YOURFIRSTCUSTOMERS

1. Who are your first customers?2. Where do you find them?3. What do you ask them?

Goals

Push the envelope

TodayWe’re going to…

1. Built with Love2. Delay3. Breaks? Refresh the page.4. Feedback:

Justin@CustomerDevLabs.com

The Platform

Let’s Explore

1. Who am I?2. Who are your 1st customers?3. Where can you find them?4. How do you get them to buy?

Agenda

WHO AMI?

My Background

18 months

Discovered

Lean Startup

ThingsWeStart

Success

Mentor Around the World

San Francisco San Juan

Seattle

LincolnCalgary

Singapore

Barcelona

ParisLondon

Sydney

Zagreb

San Francisco San Juan

Seattle

LincolnCalgary

Singapore

Barcelona

ParisLondon

Sydney

Zagreb

Startup Accelerators

Curriculum

Mentor & Speaker

FOCUS Framework

?’s

1. Who am I?2. Who are your 1st customers?3. Where can you find them?4. How do you get them to buy?

Agenda

Customers don’t buy products.Customers buy solutions to problems.

Riskiet AssumptionWho will your1st Customers be?

Riskiet AssumptionWho is going toTrust you?

Customers don’t buy products.Customers buy solutions to problems.

Riskiet AssumptionPeople with problemsYou can solve.

Your 1st Customers will be…

Riskiet AssumptionEarlyAdopters

Diffusion of Innovations

EarlyAdopters

EarlyMajority

LateMajority Laggards

Victory

Y

YYY

YY

Startup founders

“Not sure how to apply Lean Startup”

VictoryStart

Y

YYY

YY

“Not sure how to apply Lean Startup”

Goes to Lean Startup MachinePays for online coursesGoes to Lean Startup Conf.Makes calls on ClarityBuy’s Ash’s BookEnrolls in Founder Institute

Tweets about Lean Startup MachineReviews online courses

Leaves feedback on Clarity

Amazon review for Ash’s BookJoins Founder Institute Meetup Group

What are Early Adopters?

“Paying” to Solve It Know they Have ItHave the problem

Customers who…

1. Who am I?2. Who are your 1st customers?3. Where can you find them?4. How do you get them to buy?

Agenda

Where are yours?

Externally Observable Behavior

Tweets about Lean Startup MachineReviews online coursesLeaves feedback on ClarityAmazon review for Ash’s BookJoins Founder Institute Meetup Group

Takeaways

Where are your Early Adopters?

?’s

1. Who am I?2. Who are your 1st customers?3. Where can you find them?4. How do you get them to buy?

Recap

1. Confirm there are Early Adopters2. How they describe the problem3. Emotions they want to change4. Where they look for solutions

Secret to Sales

Riskiet AssumptionCustomerInterviews

1. Confirm there are Early Adopters2. How they describe the problem3. Emotions they want to change4. Where they look for solutions

Secret to Sales

1. Pitching your product2. Asking if they’d use your product3. Asking how much they’d pay

Not the Secret

Rule #1Don’t talk about

your idea

Rule #2Never ask about

the future- “Would you use…”- “How much would you pay?”

1. Confirm there are Early Adopters2. How they describe the problem3. Emotions they want to change4. Where they look for solutions

How do you…

Riskiet AssumptionRecap

Customers don’t buy products.Customers buy solutions to problems.

Riskiet AssumptionEarlyAdopters

Diffusion of Innovations

EarlyAdopters

EarlyMajority

LateMajority Laggards

Victory

What are Early Adopters?

“Paying” to Solve It Know they Have ItHave the problem

Customers who…

Where are yours?

Externally Observable Behavior

Tweets about Lean Startup MachineReviews online coursesLeaves feedback on ClarityAmazon review for Ash’s BookJoins Founder Institute Meetup Group

1. Confirm there are Early Adopters2. How they describe the problem3. Emotions they want to change4. Where they look for solutions

Secret to Sales

Rule #1Don’t talk about

your idea

Rule #2Never ask about

the future- “Would you use…”- “How much would you pay?”

1. Who am I?2. Who are your 1st customers?3. Where can you find them?4. How do you get them to buy?5. Free Stuff

Recap

FREE STUFF #1

EMAIL COURSE

FREE STUFF #2

FOCUS FrameworkMay 3rd $20 OFF

?’s

FOCUS FrameworkMay 3rd $20 OFF

YOURFIRSTCUSTOMERS