The best way to get your

idea off the ground

Whenever I have a client trying to get

a new product off the ground, I give

them the same advice. It's the same

strategy I use in my own business -

100 coffees in 90 days. That’s 100

strategic conversations with your

ideal clients.

What if I don’t know 100

ideal clients?

The good news is that you can still

kick off your 100 coffees. Start with

3, then at the end of those 3 conver-

sations, ask them to introduce you to

2 people they know who would be a

good fit for your product. Don't know

3 people? Find the 3 people in your

existing network who know your

market, can advise you on how to

proceed, and who could introduce

you to 2 potential clients.

This is not a sales pitch

Don't pitch these conversations as a

sales conversation. You're just looking

to speak to a few people who fit the

profile of your target market to

deepen your understanding of your

market.

People typically love to be asked for

advice and most people will be happy

to give you 30 minutes if you are

flexible on timeframes (e.g. ask to

meet sometime in the next month or

two). Although, don’t say ‘can I buy

you a coffee’ or ‘can I pick your

brain’. Be specific, and treat their

time as far more valuable than $4.

Use your 100 coffees to build a deep

understanding of your clients, their

needs and wants, their headaches,

and the language they use when

speaking about your product. Refine

the pitch as you go. Sales will follow.

How to use this template

You can keep it simple and tick off

each meeting as you go. Or, you can

use your own coding or colouring

system, such as:

Whatever works for you! At the end

of the day, this is about forcing

yourself out of the analysis paralysis

phase. Don’t wait until your product

is perfect. It’s never perfect, and the

real test is always what your market

thinks, and what they will buy.

Cheers,

Jenny Vandyke

Author of The innovation Recipe

/ booked

X meeting complete

successful referral or sale

Project:

Finish date: