A step by step guide on Startup Marketing for entrepreneurs and startup founders.
Text of Start Up Marketing - Getting first 100 customers on board
START-UP MARKETING A QUICK GUIDE FOR STARTUP FOUNDERS bGET YOUR
FIRST 100 CUSTOMERS Shiv Shankar M S Co-founder of Waybeo
(bounzd.com) Twitter: @shiv_waybeo All Rights Reserved
WHAT MOST START-UPS WANT TO BUILD
WHAT THEY SHOULD BUILD FIRST?
EVENTUALLY BUILD THIS
IDEAL START UP LIFE CYCLE IDEA CUSTOMER VALIDATION CUSTOMER
DISCOVERY MINIMUM VIABLE PRODUCT FIRST 100 CUSTOMERS (INNOVATORS
& EARLY ADOPTERS) CROSSING THE CHASM (SELLING TO EARLY
MAJORITY) SCALE, GROW AND SUCCESS PRODUCT-MARKET FIT
PRIOR TO MARKETING - 2 MUST READs #1 UNDERSTAND THE
PRIOR TO MARKETING - 2 MUST READs #2 Positioning your
STARTUP MARKETING IN 3 LINES #1 BUILD A REMARKABLE PRODUCT #2
MARKET THE PRODUCT TO PASSIONATE INFLUENCERS #3 BUILD A COMMUNITY
WHO WILL PROMOTE TO THE MAJORITY
HOW TO GET YOUR FIRST 10 CUSTOMERS WHEN YOU LAUNCH(MVP)?
THE PRODUCT IS THE MARKETING BUILD YOUR PRODUCT THE LEAN WAY.
ONCE YOU BUILD THE MVP YOU WILL HAVE MINIMUM 10 CUSTOMERS IN HAND
IF NOT YOU MIGHT HAVE DROPPED THE IDEA. FOLLOW CUSTOMER DISCOVERY
MAKE A REMARKABLE PRODUCT RUNNING LEAN
CUSTOMER DISCOVERY Must Read (A sea of free tools and tips for
What do you do in a day? What other products do you use? What
kind of a person are you? What do you love? Hate? What
sites/pubs/newsletters do you read? What events do you attend? When
do you do your email? Who do you look up to? Who/What do we compete
with? If we didnt exist, what would you use? Describe what we do.
How do you measure the value we provide? How do you describe the
benefit of what we do? What market are we in? How did you know you
needed something like our solution? What triggered your search for
a solution? Was there anything that would have stopped you from
making the purchase? Did you make a short list? Who else was on it?
What were your short list and purchase criteria? Did you do
research before you bought? Where? Did you talk to anyone before
your decision to buy? Who else was involved in the purchase? How?
Who Are They? How do They View the Market? How do They Buy?
CUSTOMER DISCOVERY questions you ask
CUSTOMER DISCOVERY The Canvas
CUSTOMER DISCOVERY TAKE A MINIMUM OF 100 INTERVIEWS BEFORE
LAUNCH They all did like this in the Lean Way AirBNB, FlipKart,
ON LAUNCHING MVP YOU WILL Know the pain/problem customer is
facing Know WHO IS YOUR CUSTOMER Buyer Persona? Know The worth of
your solution Know Their Willingness to pay Find Product-market fit
Find the Key Value proposition Have 10 early Stage Customers Find
Customer Group that is large enough to build a scalable and
repeatable business model.
So Ready to start marketing & Get the first 100 Customers
But, STARTUP MARKETING
BUT IT DOESNT WORK THAT WAY! A few tips to follow to reach 100
100 Customers 300 Free Trials 700 Sales proposal 1000 Sales
Accepted Leads 1500 Marketing Qualified Leads 10000 Prospects
Understand Success Metrics#1 Your marketing must contribute to this
#2 Do it Yourself. Dont Hire a Marketing VP Atleast till you
reach $100K in revenue
Find the Early Adopters.#3 Try to List atleast 1000 of them
#4 Go to your Customer Capital TIP: Sell it for FREE to the
leaders in your target segment in every new segment/location
#5 Dont Waste Resources Dont spend time, energy and money on
anything that is not directly impacting your sales and revenue
#6 Ask for Help! People Do Love to Help, if asked References
from other people are the best source of leads always!
#7 Build a Community! Of Enablers, End Users and
#8 Any PR is good, if its FREE. Analyse the sales impactness of
a Paid PR Campaign before jumping into it.
#9 In Todays Marketing Courage is more important than
Experience Try any new marketing strategy, if it excites you, but
to a limited test audience. If it works, it will be one of your
best blog posts in the future.
#10 Dont Exhibit at Events, unless you are speaking But do
attend events where your Customers come. If No Money to register
Feel Free to Try Gate Crashing! All you need is a one time
investment for a blazer
#11 Content Marketing (Inbound) The Free Stuff Create Contents
that your Community Loves. Identify it from the Sales process Each
Content you create should add something to the sales funnel.
#12 Pay for Good Design & Content It will pay you back for
#13 Social Selling Works Wonders 60% of our Sales happened this
way Linkedin and Twitter can give more than what you think. Must
Read: 42 Linkedin Sales Tips by Insidesales.com
#14 The Ideal Flow (B2B) 0 10 20 30 40 50 60 70 80 90 100
No:ofCustomers Founder Selling on the Ground Field Sales on
Customer Capital Inside Sales & CRM Automation Set the basics
for marketing automation
#15 Learn Lead Scoring & Lead Nurturing You wont get your
early adopters, if you dont know How to do this.
Dont be a Jack Ass Marketer#16
This is What Google Search Cant Answer You! There are only 2
things You need to Know
Thats All Friends! Thank You Twitter: @shiv_waybeo Email:
[email protected] (www.bounzd.com) All Rights Reserved