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Today’s presenters
Anita AndrewsVP Customer
SuccessRJMetrics
@agarimella
Tommy WalkerEditor-in-Chief
The Shopify Plus Blog@tommyismyname
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1. How can I get in front of real people?
2. How can I get them to purchase from me again as quickly as
possible?
3. How do I get that customer to purchase a third, and fourth time?
4. How can I leverage my most loyal customers?
5. What are more advanced growth strategies I should be thinking
about?
The questions that will guide you to $10 million
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Getting to $10 million in annual revenue
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Growth is hard
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Understanding “top performance”
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Understanding “top performance”
Question #1: How can I get in front of real people?
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Acquiring your first customers
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Get comfortable with 5 things
1. Researching people with reach 2. Reaching out and figuring out a way to work
together3. Hearing “no”4. Being ignored5. Going back to 1
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How to do this
● Google search● Sonar.bottlenose.com● reddit.com/domain/www.blahblah.com
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Start a spreadsheet
Domain Name Contact Info Refer? Offer
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Start a spreadsheet
Domain Name Contact Info Refer? Offer
Shopify.com Tommy Walker Yes Guest post
RJMetrics.com Anita Andrews No Backlink
Google.com Jane Doe Yes Other
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3 tips for outreach
Get a sense for the community’s
dynamic
Be honest about where you are as a
business
The more research the better
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Example: Hello Matcha Tea
Question #2: How can I get them to purchase from me again as
quickly as possible?
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Revenue from repeats
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Revenue from repeats
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Getting to the second purchase
68% of customers will never purchase a second time.
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Don’t build a leaky bucket
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▶ Up sells▶ Cross-sells▶ Logical second purchases▶ Flash sales
Email marketing strategy
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▶ What do you like/don’t like about current provider
▶ What about you?▶ What almost made them not buy?▶ Working with your existing customers will
help you to further develop your offering
Gather customer feedback
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▶ Refer a friend program▶ Encourage them to connect to social
channels▶ Ask them for feedback on a content
strategy
Additional growth strategies
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Design campaigns around customer behaviors
Question #3: How do I get that customer to purchase a third, and
fourth time?
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Repeat purchase probability
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Maintaining the relationship over time
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Customer lifetime value
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Loyalty Programs
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Events
Question #4: How can I leverage my most loyal customers?
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Your top customers
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Refer a friend program
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Asking for feedback
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Shape your acquisition strategy
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Shape your acquisition strategy
Question #5: What are more advanced growth strategies I
should be thinking about?
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Getting to $1M, $5M, $10M...
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Your core user base will get you there
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Social selling
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Optimizing current experience
Thank you for joining us!