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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

1

2

3

4

5

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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2

3

4

5

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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!