N\u1ebfu b\u1ea1n mu\u1ed1n t\u0103ng c\u01a1 h\u1ed9i th\u00e0nh c\u00f4ng c\u1ee7a c\u00f4ng ti kh\u1edfi nghi\u1ec7p, b\u1ea1n c\u1ea7n ph\u1ea3i c\u00f3 kh\u00e1ch h\u00e0ng th\u1eadm ch\u00ed tr\u01b0\u1edbc khi x\u00e2y d\u1ef1ng s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n. B\u1eb1ng vi\u1ec7c \u0111i v\u00e0 n\u00f3i chuy\u1ec7n v\u1edbi kh\u00e1ch h\u00e0ng “ti\u1ec1m n\u0103ng”, b\u1ea1n s\u1ebd bi\u1ebft nhi\u1ec1u h\u01a1n v\u1ec1 nhu c\u1ea7u c\u1ee7a h\u1ecd v\u00e0 th\u1ecb tr\u01b0\u1eddng. Kh\u00e1ch h\u00e0ng c\u0169ng c\u00f3 th\u1ec3 cho b\u1ea1n bi\u1ebft li\u1ec7u \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n l\u00e0 t\u1ed1t hay kh\u00f4ng v\u00e0 li\u1ec7u h\u1ecd c\u00f3 mua s\u1ea3n ph\u1ea9m \u0111\u00f3 hay kh\u00f4ng. B\u1eb1ng vi\u1ec7c n\u00f3i v\u1edbi th\u1eadt nhi\u1ec1u kh\u00e1ch h\u00e0ng h\u1ebft m\u1ee9c c\u00f3 th\u1ec3, b\u1ea1n c\u00f3 th\u1ec3 nh\u1eadn di\u1ec7n ch\u1ee9c n\u0103ng n\u00e0o s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n ph\u1ea3i c\u00f3. Kh\u00f4ng g\u00ec t\u1ed1t h\u01a1n l\u00e0 c\u00f3 kh\u00e1ch h\u00e0ng n\u00f3i cho b\u1ea1n \u0111i\u1ec1u h\u1ecd mu\u1ed1n v\u00e0 kh\u00f4ng mu\u1ed1n \u0111\u1ec3 cho b\u1ea1n c\u00f3 th\u1ec3 c\u00f3 \u00fd t\u01b0\u1edfng r\u00f5 r\u00e0ng v\u1ec1 c\u00e1i g\u00ec c\u1ea7n x\u00e2y d\u1ef1ng, tr\u01b0\u1edbc khi vi\u1ebft m\u1ed9t d\u00f2ng m\u00e3.<\/p>\n
Nh\u01b0ng b\u1ea1n n\u00f3i chuy\u1ec7n th\u1ebf n\u00e0o v\u1edbi kh\u00e1ch h\u00e0ng? S\u1ef1 ki\u1ec7n l\u00e0 b\u1ea1n kh\u00f4ng n\u00f3i nhi\u1ec1u m\u00e0 ch\u1ec9 L\u1eaeNG NGHE. \u0110i\u1ec1u \u0111\u00f3 c\u00f3 th\u1ec3 phi logic v\u00ec ph\u1ea7n l\u1edbn c\u00e1c nh\u00e0 doanh nghi\u1ec7p \u0111\u1ec1u th\u00edch n\u00f3i v\u1ec1 \u00fd t\u01b0\u1edfng c\u1ee7a h\u1ecd ch\u1ec9 \u0111\u1ec3 x\u00e1c nh\u1eadn r\u1eb1ng h\u1ecd l\u00e0 \u0111\u00fang v\u00e0 \u00fd t\u01b0\u1edfng c\u1ee7a h\u1ecd l\u00e0 l\u1edbn. Nh\u01b0ng \u0111\u00f3 l\u00e0 sai l\u1ea7m l\u1edbn, v\u00e0 sinh vi\u00ean c\u1ee7a t\u00f4i th\u01b0\u1eddng h\u1ecdc v\u1ec1 \u0111i\u1ec1u n\u00e0y sau v\u00e0i tu\u1ea7n. Sinh vi\u00ean theo b\u1ea3n ch\u1ea5t l\u00e0 ng\u01b0\u1eddi l\u1ea1c quan, cho n\u00ean khi kh\u00e1ch h\u00e0ng m\u1ec9m c\u01b0\u1eddi v\u00e0 g\u1eadt \u0111\u1ea7u, h\u1ecd tin r\u1eb1ng kh\u00e1ch h\u00e0ng th\u00edch \u00fd t\u01b0\u1edfng c\u1ee7a h\u1ecd. T\u00f4i gi\u1ea3i th\u00edch cho sinh vi\u00ean: \u201cKhi kh\u00e1ch h\u00e0ng kh\u00f4ng h\u1ecfi c\u00e2u h\u1ecfi n\u00e0o, \u0111i\u1ec1u \u0111\u00f3 c\u00f3 ngh\u0129a l\u00e0 h\u1ecd kh\u00f4ng quan t\u00e2m v\u1ec1 \u0111i\u1ec1u c\u00e1c em n\u00f3i v\u00e0 ch\u1ec9 mu\u1ed1n c\u00e1c em \u0111i. \u0110\u1eebng ph\u1ea1m sai l\u1ea7m khi h\u1ecd g\u1eadt \u0111\u1ea7u \u0111\u1ed3ng \u00fd v\u00ec h\u1ecd ch\u1ec9 mu\u1ed1n t\u1eed t\u1ebf \u0111\u1ec3 cho c\u00e1c em kh\u00f4ng l\u00e0m qu\u1ea5y r\u1ea7y h\u1ecd th\u00eam n\u1eefa.