Friendly first contacts - Revision history

Dirkjan at 19:55, 27 August 2020

2020-08-27T19:55:44Z

Dirkjan: Replaced content with "Friendly first contacts Category:mbi"

2020-08-27T19:18:50Z

Replaced content with "Friendly first contacts Category:mbi"

Dirkjan: Created page with "=Goal= Develop a customer list and schedule the first customer contacts =Checklist= * Make a list of 50 customers to test your ideas on ** You are less interested in brand nam..."

2020-08-25T07:59:36Z

Created page with "=Goal= Develop a customer list and schedule the first customer contacts =Checklist= * Make a list of 50 customers to test your ideas on ** You are less interested in brand nam..."

New page

=Goal=
Develop a customer list and schedule the first customer contacts
=Checklist=
* Make a list of 50 customers to test your ideas on
** You are less interested in brand names than you are in who will give you the time
** Don't be a little snob
** You want to spend time on those people you think fit your hypothesis of user profile
* Get leads of who to call from:
** Investors
** Founders
** Lawyers
** Headhunters
** Trade magazines
** Business Reference Books
* Begin to develop an innovators list. Ask others who are the most innovative
** Company
** Department in a company
** Individuals
* Create an introductory email:
** One paragraph company introduction
** Have people who gave you the leads, send the email
** Follow up with a call
** 50 follow up phone calls should yield 5-10 visits.
* Create a reference story / sales script (why are you calling / emailing)
** Focus on the solution / not the features
** What problems are you trying to solve?
** Why is it important to solve them?
** Don't try to sell anything but just ask for the time to understand how the company works
** Give them a reason to see you: what's in it for them?
* Ten phone calls or emails a day
** Call / Email until you are booked with 3 customer visits a day
** Get used to being turned down but always ask: "If you are too busy: who should i talk to?"
** For this first meeting you are "level-insensitive"; you don't care about titles, you just want to gather data.
** Keep hit rate statistics (any pitch, leads or level better or worse than others)
** Log all contacts in a database with enough detail about the call.

=Exit deliverables=
* Reference story and 5 to 10 customer visits scheduled

Part of: [[Customer Development Checklist|Customer Development Checklist]] - [[Customer Discovery|Customer Discovery]]
Part of book: [[The Four Steps to the Epiphany|The Four Steps to the Epiphany]]
[[Category:mbi]]

← Older revision		Revision as of 19:18, 27 August 2020
Line 1:		Line 1:
−	~~=Goal=~~	+	Friendly first contacts
−	~~Develop a customer list and schedule the~~ first ~~customer~~ contacts
−	~~=Checklist=~~
−	* Make a list of 50 customers to test your ideas on
−	** You are less interested in brand names than you are in who will give you the time
−	** Don't be a little snob
−	** You want to spend time on those people you think fit your hypothesis of user profile
−	* Get leads of who to call from:
−	** Investors
−	** Founders
−	** Lawyers
−	** Headhunters
−	** Trade magazines
−	** Business Reference Books
−	* Begin to develop an innovators list. Ask others who are the most innovative
−	** Company
−	** Department in a company
−	** Individuals
−	* Create an introductory email:
−	** One paragraph company introduction
−	** Have people who gave you the leads, send the email
−	** Follow up with a call
−	** 50 follow up phone calls should yield 5-10 visits.
−	* Create a reference story / sales script (why are you calling / emailing)
−	** Focus on the solution / not the features
−	** What problems are you trying to solve?
−	** Why is it important to solve them?
−	** Don't try to sell anything but just ask for the time to understand how the company works
−	** Give them a reason to see you: what's in it for them?
−	* Ten phone calls or emails a day
−	** Call / Email until you are booked with 3 customer visits a day
−	** Get used to being turned down but always ask: "If you are too busy: who should i talk to?"
−	** For this first meeting you are "level-insensitive"; you don't care about titles, you just want to gather data.
−	** Keep hit rate statistics (any pitch, leads or level better or worse than others)
−	** Log all contacts in a database with enough detail about the call.
−
−	~~=Exit deliverables=~~
−	* Reference story and 5 to 10 customer visits scheduled
−
−	~~Part of: [[Customer Development Checklist\|Customer Development Checklist]] - [[Customer Discovery\|Customer Discovery]]~~
−	~~Part of book: [[The Four Steps to the Epiphany\|The Four Steps to the Epiphany]]~~
	[[Category:mbi]]		[[Category:mbi]]

← Older revision		Revision as of 19:55, 27 August 2020
Line 1:		Line 1:
−	~~Friendly~~ first contacts	+	=Goal=
		+	Develop a customer list and schedule the first customer contacts
		+	=Checklist=
		+	* Make a list of 50 customers to test your ideas on
		+	** You are less interested in brand names than you are in who will give you the time
		+	** Don't be a little snob
		+	** You want to spend time on those people you think fit your hypothesis of user profile
		+	* Get leads of who to call from:
		+	** Investors
		+	** Founders
		+	** Lawyers
		+	** Headhunters
		+	** Trade magazines
		+	** Business Reference Books
		+	* Begin to develop an innovators list. Ask others who are the most innovative
		+	** Company
		+	** Department in a company
		+	** Individuals
		+	* Create an introductory email:
		+	** One paragraph company introduction
		+	** Have people who gave you the leads, send the email
		+	** Follow up with a call
		+	** 50 follow up phone calls should yield 5-10 visits.
		+	* Create a reference story / sales script (why are you calling / emailing)
		+	** Focus on the solution / not the features
		+	** What problems are you trying to solve?
		+	** Why is it important to solve them?
		+	** Don't try to sell anything but just ask for the time to understand how the company works
		+	** Give them a reason to see you: what's in it for them?
		+	* Ten phone calls or emails a day
		+	** Call / Email until you are booked with 3 customer visits a day
		+	** Get used to being turned down but always ask: "If you are too busy: who should i talk to?"
		+	** For this first meeting you are "level-insensitive"; you don't care about titles, you just want to gather data.
		+	** Keep hit rate statistics (any pitch, leads or level better or worse than others)
		+	** Log all contacts in a database with enough detail about the call.
		+
		+	=Exit deliverables=
		+	* Reference story and 5 to 10 customer visits scheduled
		+
		+	Part of: [[Customer Development Checklist\|Customer Development Checklist]] - [[Customer Discovery\|Customer Discovery]]
		+	Part of book: [[The Four Steps to the Epiphany\|The Four Steps to the Epiphany]]
	[[Category:mbi]]		[[Category:mbi]]