Customer Acquisition Strategies

Understand WHEN, HOW, WHOM to target in your customer acquisition cycle

Brief SynopsisManmeet SinghExperience: Deloitte – Technology Consultant Enterprise ApplicationsTruggo – Co-Founder, Product Strategy B2C Marketplace+ B2B Platform

Mentoring:Carvicing.in – Product Marketing B2C MarketplaceNoteMyBook – Growth Strategies P2P MarketplaceTestFormula – Product Manager B2C SaaS platform

Expertise: Product management, UI/UX Design, User engagement, Growth strategies , Digital and Social media marketing

When to acquire customer?

“We started marketing the day we started coding”

Unbounce Co-Founder, Rick Perreault

Where to acquire customers

“Fish where the fish are but plan it like an astute fisherman”

• Right location• Right time • Right nets• Right vehicle

Online Contests

Active Aspirers

Community tips

Blogs/ Vlogs InfluencerMarketing

AffiliateMarketing

Professional ProsSocial Media

MarketingInternet

Advertising

Partner promotions Offline Channels Referral marketing

Social Shoppers

Internet Users segmentation – BCG ReportBased on web consumption patterns and not age-groups per se

Is there a best strategy for customer acquisition?

“The customer acquisition process is far from an exact science. There are many

things that can (and do) go wrong”

Paul Graham, Founder Y-Combinator

If not Best, what’s the Better strategy?Pre-requisites of customer acquisition cycle:

• Chart out a customer roadmap – Stages, Retention, Feedback• Hire the Right people – Who share customer empathy• Incentivize micro-moments – Add value to the customer interaction • Estimate Customer Acquisition Cost (CAC) – Determine runway length• Create Demand – Seed your ‘buyers’, ‘sellers’ will follow

Compelling buyer experience

Omni-channel marketing

InstantGratification

Yield management capabilities

Deep integration with Business partners

Content-driven community

CRM solution Integration

1

2

3

1

2

3

Strong Engagement With Customers

What’s your Customer Value Proposition?

Which pricing strategy to adopt?

“Value Proposition + Value Perception = Pricing Strategy”

Value-driven pricing Cost-driven pricing

B2B

B2C

Growth Hacks

“The hacks are aplenty if you know how to hustle”

• Google for Business pages• Offline distribution channels• Co-promotional channels• Affiliate marketing channels

Thank YouLet’s start the conversation!