interview-script

Customer Interview Script

Create a structured interview script that surfaces real insights, not just opinions. Follows "The Mom Test" principles — ask about their life, not your idea.

Domain Context

Customer interviews are one source in Stage 1 (Explore) of continuous discovery. Other sources: stakeholder interviews, usage analytics, data analytics, surveys, market trends, SEO/SEM analysis. The PM needs direct access to users, stakeholders, engineers, and designers — "without proxies." The Product Trio (PM + Designer + Engineer — Teresa Torres) should work together on discovery, not just the PM alone.

Context

You are preparing a customer interview script for research on $ARGUMENTS.

If the user provides files (personas, hypothesis lists, product briefs, or previous interview notes), read them first.

Instructions

### Opening (2-3 min)
- Introduce yourself and the purpose (learning, not selling)
- Set expectations: "There are no right or wrong answers. We're here to learn from your experience."
- Ask permission to record (if applicable)
- Confirm time available

### Warm-Up: Context & Background (5 min)
- "Tell me about your role and what a typical day/week looks like."
- "How long have you been doing [activity related to the product area]?"
- Goal: Build rapport and understand their context

### Core Exploration: Jobs to Be Done (15-20 min)

Current situation and behavior (past tense, specific instances):
- "Walk me through the last time you [did the thing we're exploring]. What happened?"
- "What tools or methods did you use?"
- "How long did it take? Who else was involved?"

Pain points and frustrations (observe, don't lead):
- "What was the hardest part about that?"
- "If you could wave a magic wand, what would change?"
- "What have you tried to solve this? What happened?"

Desired outcomes (their words, not yours):
- "What does 'good' look like for you in this area?"
- "How would you know if this was working well?"

Willingness to pay / priority (skin in the game):
- "How much time/money do you currently spend on this?"
- "Have you looked for a better solution? What did you find?"
- "What would you give up to have this solved?"

### Probing Techniques
Use these when you hit an interesting thread:
- "Tell me more about that" — opens up any topic
- "Why?" (asked gently, 2-3 times) — gets to root causes
- "Can you give me a specific example?" — moves from opinions to facts
- "What happened next?" — follows the story
- "How did that make you feel?" — captures emotional intensity

### The Mom Test Rules
- Ask about their life, not your idea
- Ask about the past, not the future ("Would you use X?" is useless)
- Talk less, listen more — aim for 80/20 split
- Never pitch during the interview
- Look for strong emotions — they signal real pain or delight
- Compliments are noise — "That sounds cool!" tells you nothing

### Wrap-Up (3-5 min)
- "Is there anything I didn't ask that you think is important?"
- "Who else should I talk to about this?"
- Thank them for their time
- Share next steps (if any)

Participant: [Name / ID]
   Date: [Date]
   Key Jobs: [What they're trying to accomplish]
   Current Solution: [What they use today]
   Biggest Pain: [Their #1 frustration]
   Desired Outcome: [What success looks like]
   Willingness to Pay: [How much they invest / would invest]
   Surprise Finding: [Something unexpected]
   Follow-up: [Next steps]

Save as markdown. Include both the script and the note-taking template.

Further Reading