\u201d Khi b\u1ea1n n\u00f3i, cho d\u00f9 v\u1edbi nhi\u1ec7t t\u00ecnh v\u1ec1 \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n, b\u1ea1n bu\u1ed9c h\u1ecd ph\u1ea3i l\u1eafng nghe \u0111i\u1ec1u b\u1ea1n n\u00f3i. Nh\u01b0ng ph\u1ea7n l\u1edbn kh\u00e1ch h\u00e0ng \u0111\u1ec1u b\u1eadn r\u1ed9n, cho n\u00ean h\u1ecd ch\u1ec9 b\u1ea3o b\u1ea1n r\u1eb1ng \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n l\u00e0 hay \u0111\u1ec3 g\u1ea1t b\u1ea1n ra. Trong tr\u01b0\u1eddng h\u1ee3p \u0111\u00f3, b\u1ea1n kh\u00f4ng hi\u1ec3u \u0111\u01b0\u1ee3c v\u1ea5n \u0111\u1ec1 c\u1ee7a h\u1ecd v\u00e0 \u0111i\u1ec1u h\u1ecd c\u1ea7n. Nh\u01b0ng n\u1ebfu b\u1ea1n n\u00f3i \u00edt v\u00e0 bi\u1ebft c\u00e1ch l\u1eafng nghe m\u1ed1i quan t\u00e2m c\u1ee7a h\u1ecd, b\u1ea1n s\u1ebd ng\u1ea1c nhi\u00ean h\u1ecd s\u1ebd n\u00f3i cho b\u1ea1n nhi\u1ec1u l\u00e0m sao v\u1ec1 v\u1ea5n \u0111\u1ec1 c\u1ee7a h\u1ecd.\u00a0 V\u00e0 khi h\u1ecd bi\u1ebft r\u1eb1ng b\u1ea1n mu\u1ed1n gi\u1ea3i quy\u1ebft v\u1ea5n \u0111\u1ec1 c\u1ee7a h\u1ecd, h\u1ecd s\u1ebd n\u00f3i cho b\u1ea1n m\u1ecdi th\u1ee9, v\u00e0 \u0111i\u1ec1u h\u1ecd c\u1ea7n.\u00a0 \u0110\u00f3 l\u00e0 l\u00ed do t\u1ea1i sao m\u1ecdi sinh vi\u00ean c\u00f4ng ti kh\u1edfi nghi\u1ec7p ph\u1ea3i h\u1ecdc c\u00e1ch l\u1eafng nghe v\u00ec \u0111\u00f3 l\u00e0 c\u01a1 h\u1ed9i t\u1ed1t nh\u1ea5t \u0111\u1ec3 c\u00f3 \u0111\u01b0\u1ee3c y\u00eau c\u1ea7u \u0111\u00fang cho s\u1ea3n ph\u1ea9m.\u00a0 B\u1eb1ng vi\u1ec7c hi\u1ec3u nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng v\u00e0 x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 t\u1ed1t v\u1edbi h\u1ecd t\u1eeb s\u1edbm, sinh vi\u00ean s\u1ebd c\u00f3 kh\u00e1ch h\u00e0ng, ng\u01b0\u1eddi kh\u00f4ng ch\u1ec9 s\u1eb5n l\u00f2ng mua s\u1ea3n ph\u1ea9m m\u00e0 c\u00f2n s\u1eb5n l\u00f2ng h\u1ed7 tr\u1ee3 cho vi\u1ec7c ph\u00e1t tri\u1ec3n s\u1ea3n ph\u1ea9m.<\/p>\n
Trong ph\u00e1t tri\u1ec3n ph\u1ea7n m\u1ec1m, c\u00e1c y\u00eau c\u1ea7u k\u00e9m c\u00f3 th\u1ec3 l\u00e0m h\u1ecfng d\u1ef1 \u00e1n. L\u00e0 c\u00f4ng ti kh\u1edfi nghi\u1ec7p, c\u00e1ch ti\u1ebfp c\u1eadn n\u00e0y b\u1eb1ng vi\u1ec7c h\u1ecfi kh\u00e1ch h\u00e0ng cung c\u1ea5p y\u00eau c\u1ea7u r\u00f5 r\u00e0ng v\u1ec1 c\u00e1ch ph\u00e1t tri\u1ec3n s\u1ea3n ph\u1ea9m m\u00e0 kh\u00e1ch h\u00e0ng mu\u1ed1n. Thay v\u00ec x\u00e2y d\u1ef1ng c\u00e1i g\u00ec \u0111\u00f3 d\u1ef1a tr\u00ean \u0111i\u1ec1u nh\u00e0 doanh nghi\u1ec7p ngh\u0129 h\u1ecd c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng v\u00e0 c\u1ed1 b\u00e1n v\u1ec1 sau, nh\u00e0 doanh nghi\u1ec7p bi\u1ebft kh\u00e1ch h\u00e0ng s\u1ebd mua g\u00ec, bao nhi\u00eau ng\u01b0\u1eddi trong s\u1ed1 h\u1ecd s\u1ebd mua, v\u00e0 h\u1ecd s\u1ebd tr\u1ea3 bao nhi\u00eau cho n\u00ean nh\u00e0 doanh nghi\u1ec7p c\u00f3 th\u1ec3 l\u00e0m gi\u1ea3m r\u1ee7i ro ph\u00ed th\u1eddi gian, n\u1ed7 l\u1ef1c v\u00e0 ti\u1ec1n b\u1ea1c.<\/p>\n
