Know Your Customer: Before You Burn More Ad Budget

By: Anna Khomenko

This episode tackles the expensive mistake that kills promising consumer tech startups entering the US market: launching without truly understanding their customers. Anna Khomenko and Victor Rockwell show founders how to build systematic feedback loops using preorder campaigns, customer panels, and AI-powered optimization to validate demand before burning through budgets on ineffective marketing.

In this episode of Startup Dials Podcast series we explore practical customer discovery strategies with Victor Rockwell, an experienced consultant who helps startups avoid costly market entry mistakes through data-driven customer insights.

Key Takeaways:

• Start with preorder campaigns to simultaneously test messaging, validate interest, and gather early feedback while generating initial revenue

• Build simple feedback systems using one-question surveys, heat maps, and email capture to maximize response rates and minimize friction

• Create customer champions panels early by recruiting engaged users with personal outreach and compensating participants ($50-75/hour works well)

• Use AI tools like ChatGPT to optimize landing pages, craft outreach emails, and script phone conversations - but always define the role you want AI to play

• Avoid friends and family feedback - they'll tell you what you want to hear, not what real customers actually think

Chapters:

[00:00] Introduction - Why US buyers are different from other markets

[03:27] Preorder campaigns as insight goldmines for early validation

[05:27] Building systematic feedback loops with simple tools

[06:14] Using one-question surveys for maximum response rates

[07:22] Creating community spaces on Reddit and Facebook groups

[08:22] Setting up customer champions panels with real compensation [10:58] Recruiting engaged users through personal outreach strategies

[13:10] Why friends and family feedback sabotages real insights

[13:50] ChatGPT prompts for conversion optimization and outreach

[15:22] Scripting phone calls and email sequences with AI assistance

[19:30] Setting proper AI roles for better responses

[20:22] Wrap-up and next episode preview on engagement strategies

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https://www.linkedin.com/in/avkhomenko/

https://www.startupdials.com