The Alchemist - IforumDon’t pitch them on your company. First ask them about their experience with...
Transcript of The Alchemist - IforumDon’t pitch them on your company. First ask them about their experience with...
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The AlchemistWorld Best Program for B2B Startups (Stanford, CA)
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Sales Business Finance
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16400 → 20 → 6
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8 months
14-16 hours per day
Awesome experience
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CABThe secret sauce to catalyzing your startup growth
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Perfect User =
User + Decision Maker + Problem
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Product
Sales
Investors
Understand what you’re buildingGet feedback sooner; forgiving users
Early adoptersLogos to legitimize your company
Show demand/metricsReference customers
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……
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Volume vs QualityDepends on the company
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Criteria:• Fast installation• Easy to use
Goal:• Get paying customers• Hit an MRR target
Volume
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Criteria:• High support required• Expensive product
Goal:• Detailed feedback• Sexy logos
Quality
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5 Steps
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Step 1: Do you want volume or quality?
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Step 2: Find your “perfect user” → User + Decision maker + Problem
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Step 3: Send emails with 1-pager attachment. If you have CAB members, mention who else is on it. (legitimize with logos or names)
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Step 4: In your first meeting, convince them that the best way to give feedback is to USE
the product. Don’t pitch them on your company. First ask them about their experience
with the problem, then SHOW them what you’re doing.
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Step 5: Set tasks for them with DEADLINES and a weekly call. (get commitment)
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Step 1: Do you want volume or quality?
Step 2: Find your “perfect user” → User + Decision maker + Problem
Step 3: Send emails with 1-pager attachment. If you have CAB members, mention who else is on it. (legitimize with logos or names)
Step 4: In your first meeting, convince them that the best way to give feedback is to USE the product. Don’t pitch them on your company. First ask them about their experience with the problem, then SHOW them what you’re doing.
Step 5: Set tasks for them with DEADLINES and a weekly call. (get commitment)
* You can get them to pay after 30-days if they like the product. Don’t make them pay first. This is NOT a backdoor sales strategy… ☺
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What about the FORCE?
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Corporate Wellness Programfor the stress management
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Lisa VoronkovaEMtracker
www.health.emotion.familydemo for free