Starrrrtup  Marke+ng  for  Entrepreneurs  

Making  a  good  map  to  find  your  treasure!

BEFORE   AFTER  

DOUBLED VIEWS & REVENUE!

We Help Companies  

!   CEO, Hunter & Bard!!   Marketing strategy!!   Marketing implementation!!   Full branding & design!

!   Teach Marketing for Startups at StartHub (Tel Aviv/ Jaffa Academic College)!

!   Mentor at: Google, Microsoft, Founder Institute, Seedcamp, & more!

!   Cover Israeli startups for TNW!

Shira Abel !

“A true unfair advantage is something that cannot be easily copied or bought.”!- Jason Cohen!

Agenda!!  Strategy!!  When to do marketing!!  Product market fit!!  Lean marketing!!  Mobile marketing!!  Web marketing!!  B2B!

@shiraabel!

SOME BASICS THAT YOU SHOULD KNOW!

@shiraabel!

ERIC REIS – THE LEAN STARTUP!

Nir  Eyal  –  If  you  don’t  know  him  –  you  should.  

Business  Model  Genera+on  

The Wrong Way to Do Marketing !

Build product!

We’re launching – we should do some PR!

Run alpha test with friends and family !

1!2!3!

Our product is so awesome we don’t need to do marketing!3!

OR!

@shiraabel!

MARKETING SHOULD START THE MOMENT THE PRODUCT IS CONCEPTUALIZED!

@shiraabel!

What’s Your Strategy!

@shiraabel!

Example!@shiraabel!

!!

Business Objective!

Improve Financial Performance!

Business Metric!Reduce Long-Term

Dependence on Ads & Lower Overall Costs!

Marketing Metric!Increase Relationship / Content Marketing –

Raise percentage of traffic from blog versus ads!

Marketing for the Concept Phase!

Build the marketing into the product. Create an incentive to share. Make sharing easy.!

Test assumptions (cost, messaging, bundle mix, etc.). Ads to landing pages. !

Get to know influencers & media people on Twitter. Give a lot. Don’t ask for anything.!

1!2!3!

@shiraabel!

Performance Measurement!!   Is your objective SMART: specific, measurable,

attainable, realistic & time specific?!!   What are your strategic initiatives?!

!   Build awareness!!   Expand distribution!!   Build penetration!!   Build buying rate!!   Increase loyalty!

!   Funnel ß e.g. when purchases through the website!!  Where do you want people to go?!!  What action do you want people to take? !!   Track the movement!!   Conversion rate / A/B Testing!!   Test & iterate!

@shiraabel!

IN THE BEGINNING THE GOAL SHOULD BE PRODUCT / MARKET FIT!40% IS GOLD*! * 40% of your customer base would be upset if your product disappeared. – Seth Ellis!

@shiraabel!

Alpha Phase!

!  Start the blog with newsletter sign up!!  Landing pages à more sign ups!!  A/B test messaging & optimization using

unbounce.com or launchrock.com (more sign ups)!

!  Social outreach starts!The point here is to begin to build interest and an audience through good content before launch!!

@shiraabel!

Sample Tactics (not in order)!•  Online Ads (FB, Google & more)!•  PR (Media Kit recommended)!•  Facebook !•  Pinterest!•  YouTube!•  Twitter!•  Quora!•  LinkedIn!•  Blogging!•  Newsletter / Email (highest ROI

of all digital media)!•  Google+!•  Blog commenting!•  Games!•  Forums!

•  White papers / Case studies!•  Peer review!•  Seeding posts!•  Infographics!•  E-book!•  Webinars!•  Community!•  Guest blogging !•  Podcast!•  Teleseminar!•  Affiliate Marketing!•  Game elements (e.g. leader board,

80% signed up, awards for actions)!•  SEO / SEM!

@shiraabel!

AFTER PRODUCT MARKET FIT – SEEK TO ACQUIRE MASS USERS!

WEB / !BIG TABLET!MARKETING !

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Sample Marketing Strategies for Web!!  Become known as a

product leader in a chosen niche (think Martha Stewart – home, or Buffer – social media management)!

!   Increase average purchase rate (in-store recommendations are great for this)!

@shiraabel!

!  Create evangelists who will bring in a wider client base!

!   Increase customer lifetime value by giving information that the customer values (creates loyalty / increases switching cost – think Kissmetrics blog)!

Launch Phase!

!  Ask the media people and influencers who now know you if they would be willing to check out your product & give feedback !

!  PR on a slow news day (avoid days where Apple announces anything, election days, CES, DLD, etc…)!

!  Send an announcement to the list you’ve been growing through the blog, ads, and social!

!  Attempt an act of virility (I say attempt, because nothing is guaranteed)!

@shiraabel!

The  Holy  Trinity  of  Marke+ng  Online    

GOOD PRODUCT!

