The Flywheel / Service / 13 Explorations
Explorations
Work out with each interested customer what it would change for them, before any price.
The tool for this step
The Workbench
Listen before you offer. Work out with each person who's ready what the new thing would change in their week, before any price.
What it is
Explorations works out, with each person who is ready, what the new thing would change in their week, before any price. It is the first step of Service.
You are not there to persuade; you are there to understand what would make their week better. If you both can see their moment of value, the offer writes itself.
How to run it
One Workbench per person, agreed with them.
What you produce
The Workbench: listen before you offer. Work out with each person who's ready what the new thing would change in their week, before any price.
Examples
A letter for a classroom
A teacher who had answered the gift didn't want a letter for herself. She wanted one a month for her class, to read aloud on Fridays. The exploration found her moment of value, and it was not the one the team had designed for.
Where it goes wrong
- Pitching in disguiseIf you already know the answer, it isn't an exploration. Listen for the moment you didn't expect.
- Talking about the productTalk about their week. The product only matters where it changes it.
- Skipping to the priceA price before the value is clear is a number to argue about.
- Exploring with the unreadyPeople who were only being kind will be kind here too. Serve the ready ones.
What it hands on
The Promise turns what success means to them into an offer they can say yes to.