Getting Your first customers
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YOUR FIRST CUSTOMERS
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Transcript of Getting Your first customers
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…
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
