Generador de Preguntas para Entrevistas con Clientes

Here is your 15-question customer interview guide, designed to extract behavioral truth over polite fiction. --- **Section 1: Current Workflow & Context (Warm-up)** **Q1:** Walk me through the last time you encountered [PROBLEM SCENARIO]. What was the very first thing you did? - **What you learn:** The trigger point and the immediate, instinctive action. This reveals the starting point of their workflow and whether they even recognize the problem as a discrete event. **Q2:** What tools, people, or manual processes are currently involved in getting this done? - **What you learn:** The full ecosystem of their current solution. You are mapping the "stack" they use, which reveals integration points and friction. If they mention a person, you learn about dependency and collaboration. **Q3:** How often does this situation come up, and how much time do you typically lose to it? - **What you learn:** The frequency and severity of the pain. This is a quantitative anchor. If they say "rarely," your assumption about urgency is wrong. If they say "every day," you have a high-value problem. --- **Section 2: Assumption Testing (Behavioral, Not Attitudinal)** **Q4:** Think about the last time you finished this task. What did "done" look like, and what did you do immediately after? - **What you learn:** The definition of success and the emotional state at completion. If they immediately move on to something else, the task is a chore. If they celebrate or share it, it's a core part of their identity. **Q5:** Tell me about a time you tried to fix this process yourself. What did you try, and why did you stop or keep going? - **What you learn:** Their level of agency and technical skill. This tests [ASSUMPTION 1] (that they are capable of solving it) and reveals their threshold for effort. If they built a complex spreadsheet, they are motivated but resource-constrained. **Q6:** What is the most frustrating part of this process for you personally? (Not for your team, for *you*.) - **What you learn:** The emotional pain point. This uncovers the "job" they are hiring your product to do. It might be "avoid looking incompetent" rather than "save time." This directly tests your value proposition. **Q7:** What happens if this doesn't get done on time? What is the ripple effect? - **What you learn:** The consequences of failure. This reveals the stakes. If the consequence is a missed deadline, they care about speed. If it's a lost client, they care about reliability. This tests [ASSUMPTION 2] about the primary benefit. **Q8:** Who else in your company/team struggles with this? How do you know they struggle with it? - **What you learn:** The social proof and the breadth of the problem. This tests [ASSUMPTION 3] about the target customer. If they say "everyone," you have a systemic issue. If they say "no one," your target might be too narrow. --- **Section 3: Financial & Workaround Deep-Dive** **Q9:** You mentioned you use [WORKAROUND TOOL]. What does that cost you per month/year, including your time to manage it? - **What you learn:** The explicit and hidden costs of the status quo. This is your pricing anchor. They will likely only mention the subscription fee, but you are listening for the "time tax" they pay to maintain the workaround. **Q10:** Have you ever paid for a tool to solve this before? What happened? - **What you learn:** Their purchase history and churn triggers. This reveals if they are a "serial buyer" or a "reluctant buyer." If they bought something and stopped, you learn the exact feature or experience that caused the abandonment. --- **Section 4: Trap Questions (Polite vs. Honest)** **Q11:** *Trap*: "That sounds like a solid process. If you had a magic wand, what would you change about it?" - **What you learn:** This is a trap because it invites a "wish list" answer. If they say "nothing, it's fine," they are being polite or the pain is low. If they give a specific, detailed change, they are engaged. The *specificity* of the answer is the signal, not the content. **Q12:** *Trap*: "If I gave you a prototype of a tool that did [CORE FUNCTION] perfectly, would you use it tomorrow?" - **What you learn:** This is a trap because it's a hypothetical "yes" question. A polite "yes" is worthless. You are listening for the *hesitation* or the *conditional* answer. If they say "Yes, but I'd need..." they are honest. If they say "Yes, definitely!" without hesitation, they are likely being nice. **Q13:** *Trap*: "What is the worst part of your job that you would never want to automate?" - **What you learn:** This is a reverse trap. It exposes what they *enjoy* doing. If they say "I love the manual analysis," then your product is automating a hobby, not a pain. If they say "I hate the data entry," you have found a true pain point. This validates that you are solving a problem, not removing a pleasure. --- **Section 5: Closing & Validation** **Q14:** If you were to solve this today, what would you need to have in place to feel confident it worked? - **What you learn:** Their success criteria and adoption barriers. This is not a feature request; it's a trust requirement. They might say "I need to see it work with my data" or "I need my boss to approve it." This tells you about the sales cycle and implementation hurdles. **Q15:** Is there anything else you think I should have asked me about this topic? - **What you learn:** The blind spots in your interview guide. This is a meta-question that often reveals the *real* problem they are thinking about but didn't feel comfortable bringing up. It also signals that you are a good listener, which encourages more honesty.

Generador de Preguntas para Entrevistas con Clientes

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