Marketing and Sales for Startups

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Global cleantech entrepreneur Bryan Guido Hassin presents a high level overview of marketing and sales considerations in the lean startup process. This presentation is part of a 10-week program in entrepreneurship taught at Rice Unversity.

Text of Marketing and Sales for Startups

  • 1. Marketing & Sales 2013-07-03 Bryan Guido Hassin Entrepreneur In Residence

2. With product-market fit, how to connect the two? Guess Guess Valid Guess Guess Valid Guess GuessGuess 2 3. Optimize channels to get, keep, and grow your customers 3 http://web-books.com 4. Online models may use different channels for users and payers 4 5. Branding creates an emotional connection http://matthewsonmarketing.com 5 6. Only three things are important in branding 1. Consistency 2. Consistency 3. Consistency 6 7. Patrick Talleys 8 Commandments of Sales 1. Sales is a process 2. A sale is alive 3. Balance the sales triangle 4. ABP: Always Be Prepared 5. Sales happen between people 6. Know thy audience 7. STFU and listen 8. Sales are driven by trust 7 8. 1. Sales is a process Not black magic 8 9. 2. A sale is alive Potential Sale Attention Love Nourishment Sale 9 10. 3. Balance the sales triangle Sale You CustomerEmployer Over- or under-serve one stakeholder and risk the entire sale 10 11. 4. ABP: Always Be Prepared Know whom you need to reach Know how they can help you Be prepared with this information in case you meet them unexpectedly, they return your call at an odd time, etc. 11 12. 5. Sales happens between people, not robots *People are irrational Sales *Fear of loss > Desire for gain 12 13. 6. Know thy audience VP1 VP2 VP3 Core Value Proposition 1 2 3 13 14. 6. Know thy audience Source: Geoffrey Moore Different value propositions are required for each phase 14 15. 7. STFU and listen *Ask open questions to get your client talking 15 16. 8. Sales are driven by trust People buy from people they trust, not from people they like Trust takes time to build I dont know builds trust An honest mistake can be forgiven Your name will be the only consistent item on your biz cards throughout your career so use it with integrity 16 17. Marketing & Sales 2013-07-03 Bryan Guido Hassin Entrepreneur In Residence