Additional Resources for you to Explore
In these next two videos Blank discusses in more detail how to "get, keep, and grow" customers and how this process is really about customer relationships.

In How to Get Customers, Keep Them, and Attract Even More, Blank outlines two diagrams that depict a physical channel and a web-mobile channel.  He points out the two channels differ in how to acquire customers. The funnel diagrams in the video provide a visual understanding of how the customers get into your company, the life-cycle in how you retain the customer and the elements or techniques used that help to grow the customer base.

The next video:  Validation: Be Sure Your Startup Vision Isn't a Hallucination, Blank describes the four stages of customer validation.  In exploring the four stages, Blank points out the process allows the entrepreneur to reflect and pivot back to phase 1 and 2 if it seems clear the entrepreneur doesn't understand something about the customer segment or customer needs prior to investing heavily into scaling up spending for sales and marketing the product.

To sum it all up . . . in the new venture or start-up we’ve learned that customer acquisition is one aspect of finding and growing a customer base.

One of the most important steps that leads to growing the customer base is first getting to know the customer through customer discovery –which entails drawing-up or outlining what is known or supposed about the customer archetype, in other words what is similar about those customers.  Once we know the similarities we can then better target and create demand which will lead to acquiring those customers.

This entire discovery process is a “guess,” a hypothesis, –what now needs to be done is to test those guesses and our understanding of who we believe will be our customers before we take the next step of actually building the company.

Blank’s recommendations are to continue to test and experiment in customer discovery until you find something that is repeatable in the acquisition programs --stressing that this testing and discovery needs to be done by the founder until there is confidence and data to support the claims, assumptions and understanding of the customer archetype.

After we discover and validate the customer segment we then build on customer creation and only then do we start organizing the company structure.

The key to growing customers lies in thinking about it this way:
“What is the lifetime value of the customer and once we have the customer how do we keep them.”

"Getting customers is one thing, but keeping them takes work," according to Jiun-Lan Hsu's article “Key Success Factors in Catering Franchises" in The International Journal of Organizational Innovation (January 2013). Customer satisfaction is the biggest factor in having a successful business.

Some of the techniques Blank suggests for keeping and growing customers are in developing loyalty programs, newsletters or offering great customer support –these techniques can lead to cross-selling and up-selling, which helps in retaining customers.

The Lean approach to the customer discovery process is also being taught at major universities around the country, at the University of Michigan in Ann Arbor, they have employed the Lean approach in their program for Master of Entrepreneurship.  In this video see first-hand how U of M engineering students engage in customer development field work.

The University of New Hampshire has also adopted Blank’s methodology and approach to customer discovery, check out what UNHInnovation labs are doing –and here is a link to a “slideshare” developed at UNHInnovation labs using Blank’s approach to customer discovery methods.

Other institutions that are using Blank’s Lean methodology approach are:
National Science Foundation, the University of California at Berkeley and Columbia University.

The Lean approach is a “hot” topic . . .
Not only is Blank writing about it in major publications such as The Wall Street Journal, Forbes, Fortune and The Atlantic, but The Harvard Business Review has also featured Blank in this article from May 2013, Why the Lean Startup Changes Everything.

Early adopters of the Lean method were Brant Cooper and Patrick Vlaskovits.  They have written about their approach in the The Lean Entrepreneur, where they have recompiled methodology used in their professional careers and Blank’s Lean Startup methods, in this short YouTube clip they talk about their approach for new target markets and customer development based on customer needs –an important element of Blank’s customer discovery process.
And Finally . . .
The Lean approach uses the “Business Model Canvas” developed by Alexander Osterwalder and Yves Pigneur.

Take a closer look at the canvas the nine components of it: 
How to Draw a Business Model Canvas.