Vulnerability unlocks deeper customer insights

You need to be vulnerable. I would be very open and honest with where you are. Hey, I'm an early stage startup. We have a lot to learn. Can we kind of gain your insight into how this problem is manifesting on your side?

If you tell them you have a fully baked, ready to go product, they're not going to give you honest feedback. When you're vulnerable and when you tell them it's not fully built yet, even if it is, you will get more raw and honest feedback.

If you were in my shoes, how would you approach this? I call that the golden question. It's such a creative question. It really opens the conversation.

Questions that start with what, when, where, how. Stay away from why.