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Koen Steven: Customers Wanted - TSD17
1.
Koen Stevens (Word-Of-Mouth
Director Ambassify) How to close your first 10 B2B deals?
2.
#1 Aim
3.
# of customers Price
Pick your animal100.000 10.000 1.000
4.
#2 Point
5.
Your biggest competitors? excel
and the status quo
6.
Nail your niche Based
on your ICP http://bit.ly/2lXmnoB
7.
Pricing Strategy Charge a
multiple of what you think is right
8.
Pricing Strategy Skin in
the game: let them pay from day one
9.
#3 Shoot
10.
Use different tactics or
traction channels ‣ Network ‣ Early adopter program (again: paying customers only) ‣ Referrals
11.
Goal :: 10
unaffiliated customers ‣ Outbound targeted emails ‣ Referral ‣ Inbound requests ‣ Network
12.
Now accelerate through your
own customers Advocacy: Reviews // Referrals // References
13.
The game has changed
14.
A small group
of people are your new sales army. Find them
15.
The sales process
has changed 0% Looking for a solution 100% Buying the solution I do my own research before I contact a sales rep57% 70% Sales process
16.
REVIEWS
17.
“ 88% of
respondents said they trust online reviews as much as a personal recommendation.“
18.
19.
20.
“ Comparison websites are
the new SEO juice. “
21.
“ Companies with
advocate marketing programs can receive up to 17,5x more product reviews.“
22.
write your MOST PERSONAL Bongo
story Publish rates with incentive: 22,7% without incentive: 22,9% 1/4 creates a story
23.
REFERRALS
24.
84%of B2B buyers
start with a referral
25.
( eMarketer.com ) Customer
and employee referrals Website Social Network Paid Search Sales generated Marketing & advertising Trade show Partner Webinars LinkedIn Email campaigns Events Lead list Others 1,07% 0,02% 0,04% 0,07% 0,34% 0,44% 0,48% 0,55% 0,78% 0,94% 0,99% 1,47% 1,55% 3,63% The power of referrals Lead-to-Deal conversion rate
26.
It’s time for
a story about references and our prospects
27.
IN SUMMARY
28.
“Authentic social proof
is the sales man’s G-spot.“
29.
Tips & Tricks Ask
for the sale Do stuff that does not scale Get 10 unaffiliated customers Sell through these customers
30.
How strong is
your Brand Advocacy Index? Check it out @ bai.ambassify.com
31.
B2B SALES RESOURCES Blinkist Audible Podcasts Saastr The
Startup Chat De Vitesse Close.io Jason Lemkin (Quora) From Impossible to Inevitable Solution Selling Selling The Wheel Steli Efti Gary V
32.
Koen Stevens (+32) 496
25 09 47 koen@ambassify.com @E_KON Questions?
33.
Or ask our
very own brand ambassadors
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