Earned Media / PR

Relationship Marketing

SEO / Ads / Affiliate

@shiraabel!

Earned Media & PR!

!  Brings big numbers all at one!!  Gives a spike of traffic!!  May not be aimed at the target market

(i.e. much of the time TechCrunch isn’t the target market, but it’s what VCs read & gives social proof)!

!  Has a strong trust rate!

@shiraabel!

Affiliate, SEO & Media Buy (Ads)!

!   Immediate!!  Targeted!!  Costs (which is fine if you charge, could be

a dilemma if you’re free)!!  Doesn’t build a relationship!!  Has the lowest trust rate!!  Affiliate needs to be well vetted in order to

not destroy the brand!

@shiraabel!

Relationship Marketing!!  Takes time!!  Builds the brand!!  Costs (yes, time is money)!!  Builds a relationship!!   Increases referral rate!!  Doesn’t work as well for mobile apps –

better for B2B, platforms and browser plays!

!  Content can be SEO’d !

@shiraabel!

BEHAVIORAL!ECONOMICS!

@shiraabel!

ONCE PEOPLE START TO COME – HOW DO YOU GET THEM TO COME BACK? AND SHARE?!

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Action Triggers!@shiraabel!

What  gets  your  customer  moving?    

Jack Dorsey: The Power of User Narratives!!  http://www.youtube.com/watch?v=acMXhhdWylQ!

@shiraabel!

Give an Incentive!

@shiraabel!

Community!@shiraabel!

Know Your Market!@shiraabel!

Viral If You Can!@shiraabel!

Questions for the Retention Phase!

Where is the funnel going through the site?!

What action triggers can induce them to come back?!

Where are you losing the customer?!

1!2!3!

@shiraabel!

Watch the Funnel!Acquisition – !

Learns About Product!Conversion – !

Signs Up!Retention – !

Uses Product!WOM

(Sharing)!

Buys!

@shiraabel!

MOBILE MARKETING!

@shiraabel!

The Holy Trinity of Mobile Marketing!

GREAT PRODUCT!

Earned Media / PR! / Reviews!

Social Integration!

SEO / Ads / !Localization!

@shiraabel!

Sample Marketing Strategies for Apps!!  Create several free

apps that have in-app advertisements directing to your paid app!

!  Have your free app represent a much larger service (store, blog, service, company ß this is where the monetization is)!

@shiraabel!

!  Have in-app rev-share advertising and go for large numbers (Inneractive, Admob, etc.)!

!  Have a free Lite and a Premium Paid version (Lite having advertising – Premium having none)!

Build an App Family!

!  Send  adver+sing  to  main  app  !  Do  Lite  version  of  app  !  Do  complimentary  apps  –  NOT  same  app  with  different  names    

Main App!

@shiraabel!

@shiraabel!

Localization!

Branding!Apps are all about branding. The app store is like the supermarket shelf.!

@shiraabel!

Ugly Icon* !

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*What NOT to do!

Pretty Icon!

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Best Pics of the App!

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Text is Below = No One Reads It, SEO Only!

@shiraabel!

Social Proof = Ratings & Reviews!

@shiraabel!

HOW DO YOU TURN YOUR APP INTO A HABIT?!

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Design!@shiraabel!

Warm Fuzzy Feeling=Community!

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Make Sharing Part of the Experience!

@shiraabel!

Gamification*!

@shiraabel!

* Use with caution – the obvious ways are already passé !

Notifications!@shiraabel!

Email Marketing!

@shiraabel!

B2B!

Sample Marketing Strategies for B2B!!  Become known as a

industry leader in a chosen niche (think about crossing the chasm – Outbrain does this well)!

!  Connect with those who use your product where they live online (Objet has a FB page for that reason)!

@shiraabel!

!  Let the end-user (who may not be the client) know about your work (i.e. Intel inside)!

!   Increase customer lifetime by giving information that the customer values (creates loyalty / increases switching cost)!

Sample Tactics (not in order)!•  Online Ads (FB, Google & more)!•  PR (Media Kit recommended)!•  Facebook !•  Pinterest!•  YouTube!•  Twitter!•  Quora!•  LinkedIn!•  Blogging!•  Seeding posts!•  Google+!•  Blog commenting!•  Games!•  Infographics!

•  White papers / Case studies!•  Peer review!•  Newsletter / Email (highest ROI of

all digital media)!•  Forums!•  E-book!•  Webinars!•  Community!•  Guest blogging !•  Podcast!•  Teleseminar!•  Affiliate Marketing!•  Game elements (e.g. leader board,

80% signed up)!•  SEO / SEM!

@shiraabel!

Communicating to an International Market!!   Americans spell correctly. However, the British disagree.

There are more Americans than British J (localize your English – even when it’s for Australians)!

!   Spelling and grammar count – mistakes lower trust levels in all languages and cultures!

