10 steps to identify and engage high propensity early adopters. Securing the first (say 10 or $1M revenue) enterprise early adopters to validate an incomplete solution and generate references is a tough mission. Its evangelism rather than sales.

1. Selling new products to early adopters
10 steps to identify and secure high propensity early adopters

2. The validation clock is running,
tick-tock, JFDI
free offers to visionary early
adopters to get validation going.
consultative evangelism rather
than sales.
free validation offers

3. validation cascade
validate product, outcomes and
benefits with real live enterprises
as soon as possible.
1. Free product validation.
2. Subsidised trials for
references.
3. Full price repeatable sales.

4. What we are looking for in an
early adopter
1. I know I have the problem.
2. I am looking for a solution.
3. I have authority to make it
happen.
4. I can take risks and don’t
need references.
5. I can take risks and don’t
need benefits.
Early adopter

5. What we are offering to early
adopters
1. Be the first to solve the
problem.
2. Free or subsidised to validate
& reference.
3. Influence the features
roadmap.
4. Industry speaking and
publishing opportunities.
Early adopter

6. Hans Baumhardt
originally published on http://www.hjbconsulting.uk/blog/selling-new-products-early-adopters/
tech startup founder | investor | advisor
hans.baumhardt@hjbconsulting.uk
read more at blog.hansbaumhardt.com