Finding your first customers
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Finding Your First Customers
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Transcript of Finding your first customers
Finding Your First Customers
@StoryArchitect1
Selling Is Hard
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A Startup Is All About Math
CREDIT: Getty Images
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Key Sales Indicators• LTV vs CAC• Conversion Ratios• Close Ratio• Sales Cycle • Burn Rate
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This is where your startup goes to die.
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Find the Best Targets & SellBefore you run out of cash.
Over 16
Years I’ve
done 10,00
0+ Pitches!
*sales calls, tradeshows, conferences, events, debates, canvassing, and speaking.
What We are Going to Cover
Who to Target
How to Approach Them
How to Pitch Them
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Who to Target
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Who has the MOST pain?
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Who has the shortest
sales cycle?
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BANT Qualification
Budget Authority Need Time Frame
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How to Approach
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Match Buyer’s Journey & Route to Market
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Find the Approach that Works
Inside Referral
Outside Referral
Event Contact
Social Media
Cold Call
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Approach Statistics
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Use Multiple Approaches
The Approach Funnel
Dials / Emails
ContactsApt.
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Mini-Exercise – Prospect FunnelQuestion Answer
What’s your ASP?
What’s your monthly quota / sales goal?How many Sales do you need?
What’s your close ratio?
How many Opportunities do you need? What’s your contact to Opportunity ratio? How many contacts do you need?How many contacts per day
Example Sales Activity FunnelCategory Result
Target $50,000
ASP $5,000
# of Sales Needed 10
Close Ratio 25%
Qualified Opps Needed 40
Prospects that Turn into Qualified Opps
20%
Propsects Needed 200
Calls Needed to Find a Prospect
10
Calls To Make 2000
# of Calls per day 100
# of Days needed to Hit Target 20
Change 1 number… Category Result
Target $50,000
ASP $5,000
# of Sales Needed 10
Close Ratio 25%
Qualified Opps Needed 40
Prospects that Turn into Qualified Opps 40%Propsects Needed 100
Calls Needed to Find a Prospect
10
Calls To Make 1000# of Calls per day 100
# of Days needed to Hit Target 10
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Anatomy of a Cold Approach
Identify Yourself – Courtesy
Opening Statement
Position That You Are at The
Right Level
Describe the Pain Point(s)
Value Proposition - References
Ask for Appointment
Reaffirm Value – Closing
Statement
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Sample Script
This is ______________________________________with _______________________________________.You and I haven’t spoken before, but we’ve (I’ve) been working with _________________________ since _____________. One of the chief concerns I’ve been hearing lately from other ___________ executives is their frustration with_______________________________________________________________________________________ . We’ve been able to help our customers deal with these issues. For example, we have helped_________ by _________________ resulting in _______________..
Do you have 15 minutes for a call?
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How to Pitch
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PACES
Problem
Answer
Credibility
Evidence
Steps to Take Next
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Eliminate Risk
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Story Selling
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Steps to Take Next
Determine Your Best Targets
Choose Your Approach
Refine Your Pitch
Email: [email protected]: @StoryArchitect1LinkedIn: https://ca.linkedin.com/in/thestoryarchitectPhone: 1-844-467-2282
