The Only 2 Things You Need to Know Be Awesome at Startup Sales & Marketing

April Dunford rocketwatcher.com @aprildunford

Business Model A Startup is an organization formed to search for a repeatable and scalable

Steve Blank

Sales & Marketing Make a Startup a Business

The Business Side of Startups is Hard

Questions Google Can Answer

How do I increase blog traffic?

How do I run a better event?

How do I convert more trials to paid

customers?

How do we improve sales effectiveness?

How do I create better content?

How to I build a better landing page?

How do I get more followers on Twitter?

How do I get more customer references?

How do I get more email signups?

How do I improve SEO?

How do I write better ad copy?

How do I build a better product demo?

Questions Google Can’t Answer

What Tactics are Right for My Business?

How Do I Tailor Tactics for My Business?

Am I Maximizing the Revenue I Get for the Marketing and Sales I’m Doing?

There are Only 2 Things You Need to Know

1 The Difference Between a Great Marketer and

A JACKASS Is Knowing Who to Market To

with

Stuff They Want

People

Marketing is The Art of Connecting

with

Stuff They Want

People

Marketing is The Art of Connecting

(Forgetting this part makes you

a jackass)

What are the Characteristics of Folks that Love My Stuff?

Company Characteristics

Geographic location

Skill Level Business Model

Characteristics

Job Roles

Other Products They Use

Demographics Purchase Channel

Education Regulatory Environment

Budget Size

Business Restrictions

What is it About my Stuff That They Love?

What is The Best Way to Communicate with Them?

Social Media Blogs

Magazines Face to Face

email

IM

Sponsorships Phone

Events Television/Radio

Tradeshows

Industry Associations

2 The Difference Between a Great Sales Person and

A JACKASS Is Knowing How Customers Buy

How Customers Buy

No Need Need Eval. Buy Enjoy Re-new

Everything is Good here

I get that I might need something but not right now

I need something but I’m not sure exactly what

I want to buy your stuff. Please sell it to me

I am using your stuff and I like it

I need your stuff and will continue to need it

How Customers Buy

No Need Need Eval. Buy Enjoy Re-new

Everything is Good here

I get that I might need something but not right now

I need something but I’m not sure exactly what

I want to buy your stuff. Please sell it to me

I am using your stuff and I like it

I need your stuff and will continue to need it

Attempting to close a sale here Makes you a Jackass

Different Needs at Different Stages

No Need Need Eval. Buy Enjoy Re-new

Education on why there is a problem

Education on the cost of not solving the problem

Understand how offerings are different

Know how to buy and that buying will be easy

Know how to deploy, use and see the value of the solution

Know that life would be bad without the solution

DIFFICULT Hey April, this sounds

You Cannot Survey Your Way to Customer Knowledge

Customers Have Different Needs At Different Stages

No Need Need Eval. Buy Enjoy Re-new

Educate on the problem they can’t see

Educate on the value of addressing the problem

Teach them why your solution is better than others

Show them that buying from you is easy

Help them get the most of the solution

Don’t give them a reason to break up with you

Click here: April Dunford @aprildunford Rocketwatcher.com