sales growthhacking workshop #phxstartupweek #yesphx @jerrodbailey
TRANSCRIPT
WWW.TALLWAVE.COM/SANDCASTLE [email protected]
Mention:
@jerrodbailey
@tallwave
Hashtag:
#PHXstartupweek
#ChaseBasecamp
#yesphx
[email protected] | @jerrodbailey | #PHXstartupweek
Jerrod Bailey, Partner and SVP at
Tallwave
Jerrod has spent the last 15 years in
technology companies focused on B2B
markets in Business Development,
Product and Marketing capacities.
Tallwave is a venture development and
venture capital firm based in Scottsdale,
AZ focused on growing companies from
Idea stage through Commercial
Sustainability. Over the last 4 years at
Tallwave, Jerrod has helped develop
over 50 companies.
[email protected] | @jerrodbailey | #PHXstartupweek
Beyond Social Selling:
Growthhacker Methods for Filling
Sales FunnelsInitiating – The relationship
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GROWTH HACKER PROSPECTING STEPS
empathy selling
1. Find Your Customer [by getting to know her]
2. Reach Out [with messaging that speaks to her]
3. Sell [by asking questions about her]
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STEP 1: Find Your Customer
Building a Super-list
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WHO IS YOUR BUYER?
Titles?
VP of Human Resources, CFO
Industries?
Manufacturing, Supply Chain & Logistics
Geography?
Western US
Company Size?
Less than 500 employees
Image: http://www.omnicircuitboards.com/blog/bid/239449/Having-Too-Much-Fun-Working-in-Printed-Circuit-Board-Manufacturing
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BOOLEAN EXPRESSIONS
(“peanut butter” AND jelly) OR “PB&J” OR “PB and J”
AND Sandwich -apparel
http://foodspin.deadspin.com/peanut-butter-sandwich-pairings-ranked-1142578368
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((VP OR Vice) AND (human OR HR)) OR CFO
146,391results
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((VP OR Vice OR Dir OR Manager OR Mgr) AND (HR OR
human)) OR CFO
371,778results
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You’re Not Going to Believe How We Discovered This...
371,778results
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STEP 2: REACH OUT
Image: http://wanelo.com/p/1670089/thinking-of-you-card-in-a-non-creepy-way-light-blue-robins-egg-blue-white-single-card
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1-3% Open Rate
1-30% Open Rate
TRADITIONAL INBOXES
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300 CHARACTERS. MAKE ‘EM COUNT!
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WHAT IS VALUABLE TO THEM?
•Need advice approach
•Building community approach
•Looking for a contact approach
•Launching new tool approach
•Announcing big event approach
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OPTIMIZING YOUR PROFILE FOR CONVERSION
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OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
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OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture
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OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture
3. Background
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OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture
3. Background
4. Keywords
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OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture
3. Background
4. Keywords
5. Skills
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How Many Prospects Can a Full-time Person
“Touch” in One Month Using this Method?
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How Many Prospects Can a Full-time Person
“Touch” in One Month Using this Method?
Answer:
~2,000
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Who Has That Kind of Time?
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Answer:
Who Has That Kind of Time?
Image: http://outsourced.ph/
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Navigating the
First Date
Building a Solution
Development Prompter
Image: http://www.oliverhustle.com/page/2/
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Comes from
Customer-
Centric Selling
by Michael
Bosworth, 2010(www.customercentric.com)
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Turns You
From This...
Image: http://stilltraining.com/sundayblog/
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Into This.
Image: http://blog.healthjobsnationwide.com/different-types-of-therapy-jobs/
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Or this.
Image: https://hashtalk.org/topic/14313/if-you-sell-your-prime-hashlets
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Offer Value (in the
form of a question)
Listen
Listen
2
3
4
Lots of Discovery
Questions 1
Image: http://www.amazon.com/Plastic-Treasure-Party-Accessory-count/dp/B000R4OGZE
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STRUCTURE OF A SOLUTION DEVELOPMENT
PROMPTER (SDP)
BENEFIT
NAME
DISCOVERY/PROBING QUESTIONS VALUE OFFERING
XYZ
BENEFIT
How you do [this] today?
Who is responsible for [this]?
What do you like or not like about how you're
doing [this]?
What happens if it goes wrong?
Do you spend time or money to solve this
problem?
If … User…
Could Do this action…
And Achieve this outcome…
Would
that be
Useful? Helpful? Valuable? (Why?
How much so?)
XYZ
BENEFIT
How you do [this] today?
Who is responsible for [this]?
What do you like or not like about how you're
doing [this]?
What happens if it goes wrong?
Do you spend time or money to solve this
problem?
If … User…
Could Do this action…
And Achieve this outcome…
Would
that be
Useful? Helpful? Valuable? (Why?
How much so?)
[email protected] | @jerrodbailey | #PHXstartupweek
“So, I just heard from you that you [summarize
pain], and that you’d be interested if we could
[list items of ‘reach’]. How about we schedule
a meeting to walk you through how we would
do those things. You can then decide if you are
interested in talking further. Would you like to
take that next step?”
THE CLOSE
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What Is the Single Biggest Factor for Success?
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What Is the Single Biggest Factor for Success?
Answer:
Empathy!
[email protected] | @jerrodbailey | #PHXstartupweek
Come Hack
Sales with
Us!
http://saleshacknight.com/