23 апреля на Conformato Conference 2014 Андрей Стеценко рассказал доклад на тему "Личный опыт. Как составить портрет вашего “идеального” клиента?". Основные тезисы доклада: - Размер рынка IT услуг – несколько миллиардов долларов. Очень много потенциальных клиентов - Как определить именно вашего клиента? С чего я начинал? - С какими ошибками пришлось столкнуться? - Какие критерии нужно учесть при составлении портрета вашего клиента? - Почему и как я пришел к текущему позиционированию? - Что делать с “невашими” клиентами? =Чтобы посмотреть видеозапись доклада, зарегистрируйтесь здесь: http://goo.gl/dvFmV9 =

1. Your “ideal” client…
My story
Andrey Stetsenko
Recruting | Relocation | Remote

2. Dnepropetrovsk, Ukraine
CEO at Relocateme.eu
Expert at IT Recruiting | Relocation | Remote solutions
Wrote a code on Delphi & VB in the early 2003
A dreamer
Andrey Stetsenko

3. We’ve just launched a new service
“Connect”
WE CONNECT

4. At the beginning...

5. Outbound sales process by
Predictable Revenue

6. Ideal Customer Profile

7. Jim Collins “Good to Great”
Passion
Economically
viable
DO THIS!
Best
in the
world

8. Mistake #1
(But very important)

9. (But very important)
Work with everybody
Mistake #1

10. Mistake #2

11. Work with the 3rd party
Mistake #2

12. Mistake #3

13. Too selective
Mistake #3

14. Let’s cut out all the unnecessary
or criteria to select

15. Criteria #1
1-10
10-50
50-200
200-500
Fortune 500
Company size

16. Criteria #2
Location

17. Criteria #3
ServiceProduct
vs

18. Criteria #4
Cool vs Something that matters

19. Criteria #5
Previous experience with services like yours

20. Criteria #6
Working exclusively vs Rat Race

21. Criteria #7
vs

22. Criteria #8
Ideal contacts/influencers

23. As a result
1-2 sentences with identification of your client

24. “Our clients are changing the world”
As a result
1-2 sentences with identification of your client

25. Revise it many times
This is not a one-time exersive

26. Damn, finally I’ve got to know my client
5 nice places to look at

27. LinkedIn with Filters

28. 1st circle people of your lovely client
(still LinkedIn)

29. Awards
Red herring list
Deloitte Technology Fast 50
Gartner Cool Vendor
The Europas
...

30. Start-up lists
Angel List
CrunchBase
GeekWire
…

31. Your iPhone or Android apps

32. Case studies / Client’s list

33. ...of your competitors

34. Disrupt by
CrunchBase
CeBIT
…
Attenders list of
offline exhibitions

35. Clients that don’t
meet your vision

36. Find time
Consult
Redirect to your partners
One of the Scenarios

37. Find time
Consult
Redirect to your partners
Profit
One of the Scenarios

38. “Predictable Revenue”
by Aaron Ross
It would be great to read

39. This is my moment
We are looking for a remote
Sales Manager (part-time)
Perfect English
Not afraid of phone calls
Extremely fast learning
Full of energy

40. Thank you for your time!

41. Blog:
Skype:
Email:
Website:
stetsenko.me
indigo-it
andrey@stetsenko.me
www.relocateme.eu
Andrey Stetsenko