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Playbook

Customer discovery without starting with a calendar full of calls.

Use one voice question for a focused first round. Review the source material together, then book live interviews where follow-up will add depth.

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The short answer

Pick one sharp question about a past behavior and send it to a relevant group. Review the summaries, transcripts, and recordings as research material. Use live interviews when an answer needs probing.

The six steps

A practical sequence for a focused first round.

  1. 1

    Pick one sharp question

    Async voice works when the question is small. Ask about the last time the recipient ran into the problem you are exploring. "Tell me about the last time you tried to X" beats "Would you use Y". Past behavior gives you signal. Hypothetical preference does not.

  2. 2

    Choose a relevant group

    Start with people who recently experienced the problem you are exploring. Warm contacts can help you test the wording, but do not mistake an easy-to-reach group for a representative market sample.

  3. 3

    Create one Magic Link

    Use one link for one question. Respondents can record or write without a HeySpeak account. Add a calendar only when a live conversation would help.

  4. 4

    Send it like a real human

    Send a personal message that explains why this person is relevant and what you will do with the answer. Avoid a mail merge dressed up as research.

  5. 5

    Read the AI summaries first, audio second

    Scan the summaries for orientation, then read the transcripts together. Listen to the recording when exact wording or tone matters. Keep notes on repeated language and meaningful differences.

  6. 6

    Use live interviews for depth

    An asynchronous answer cannot support immediate probing. Invite selected respondents to a live interview when their answer raises new questions or the topic is sensitive and complex.

Question prompts that work

Borrow these. Each one anchors on a past event and invites a story.

  • Tell me about the last time you tried to [the job they hire your category for]. What did you do, and what got in the way?
  • What is the one thing in your week that takes way more time than it should?
  • Walk me through how you currently handle [problem area]. Where does it usually break?
  • If you could wave a wand and fix one thing about [domain], what would it be and why?

Keep going

Two more pages on the same problem from different angles.

ICP

For solo founders

The same playbook, but framed around validating a SaaS idea before you build it.

Comparison

Alternatives to discovery calls

Side-by-side: async voice, live calls, and text forms. When each one earns its place.

Common questions

How many customer interviews do I actually need?
There is no universal sample size. A few relevant answers can improve a question or expose a blind spot, but they do not validate a market. Recruit until you understand the important differences in the group you are studying, then test those findings with behavior and buying evidence.
Are async voice interviews valid research?
They are useful for a focused first round, especially when you want stories in the respondent's own words. They are not a complete replacement for live interviews because you cannot probe an unexpected answer in the moment.
What if my respondents do not have HeySpeak?
They do not need a HeySpeak account or app. The Magic Link opens in a supported browser and shows the question plus the response options you enabled.
How do I avoid leading questions over voice?
Same way you avoid them in live interviews: anchor on a past event, not a hypothetical future. "Tell me about the last time you..." forces a story. "Would you use a tool that..." invites confirmation bias. The voice format is neutral, the question framing is what counts.
Can I follow up on a voice answer?
Yes. Send a second focused question or invite the respondent to a live conversation. Choose the format based on how much probing the next question will need.

Run your first round this week.

Five free responses to start. No credit card.

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