Khi sinh vi\u00ean c\u1ee7a t\u00f4i c\u00f3 danh s\u00e1ch kh\u00e1ch h\u00e0ng, nhi\u1ec1u ng\u01b0\u1eddi c\u00f3 th\u1ec3 ti\u1ebfp c\u1eadn t\u1edbi nh\u00e0 \u0111\u1ea7u t\u01b0 \u0111\u1ec3 ki\u1ebfm t\u00e0i tr\u1ee3 cho c\u00f4ng ti kh\u1edfi nghi\u1ec7p c\u1ee7a h\u1ecd. Ph\u1ea7n l\u1edbn c\u00e1c nh\u00e0 \u0111\u1ea7u t\u01b0 bao gi\u1edd c\u0169ng h\u1ecfi c\u00f9ng c\u00e2u h\u1ecfi: \u201c\u00d4ng c\u00f3 kh\u00e1ch h\u00e0ng kh\u00f4ng? Bao nhi\u00eau kh\u00e1ch? H\u1ecd s\u1eb5n l\u00f2ng tr\u1ea3 bao nhi\u00eau ti\u1ec1n? V\u00e0 n\u00f3 t\u1ed1n ph\u00ed bao nhi\u00eau v\u00e0 \u00f4ng c\u00f3 th\u1ec3 l\u00e0m ra bao nhi\u00eau l\u1ee3i nhu\u1eadn?”\u00a0 N\u1ebfu h\u1ecd tr\u1ea3 l\u1eddi nh\u1eefng c\u00e2u h\u1ecfi n\u00e0y m\u1ed9t c\u00e1ch r\u00f5 r\u00e0ng v\u00e0 ch\u00ednh x\u00e1c, ph\u1ea7n l\u1edbn \u0111\u1ec1u nh\u1eadn \u0111\u01b0\u1ee3c t\u00e0i tr\u1ee3 TR\u01af\u1edaC KHI h\u1ecd th\u1eadm ch\u00ed ho\u00e0n th\u00e0nh s\u1ea3n ph\u1ea9m. V\u00e0 \u0111\u00e2y l\u00e0 c\u00e1ch t\u00f4i d\u1ea1y c\u00f4ng ti kh\u1edfi nghi\u1ec7p t\u1ea1i Carnegie Mellon.<\/p>\n
<\/p>\n
—English version—<\/p>\n
<\/p>\n
How I teach Startup part 3<\/p>\n
If you want to increase your chances of startup success, you need to have customers even before building your product. By go out and talk with \u201cpotential\u201d customers, you will learn more about their needs and the market. The customers can also let you know whether your idea is good or not and whether they will buy the product or not. By talking to as many customers, as possible, you can identify what function your product must have. Nothing is better than having customers tell you what they want and do not want so you can have a clear idea of what to build, before writing a single line of code.<\/p>\n
But how do you talk to customers? The fact is you do not talk much but just LISTEN. It may be illogical because most entrepreneurs love to talk about their idea just to confirm that they are right and their idea is great. But that is a big mistake, and my students often learn about this after a few weeks. Students by nature are optimists, so when the customers smile and nod their heads, they believe that customers like their idea. I explained to students: \u201cWhen customers do not ask any question, it means they do not care about what you say and just want you to leave. Do not make a mistake when they nod their head in agreement because they just want to be nice so you do not bother them anymore.