service experts, etc. 
• Data Mining - start with Google and your Library
  • Type your keywords, then "SIC code"/ "NAICS code" - get the code (s) for your customer
  • Work backward with a SIC and NAICS code to find others with the same one
  • Use your library resources for access, so that now if you know just one customer, you know many. 
  • Individual listings, positions/people are frequently available in the ReferenceUSA database list
  DATA MINING EXERCISE - Use your local library. 
  • Learn how to use ReferenceUSA or a similar database
  • The library has MANY directories, databases, and info sources. Become familiar with the resources available. 
  • The University of Toledo librarians are ready to help you to identify the connections you need to interview. 

4) Someone mentions them to you

• • Every conversation can get you more information about who you need to talk to.
  • Always be looking for more names and connections.

 

If you're looking for additional help with customer discovery or  have questions about finding a contact to interview, contact us today