Customer Acquisition and Archetypes

07/28/2016 09:06 to watch
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Now the question is, how do you acquire customers? Customer acquisition is the first part of the cycle of selling customers -- getting customers. Archetypes can help you figure out where to find them.

Suggested Readings

Founders School || The Lean Approach || Customer Acquisition and Archetypes || Impact Guide (PDF).

Blank, Steve and Bob Dorf. The Startup Owner's Manual. The Step-by-Step Guide for Building a Great Company. Pescadero, CA: K&S Ranch, 2012. Pages 93 - 97.

Blank, Steve. Blog Post. "Ardent War Story 4: You Know You’re Getting Close to Your Customers When They Offer You a Job."

Blank, Steve. Blog Post. "Ardent 2: Get Out of My Building”.

Blank, Steve. Stanford Entrepreneurship Corner, Video. Intimate Customer Understanding.

Questions for You

What do I know about my customers?

What knowledge do I lack?

Did customers find us where we thought they would?

Questions for Your Team

What do we know about our customers?

What knowledge do we lack?

Where can we gather more information?

Did our customers find us where we thought they would?

Tools and Exercises

Draw a day in the life of your customer. Learn everything you can about them -- from the time they get up, to the time they go to bed. What do they read? What kind of car do they drive? Where to they shop?

Blank, Steve. Founders Workbook. A companion to the Startup Owner’s Manual. (Website:

Blank, Steve. Intimate Customer Understanding.

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