Customer Acquisition - 1st Step to offer!

1. 1st step towards the customer…..
by simply offering a HAND!
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You’ve made a product/service that you think will solve a problem
You’ve identified a few prospects who you think face that problem
You’ve sent them an email or called them to explain your solution
They’re hesitant. They don’t trust you. You receive a rejection.

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WHAT WENT WRONG?

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Your customer has to make a too big of a mind leap to get on the same page as you
In your mind your product/service is only a signup page away from solving their problem
In their mind they first have to understand your product in their context, get management
approval, convince their team, evaluate the alternatives, think how it will affect existing
processes, calculate the budget, determine your reliability, etc

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Synchronize. Share
Filter and Deliver!

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HOW TO LEAPFROG?

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Start by offering the most simple and basic help you can. Just a little piece
of your entire product.
Your product is a high-end bicycle?
Offer them a little catalogue explaining what to look for when buying
bicycles. Or a guide that helps people to look after bicycles.
Offer it for free. No strings attached.

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THANKS! YOU SEEM LIKE NICE PEOPLE

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WHEN THE DOOR IS OPENED…
ENTER!!

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The key is to build trust.
Show them you understand they have a complex
problem in their mind.
Learning from their situation is your goal. Ask
about the possible solutions they have already
tried, or wish they could try. What would be their
dream solution?

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NOW LEVEL WITH THEM!!
"You’re facing that issue and think this might be the right solution.
We’ve thought about that same issue and considered the following options.
According to us this might be the best solution to that issue. It touches upon
this, that and that point of your solution, but differs there, there and here.
What do you think?"

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MEETING OF MINDS
Together you come up with the solution.
You explain what your product of service can and can’t. And
what you can add or can’t.
You also explain again why your product is the way it is and
what considerations you’ve made.
They decide if they think your solution is good enough. And if
they trust you well enough to know best

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SUDDENLY THAT MIND LEAP IS NOT SO BIG ANYMORE

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To summarize:
Identify customers who experience the problem you are trying to solve
Offer them a helping hand for free
(DON’T INTRODUCE YOUR PRODUCT JUST YET)
Wait for the invite. And listen, listen, listen.
Level with the customer. What’s their wish, what can you offer.
Introduce your product.

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