CUSTOMER CENTRIC SALES PROCESS FOR STARTUPSCUSTOMER CENTRIC SALES PROCESS FOR STARTUPS

USER BASE REVENUE PER USERTOTAL REVENUE

(Based on conversion rate)

Month 1 XX YS XX$Month 2 XXX YS XXXX$

…….. ……...Month 6 XXXXXXX YS XXXXX$

Gross Revenue XXXXXXXXXX$

USER BASE REVENUE PER USERTOTAL REVENUE

(Based on conversion rate)

Month 1 XX YS XX$

Month 2 XXX YS XXXX$

…….. ……...

Month 6 ?????? YS XXXXX$

Gross Revenue XXXXXXXXXXX$

•Acquisition

•Conversion

•Retention

How do you attract your customers to you site ?

How they are going to use it for first time ?

There are three main channels through which some one can find your site

They find it themselves They find out through the media They find it from friends

Ask your self

Which channels are most appropriate for my business?

How do I minimize the acquisition cost for my channels?

Ensuring there are no holes in your fishing net

How effective are you in converting Users to Customers

Each type of web startup has its own metrics It need not be sales always

For instance for Twitter we can define few metrics which monitors conversion rate as

% of users who follow someone % of users who have followers % of users who tweet 5 times a day

Basic principles

Removal of Requirements

Take a hard look at every question you are asking people and decide what has to be kept, what can be removed, and what can be deferred until later.

Clarity of Requirements

A lack of clarity in form labels, input fields, or actions can cause people to misinterpret requirements, thereby leading to errors or failed submissions.

Indication of Requirements

Indication of what is or isn’t a required in a form can have a meaningful impact on conversion

Love your customer

Are you ready for a long standing relation with customer

Needs a conscious effort and work if you ever hope to 'keep the romance alive'.

Common symptoms that helps you in identifying you have Retention issues

When a user says

“I have nothing to do here ““ I don’t see my friends here ““They haven't build what they have said ““ Oh! I keep forgetting coming here”“Iam waiting for this feature for a long time”

Few tips

Always keep customer engaged (eg Review system in Amazon)Focus on communityHear the feedback

http://steveblank.com/2011/05/10/the-lean-launchpad-at-stanford-%E2%80%93-the-final-presentations/http://steveblank.com/2011/05/10/the-lean-launchpad-at-stanford-%E2%80%93-the-final-presentations/http://steveblank.files.wordpress.com/2010/10/business-model-canvas.jpghttp://blog.imranghory.org/startup-experiences-what-ive-learnt-part-1-ushttp://www.matthewmamet.com/2011/02/02/startup-marketing-lessons-ubiqi-health-part-1/http://giffconstable.com/2009/12/what-is-your-customer-acquisition-strategy-startup-marketing-tactics/http://www.slideshare.net/bokardo/designing-for-social-traction http://www.slideshare.net/DavidSkok/customer-acquisition-monetization-keys-to-your-business-plan http://freecrmstrategies.files.wordpress.com/2009/11/aipee_pyramid_beta-5.pnghttp://www.forentrepreneurs.com/startup-killer/http://www.startuplifeblog.com/2010/03/08/the-importance-of-customer-acquisition-costs-for-startups/http://steveblank.com/2010/02/22/no-accounting-for-startups/http://customerecosystem.com/http://www.armchairfounder.com/2009/03/word-on-user-acquisition.htmlhttp://customerecosystem.com/