Transcript
Page 1: Lean Marketing and Growth Hacking for Start Ups

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A start up wet dream.

Page 2: Lean Marketing and Growth Hacking for Start Ups

© Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.

• Everyone gets you• Everyone loves you and wants to

make babies with you• Everyone asks if they can refer

friends to you• Everyone thinks of you first,

everyday• Everyone pays you top dollar for

zero marketing spend• Everyone points to you as the

definitive customer lifetime model

Page 3: Lean Marketing and Growth Hacking for Start Ups

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The reality is

• No one knows you• No one has the time to listen to you

explain what you do • No one cares about you...yet• No one wants to buy what you sell...yet

Page 4: Lean Marketing and Growth Hacking for Start Ups

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Think - Simple - Focused - Flexible

Page 5: Lean Marketing and Growth Hacking for Start Ups

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The Lean Marketing Funnel & Growth Hacking

Page 6: Lean Marketing and Growth Hacking for Start Ups

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The start up mind set is often a sprint

Get Traffic - Get Users - Profit

Page 7: Lean Marketing and Growth Hacking for Start Ups

© Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.

But when it bottlenecks at converting traffic into users...

Page 8: Lean Marketing and Growth Hacking for Start Ups

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...that is how you end up in Nousersville!

Page 9: Lean Marketing and Growth Hacking for Start Ups

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One of the most common start up problems:

Plenty of people pass through but no one stays

Page 10: Lean Marketing and Growth Hacking for Start Ups

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Map your flow

From visitors to active users

Page 11: Lean Marketing and Growth Hacking for Start Ups

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Understand the different user states (What do they need)Your job is to get users from one state to the nextUse growth hack events as stage kickers

Page 12: Lean Marketing and Growth Hacking for Start Ups

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It might look like this

Growth Hack Event

Get Traffic

Growth Hack Event

Get Users

Growth Hack Event

Get Profits

Page 13: Lean Marketing and Growth Hacking for Start Ups

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Using AARRR with Growth Hack

Acquisition ActivationRetentionReferralRevenue

Page 14: Lean Marketing and Growth Hacking for Start Ups

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Acquisition (generating traffic)

Do a growth hack around ‘Discovery’

Who are your target users? If there is more than one user type, remember different fish require different bait! How will people find you and tell other people about you? Design features, pages and content with sharing in mind. What is their route back to you? Can you cluster with partner technologies?Channel strategy - media, message, viral,

Page 15: Lean Marketing and Growth Hacking for Start Ups

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Activation

If your not getting enough activations you don’t need more traffic. You need to Growth Hack around converting visitors to active users.

Low or no barrier to experience / trialSign up (Getting the visitor to follow your lead to the sign up page) The trade off (Their email address for...) What is currency to the user? What can you give them that costs you nothing but they would value?How many touches before they bite?

Page 16: Lean Marketing and Growth Hacking for Start Ups

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Retention

Completeness tools (Helps you discover user commitment like Linkedin progress, Counter in Dropbox etc.) Help users get the most out of your featuresReason to stay put (Stickiness within the core product)Stick with core metrics for now, measure visitors / activations / revenues

Page 17: Lean Marketing and Growth Hacking for Start Ups

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Referral

Build a referral hack - Inside or outside the core product? (Dropbox Free space for, Zoho mail, Evernote) Create repeat user value (The more you use it the more you get from it) Clusters with other platforms and partners WOM

Page 18: Lean Marketing and Growth Hacking for Start Ups

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Revenue

Subscription / Licensing Business Development Lead generationAdvertising Up selling / Cross selling

Page 19: Lean Marketing and Growth Hacking for Start Ups

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Final words

Hire a growth hacker or build a growth team focused on achieving clear goalsGrowth teams are across the business functions Try and shortcut the funnel (Faster, cheaper, greater revenue potential). If you can go from acquisition to revenue in less steps than your competition you'll boss the market

Page 20: Lean Marketing and Growth Hacking for Start Ups

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Thoughts on Lean Marketing and Growth Hacking.

@outofthepark_


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