Startup Sales - How to Acquire Your First Customers
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How to Acquire Your Startups First Customers. Learn a Proven 8 Step Path to Acquiring Your Startups First Customers. 1. Who are you targeting? - Developing target buyer personas 2. Build a Suspects List - Lining-up your suspects 3. Look for Referrals - Ask every option close to you 4. Create Supporting Content - Support content that sells 5. Set-up Your Tools - Sales tools give you superpowers 6. Plan Your Outreach - Email / Social / Phone / Repeat 3x 7. What to Do When You're There - What to ask so you can learn 8. Pitch + Propose + Close - Persistence + Perseverance
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Startup Sales - How to Acquire Your First Customers
- 1. An 8 Step Path to Startup Sales Success Garrett Smith, garrett@pitchpivot.com How to Acquire Your First Customers
- 2. 1. Define Who You Are Targeting Develop Targeted Buyer Personas Based on the Customers You Want to Acquire.
- 3. Developing Buyer Personas What You’re Looking For: • Demographics • Responsibilities • Pain Points • Motivators • Validators Steps to Execute: 1. Use your experiences and imagination to think like your targeted customer. 2. Draft 3 – 5 bullets in each area that describes the targeted customer.
- 4. 2. Build A Suspects List Prospecting Starts With Researching the Contact Details of the Customers You Want to Acquire.
- 5. Lining-up Your Suspects What You’re Looking For: • First Name • Last Name • Position • Company Name • Company Address • Phone • Email • LinkedIn • Facebook • Twitter Steps to Execute: 1. Basic spreadsheet 2. Search engines 3. Business info sites 4. Paid databases 5. Social media
- 6. 3. Look For Referrals A Friend, Family Member, Former Co-worker or Old College Professor’s Introduction is Handy.
- 7. Ask Every Option Close to You • Friends / Family at Company / In Industry • High School / College Friends / Faculty • Club Members / Sports Teammates • Former Co-workers / Industry Colleagues • Former Companies / Managers • Church / Civic / Volunteer Groups
- 8. 4. Create Supporting Content Acquiring Customers is Easier With Supporting Educational Content.
- 9. Supporting Content That Sells What You’re Looking For: • 1-page Website • 1-page Sell Sheet • Outreach Emails • 10 Slide Deck • Mocks What’s Great to Have: • Working Demo • Videos • Case Study • Testimonials • Whitepaper
- 10. 5. Set-up Your Tools There Are a Number of Low- Cost Sales Tools That Will Assist You in Acquiring Customers.
- 11. Sales Tools Give You Superpowers
- 12. 6. Plan Your Outreach Here’s a Simple Plan for Reaching Out to Your Prospective First Customers.
- 13. Email / Social / Phone / Repeat 3x 1. Write First: Compose a short email with basic value proposition to the targeted customer. 2. Connect Next: Reach out to the target customer on social networks requesting a “12” minute phone call. 3. Communicate: Call the targeted customer and reference your email and connection. 4. Repeat x3: Repeat this process three times in a row, changing the messaging to the target customer to see if they respond. 5. Schedule: Upon response, schedule a time for a face to face meeting (if possible) or call to explore “fit.” 6. Final Line: Please let me know if you are not interested. I will stop!!
- 14. 7. What to Do When You’re There Selling is Important to Acquiring Customers. Listening is Invaluable to Acquiring Customers.
- 15. What to Ask So You Can Learn • What’s your organizational focus in the near term? What are your priorities? • What do you do day-to-day? • What kind of tasks do you do repeatedly? • How frequently do you have X problem? • What other hurdles do you face in your day? • What’s your process like for buying service/ software? • Who would be involved in the process? • How long does it normally take?
- 16. 8. Pitch + Propose + Close Persistence and Perseverance is Required to Acquire Customers.
- 17. Persistence + Perseverance Persistence: • Sales is Time Consuming • Sales is a Numbers Game • Sales is a Contact Sport Perseverance: • People Will Not Respond • Your Product/Offer Will Change • People Will Not “Get It” • You Will Hear “NO” A Lot You May Need to Interact 20+ Times Before Getting a Sale (or Final No)!
- 18. An 8 Step Path to Startup Sales Success Garrett Smith, garrett@pitchpivot.com Good Luck on Your Journey