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Adrian Howard (@adrianh) Effective Customer
Interviewing
nuxcamp.uk
Hello!
You don’t have to 

copy the slides
http://slideshare.net/adrianh
Ask questions!
Eh?
I ♥ feedback
Swear jar is running…
Chatham House Rule
“When a meeting, or part thereof, is
held under the Chatham House Rule,
participants are free to use the
information received, but neither the
identity nor the affiliation of the
speaker(s), nor that of any other
participant, may be revealed”
Who are you?
Stand up!
(yes… you’re going to have to start doing stuff already)
A–B–C
A = Speaker

B = Interviewer

C = Observer
Speakers:
Shut your eyes…
Interviewers:
Ask the speaker about their
best restaurant experience.
Interviewers:
Do not take notes
Observers:
Watch what happens. 

Write observations down.
🕑

2 minutes
Reflection
Tip:
Drink
B = Speaker

C = Interviewer

A = Observer
Speakers:
Shut your eyes…
Interviewers:
Ask the speaker about their
best vacation experience.
Interviewers:
… and one more thing …
Interviewers:
After the first question – you
cannot speak again. Shhhhh!
Interviewers:
Do not take notes
Observers:
Watch what happens. 

Write observations down.
🕑

2 minutes
Reflection
http://en.wikipedia.org/wiki/File:Christopher_Macsurak_Fran_Lebowitz.jpg
– Fran Lebowitz
“The opposite of talking isn't listening

The opposite of talking is waiting”
Tip:
Use silence
Tip:
Pay attention to 

body language
C = Speaker

A = Interviewer

B = Observer
Speakers:
Shut your eyes…
Interviewers:
Talk with the speaker about how
they decorate & furnish their home.
Interviewers:
… and one more thing …
Interviewers:
After the 1st
question you only ask
“Can you tell me more about X?” 

(where X is something the speaker
has previously mentioned)
Interviewers:
Do not take notes
Observers:
Watch what happens. 

Write observations down.
🕑

4 minutes
Reflection
– Arthur Bloch
“Every clarification
breeds new questions”
Tip:
Reflect back what 

the speaker said
… and relax …
Why do we interview?
“If I had asked my
customers what they
wanted they would
have said a faster
horse”
http://commons.wikimedia.org/wiki/File:Henry_ford_1919.jpg
“If I had asked my
customers what they
wanted they would
have said a faster
horse”
– Henry Ford (did not say this)
http://commons.wikimedia.org/wiki/File:Henry_ford_1919.jpg
“If there is any one
secret of success, it
lies in the ability to
get the other person's
point of view and see
things from that
person's angle as well
as from your own”
– Henry Ford
What is an interview?
An interview is not a…	 quiz

	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 survey

	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 negotiation

	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 pitch

	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 date

	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 conversation
Rapport & Empathy
Learn new things
(In)validate

our assumptions
Who do you interview?
https://www.flickr.com/photos/artfulone/14206229674/sizes/l
https://www.flickr.com/photos/joncandy/5561310462
Tip:
Bribes
Tip:
Look for bored people
Go where your customers are
Tip:
Don’t look scary
Tip:
Go with somebody
Use your organisation
Tip:
Sales, Marketing & Support
Use social media
Intercept recruiting
Recruiters
How many?
–Bill Vaughan
“We learn something
every day, and lots of
times it's that what
we learned the day
before was wrong.”
Don’t just use interviews

for validation
buildlearn
measure
productdata
ideas
buildlearn
measure
productdata
ideas
buildlearn
measure
productdata
ideas
More interviewing tips…
Tip:
Be polite
Tip:
Ask open questions
Tip:
Avoid leading questions
Tip:
Avoid fortuneteller questions
Exercise time!
Today you found a startup!
Startup 1
Exploring exciting ways to create
a great experience eating out
Startup 2
Helping people have the
vacation of their dreams
Startup 3
Democratising professional
interior decoration
What do you want 

to find out?
🕑

Individually write down topics. 

One topic per post-it.
🕑

Group them as a team.

Then label groups.
🕑

Write questions 

for topic groups.
🕑

Write cross-cutting

questions
Reflection
A = Speaker

B = Interviewer

C = Observer
Interviewers
Gather info on your startup.

Think about the list of topics.
Interviewers & Observers
Try and note down the things
the speaker tells you
🕑

5 minutes
Tip:
• Silence & body language

• Reflect back

• Ask open questions

• Do not ask leading & fortuneteller questions
Reflection
Tip:
Observations vs Insights
Tip:
Interview in pairs
Tip:
Consider recording
B = Speaker

C = Interviewer

A = Observer
Tip:
• Silence & body language

• Reflect back

• Ask open questions

• Do not ask leading & fortuneteller questions

• Observations vs Insights
C = Speaker

A = Interviewer

B = Observer
Tip:
• Silence & body language

• Reflect back

• Ask open questions

• Do not ask leading & fortuneteller questions

• Observations vs Insights
Analysis & Synthesis
https://commons.wikimedia.org/wiki/File:Customer_journey_with_touchpoints_English.png
http://memegenerator.net/instance/54379154
You should interview 

your customers regularly
You should interview 

your customers regularly
You should interview 

your customers regularly
You should interview 

your customers regularly
You should interview 

your customers regularly
You should interview 

your customers regularly
STALK

before you

TALK

before you

SELL

before you

BUILD
Practice, practice, practice
Do retrospectives
http://trvrs.co/book
Questions?
Agile & Lean UX News — bit.ly/leanuxnews
Adrian Howard (@adrianh)

quietstars.com
“I get it you should too” — @tonytphd

“A treasure chest of recent lean &
agile material” — @davidpetersimon

“It’s one of the best newsletters out
there” — @LadiesThatUXATL

“You should subscribe” — @brownpf

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Effective Interviewing