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The business part of running a startup isn't easy. Many founders struggle with startup marketing and startup sales in an environment where budgets are tight, and there are too many potential tactics to choose from. In my experience there are 2 things that startups need to understand to build a foundation for great sales and marketing.
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The Only 2 Things You Need to Know Be Awesome at Startup Sales & Marketing
April Dunford rocketwatcher.com @aprildunford
Business Model A Startup is an organization formed to search for a repeatable and scalable
Steve Blank
Sales & Marketing Make a Startup a Business
The Business Side of Startups is Hard
Questions Google Can Answer
How do I increase blog traffic?
How do I run a better event?
How do I convert more trials to paid
customers?
How do we improve sales effectiveness?
How do I create better content?
How to I build a better landing page?
How do I get more followers on Twitter?
How do I get more customer references?
How do I get more email signups?
How do I improve SEO?
How do I write better ad copy?
How do I build a better product demo?
Questions Google Can’t Answer
What Tactics are Right for My Business?
How Do I Tailor Tactics for My Business?
Am I Maximizing the Revenue I Get for the Marketing and Sales I’m Doing?
There are Only 2 Things You Need to Know
1 The Difference Between a Great Marketer and
A JACKASS Is Knowing Who to Market To
with
Stuff They Want
People
Marketing is The Art of Connecting
with
Stuff They Want
People
Marketing is The Art of Connecting
(Forgetting this part makes you
a jackass)
What are the Characteristics of Folks that Love My Stuff?
Company Characteristics
Geographic location
Skill Level Business Model
Characteristics
Job Roles
Other Products They Use
Demographics Purchase Channel
Education Regulatory Environment
Budget Size
Business Restrictions
What is it About my Stuff That They Love?
What is The Best Way to Communicate with Them?
Social Media Blogs
Magazines Face to Face
IM
Sponsorships Phone
Events Television/Radio
Tradeshows
Industry Associations
2 The Difference Between a Great Sales Person and
A JACKASS Is Knowing How Customers Buy
How Customers Buy
No Need Need Eval. Buy Enjoy Re-new
Everything is Good here
I get that I might need something but not right now
I need something but I’m not sure exactly what
I want to buy your stuff. Please sell it to me
I am using your stuff and I like it
I need your stuff and will continue to need it
How Customers Buy
No Need Need Eval. Buy Enjoy Re-new
Everything is Good here
I get that I might need something but not right now
I need something but I’m not sure exactly what
I want to buy your stuff. Please sell it to me
I am using your stuff and I like it
I need your stuff and will continue to need it
Attempting to close a sale here Makes you a Jackass
Different Needs at Different Stages
No Need Need Eval. Buy Enjoy Re-new
Education on why there is a problem
Education on the cost of not solving the problem
Understand how offerings are different
Know how to buy and that buying will be easy
Know how to deploy, use and see the value of the solution
Know that life would be bad without the solution
DIFFICULT Hey April, this sounds
You Cannot Survey Your Way to Customer Knowledge
Customers Have Different Needs At Different Stages
No Need Need Eval. Buy Enjoy Re-new
Educate on the problem they can’t see
Educate on the value of addressing the problem
Teach them why your solution is better than others
Show them that buying from you is easy
Help them get the most of the solution
Don’t give them a reason to break up with you
Click here: April Dunford @aprildunford Rocketwatcher.com
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