Whatis

hatch?

Hatch creates the ecosystem for entrepreneurs to thrive. The dynamics of business are rapidly changing with the in-troduction of a new generation. Hatch caters to new and young startups and small businesses, equipping them with the knowledge, tools, and resources necessary to succeed in the new world of business.

EST. ‘11

S ta t e o f t h e S t a r t u p

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mm u n i t y A d d r e s sEST. 14

NFK-VB

3 ways toqualify

your leads1. Invite them to your event

2. Send your rate card

3. Approach their budget early

invite themto yourevent

• Instead of saying let’s grab lunch (cost: meal + time + travel) or coffee try to get more info out of the introduction.

• You can do this by asking specifically what they are looking for.

• They may say, I want to share with you what I am working on. In a case like this likely at least an hour of time will be spent ‘learning’ about their new idea.

• When this happens to me I typically invite a burgeoning entrepreneur to one of our ‘qualify-ing’ meetups: Coffee Downtown. While this meetup is for everyone, it is the top of the funnel for our sales process.

sales funnel

• If you are unfamiliar with a sales funnel, it is the process in which it takes to have a prospect be qualified and converted into a customer

• In my line of work, this typically takes 5-7 positive interactions to convert. Meaning communication between both parties at least 5-7 times.

• This typically involves a physical meeting (like Coffee Downtown) to educating the pros-pect in material that will help them through the problems you learned about in one of the pre-vious conversations.

salesfunnel

1. Introduction — Invite To Coffee

2. Physically Attend Coffee — Spend a few minutes learning about what they are working on

3. Follow-Up — Provide Additional Information (Content you have canned, but on the topic they need)

4. Dig Deeper – Any Questions? See if the prospect has read or watched the content you provided. Do they have any questions?

5. Hard Sell — Now, if you have the goods to provide, sell it!

6. Follow-Up — Do this within 24 hours

send themyour

rate card• If you decide to go the consultation route, get paid for it.

• You are providing a ton of value. That one meeting could turn your words of wisdom into thousands of dollars.

• Early on in the conversation, ask to set-up a meeting and provide your rate card.

• TEDx at Old Dominion University

• 1000 four-employee concept

• Decided to turn that concept into a program that would offer resources to new and growing entrepreneurs.

• Put together simple landing page

• Charged $125 for lifetime access to the program.

• Broad enough to allow the idea to morph and mature with real customers

• Few day, 10 sales, NET $1,125.00!

• Idea = Validated.

The story of the

1000 Four program

• I know what you are thinking, “Zack, this is bold. And couldn’t I be missing out on this op-portunity by pushing the sale too hard early?”

• Sure you could, but you could also be quali-fying this business or person to see how much they value you and themselves.

• If there is one thing that I want you to realize from this post it’s that time is the only thing in the world we can never get back.

• Qualify those that come into your life and maximize your time in them.

Whyshould ido that?

• We, at Hatch, create content and gigs which bring those target customers to us. It is not that I don’t want to meet with them, but I want to verify that they care.

• You could waste your time on someone that is mistaking activity for accomplishment, and is just looking to fill up time so they feel busy.

• But, if someone doesn’t respect their own time, would they respect yours as well. What if you verified this time, not just with a cup of coffee, which is what they want to do. But rather, your hourly rate.

bring themto you

The first time i tried this, I sent my rate card to a “lead” and...

NOTHING!And I was okay with this. Of course I followed up and tried get-

ting a response. But the second I qualified this engagement with capital the conversation changed.

It went from, “I really need your help” to “I’m broke and don’t want to pay you.”

WANT MORE CONTENT LIKE THIS?

Testimonials

The 1000 Four program gives entrepreneurs a

forum to present ideas to their peers, improve their products, and then reach

the masses through passionate evangelism that

is unmatched.

The 1000 Four program is directly responsible for making progress on

my business idea. If you want to know ‘where to start’ when it comes to starting a business, Hatch is THE

entry point. Progress within this group happens everyday and the

folks you meet here are incredible advocates. Really looking forward

to the rest of this year.

Yessss! Thank you! I know I’m always sentimental

about Hatch but I really can’t think of a better way to spend $30/mth. You con-

tinuously over deliver!

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