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Innovators and entrepreneurs need to sell their idea, product or service...we get it. And, the “inspiration” out there is kinda a train wreck. Check out these best in class examples of what not to do: http://movieclips.com/8E3a-mashups-movie-bad-sales-pitches/ Successful entrepreneurs and innovators build empathy and learning to help them define, design and position their idea, product or service well. You can bring learning and selling together with a few smart & scrappy, counter-intuitive practices. During this talk, we shared a few principles, and a bunch of tips and tools you can use to learn from and sell to prospective customers at the same time. We shared approaches for efficient learning through observation, how to ask the right questions and create the right discussion guide; and a few tricks to get folks to share insights that will ensure your product design and positioning is ripe for your customer.
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Don’t be Uncle RicoLeverage empathy and learning to build & sell kick ass products, services & ideas.ProductCamp Cincinnati 2014
@thegaragegroup
@thegaragegroup
Train wreck examples of how NOT to sellwatch the clips
Your product or serviceConsumer
need
1. First, understand the need.
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Your product or service
Consumerneed
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Your productor service
Consumerneed
Consumerneed
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2. Think big, then dig deep. understand the big picture before you focus.
© Allen Skyy
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Opportunities
Usage
Ah-Ha’s
Personal Background Habits Beliefs
Start big picture.
3. Ask more. Talk less. listen more.
© Simon Law
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1. Listen 70% of the time/Talk 30% of the time, or less2. Avoid the “yes or no” questions3. Learning mindset, don’t Confirm4. “Tell me more...”5. “Help me understand...”6. Pay attention to non-verbals
6 Tips
Key insights gathered during research
Insight: Implications:
Messaging/ awareness
Distribution
Pricing
Product features
Product benefits
User experience
Ideal experience
Insights, then implications.
4. Talk to the right stakeholders.
© scarynige
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Segment 1/ Stakeholder 1 Segment 2/ Stakeholder 2
Who is this target?
Current reality/ pain-point
Relevant value proposition
Influencers
Pricing
Delivery
Ideal experience
When/where/how to reach them
Segment mapping template.
Learn Understand Adapt
5. Learn fast. adapt faster.
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1. First, understand the need.
5. Learn fast. Adapt faster.
2. Think big, then dig deep.3. Ask more. Talk less. Listen More.
4. Talk to the right stakeholders.
Don’t be Uncle Rico
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