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