!   Find someone from the culture you’re aiming to sell to, who knows marketing – to do your marketing. OR – go there & live for a bit. Understanding culture is critical.!

@shiraabel!

International Partnerships!!   Europe & Israel are local – use it to your advantage!!   Find companies in complimentary industries to do joint

partnerships with – e.g. A high end organic bed company does a joint promotion with a high end organic bedding (sheets) company – email lists are combined & both companies & customers benefit!

!   Face to face is ideal, but Skype works wonders when F2F is not possible!

@shiraabel!

Thought Leadership is Critical!!   Blogging and guest blogging is one of the best ways

to do this!!   Webinars / Presentations that give helpful industry

related information (think Crunched and its Growth Hacker series)!

!   White papers (sign up to our newsletter and get this white paper for free!)!

@shiraabel!

Marketing is a Sales Tool!!   Case studies show your ideal customer and how

things go when everything is perfect!!   Connecting with individuals on social builds the

relationship, e.g.!!   Object can showcase customers design work on its FB page!!   LinkedIn group about industry – lead generation!!   Social CRM on Twitter!

!   Email marketing reminds companies that you exist & what you can do for them!

@shiraabel!

Social Media for Research!!   What is the title of the person in the organization that

typically makes the decisions? !! Rapportive!!   LinkedIn!

!   Who are the media people who cover your industry?!!   Twitter !!   FB!! Quora!!   LinkedIn!! Pinterest!

@shiraabel!

Rapportive!

Find the email of the person you want to connect to by checking names through the Rapportive plugin.!

@shiraabel!

LinkedIn!

Choose who you want to connect to:!!What groups is the person in? !!If you know the title but not the whole name – do a search in Google of the partial name and title & you’ll get the whole name.!

@shiraabel!

Who Are You Looking For!@shiraabel!

Google Search!@shiraabel!

First & Last Name Found!!@shiraabel!

Random Stuff !I Like!

PR for Startups by Colette Ballou!! http://www.slideshare.net/BallouPRUK/ballou-pr-pioneers-festival-presentation-oct-2012 !

@shiraabel!

THE Best Review Of All Time!!The Mountain Three Wolf Moon !!Short Sleeve Tee!

@shiraabel!

Close Running!BIC Cristal For Her Ball Pen !!

@shiraabel!

Hat tip:

Takeaways!!   Marketing starts the second you have an idea for a product /

service / business!!   Every tactic should have a goal in mind!!   Social is more than just engagement – it’s listening and reacting

to criticism!!   Listen & respond – you’ll get a better product & happier

customers!!   Opt-in is more powerful than push!!   Call-to-action gets you more !!   Follow the trail to see where you’re losing people along the

funnel!

THANK YOU!

@shiraabel!

References & Reads!!! http://www.slideshare.net/startuplessonslearned/eric-ries-the-lean-startup-google-tech-talk!! http://www.slideshare.net/gzicherm/nir-eyal-hookedatgsummit!! http://www.businessmodelgeneration.com/canvas!! http://www.briansolis.com/2008/08/socialization-of-your-personal-brand_28/!! http://www.avc.com/a_vc/2004/03/its_a_small_wor.html!! http://www.quora.com/Udemy/How-did-Udemy-get-11-000-courses-online-so-quickly !! http://www.amazon.com/Mountain-Three-Wolf-Short-Sleeve/product-reviews/B002HJ377A!! http://www.amazon.com/BIC-Cristal-1-0mm-Black-MSLP16-Blk/dp/B004F9QBE6 !! http://www.youtube.com/watch?v=7QmCUDHpNzE !! http://www.youtube.com/watch?v=ZUG9qYTJMsI !! http://www.macadamia-apps.com/app-launch-7-mistakes-to-learn-from/  !! http://flowingdata.com/2011/09/18/yoda-pie-chart/ !! http://blog.bitly.com/post/9887686919/you-just-shared-a-link-how-long-will-people-pay!! http://www.briansolis.com/2011/09/whats-the-r-o-i-a-framework-for-social-analytics/!! http://www.slideshare.net/setlinger/altimeter-social-analytics081011final!! Breakthrough Marketing Plans!! http://www.seomoz.org/blog/tracking-the-roi-of-social-media!! http://blog.inner-active.com/2011/04/a-complete-list-of-app-stores-across-all-mobile-platforms/!! http://ideas.deloitte.ca/blog/2011/09/social-media-going-beyond-roi/!! http://www.jeffbullas.com/2011/09/20/the-10-key-mistakes-many-bloggers-and-writers-make/!! http://www.jeffbullas.com/2011/03/01/the-10-best-facebook-campaigns/!! http://www.facebook-studio.com/!! http://www.seomoz.org/blog/tracking-the-roi-of-social-media!! http://marketingfortomorrow.com/tag/marketing-tone/ !

@shiraabel!