\u201d When you talk, even with your enthusiastic about your idea, you force them to listen to what you say. But most customers are busy, so they just tell you that your idea is great to get rid of you. In that case, you fail to understand their problems and what they need. But if you talk less and learn how to listen to their concern, you will be surprised how much they will tell you about their problems.\u00a0 And when they know that you want to solve their problems, they will tell you everything, and what they need.\u00a0 That is why all my startup students must learn how to listen because it is the best opportunity to get the right requirements for the product.\u00a0 By understanding the customers\u2019 needs and build a good relationship with them early, they will have customers who not only willing to buy the product but also willing to support the development of the product.<\/p>\n
In software development, bad requirements can ruin a project. As a startup, this approach by asking customers provide clear requirements on how to develop the product that customers want. Instead of building something based on what the entrepreneurs think they can build and try to sell later, the entrepreneurs know what customers will buy, how many of them will buy, and how much they will pay so the entrepreneurs can reduce the risk of wasting time, effort and money.<\/p>\n
When my students have a list of customers, many can approach investors to get funding for their startup. Most investors are always asking the same questions: \u201cDo you have customers? How many? How much are they willing to pay? And how much does it cost and how much profit you can make?\u00a0 If they answer these questions clearly and accurately, most receive funding BEFORE they even complete the product And this is how I teach startup at Carnegie Mellon.<\/p>\n
<\/p>\n
<\/p>\n","protected":false},"excerpt":{"rendered":"
N\u1ebfu b\u1ea1n mu\u1ed1n t\u0103ng c\u01a1 h\u1ed9i th\u00e0nh c\u00f4ng c\u1ee7a c\u00f4ng ti kh\u1edfi nghi\u1ec7p, b\u1ea1n c\u1ea7n ph\u1ea3i c\u00f3 kh\u00e1ch h\u00e0ng th\u1eadm ch\u00ed tr\u01b0\u1edbc khi x\u00e2y d\u1ef1ng … <\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16],"tags":[],"class_list":["post-5206","post","type-post","status-publish","format-standard","hentry","category-nha-doanh-nghiep"],"_links":{"self":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts\/5206","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=5206"}],"version-history":[{"count":1,"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts\/5206\/revisions"}],"predecessor-version":[{"id":5207,"href":"https:\/\/science-technology.vn\/index.php?rest_route=\/wp\/v2\/posts\/5206\/revisions\/5207"}],"wp:attachment":[{"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=5206"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=5206"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/science-technology.vn\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=5206"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}