SlideShare a Scribd company logo
1 of 26
Download to read offline
Nailing Your First Client
Nailing Your First Client
Nailing Your First Client
Nailing Your First Client
About Me:

 • 16 Years in B2B marketing
   – Technology & IT Services
   – Software & SaaS
 • Actively consulting since 1998
   – Marketing strategy & tactics
   – Mobile strategy
   – Clients <US$5M in revenues
 • Entrepreneurial: PoliMobile
   – Kick-off June 2011
   – Killed-off April 2012
About You:
Premise:




  Dating = Customer Acquisition
Wisdom:

          “My philosophy of
           dating is to just fart
           right away.”

              -Jenny McCarthy
Assumptions:

 •   You’re dateable  no psychos.
 •   You’re not here just for hook-ups.
 •   You know this is not Hollywood.
 •   You’re willing to invest.
 •   Your Goal: long-term, rewarding relationship
It’s not easy.

 Dating:                           Customer Acquisition:
 •   Courtship’s tough.            •   Prospecting’s tough.
 •   Bad dates are common.         •   Bad prospects are galore.
 •   Can’t be rushed.              •   Can’t push the process.
 •   Early stages are sensitive.   •   Prospects are hypercritical.
 •   Nothing is instant.           •   Decisions take time.
 •   Gold-diggers suck.            •   Tightwads are a pain.
 •   Requires work to maintain.    •   Clients need nurturing.
Five Stages of Relationships:

 1.   Courtship & Infatuation
 2.   The Power Struggle
 3.   Stability
 4.   Commitment
 5.   Acceptance & Co-Creation
Five Stages of Relationships:

 1.   Courtship & Infatuation
 2.   The Power Struggle
 3.   Stability
 4.   Commitment
 5.   Acceptance & Co-Creation
1. Courtship & Infatuation
1. Courtship & Infatuation

 Dating:                              Customer Acquisition:
 •   What’s is your ideal mate?       •   What’s an ideal customer?
 •   Where can they be found?         •   What’s the lead gen effort?
 •   Some love it; some hate it.      •   Do we outsource early?
 •   It’s time & $ intensive.         •   You have neither.
 •   There’s many prospects.          •   How do we qualify?
 •   There’s initial compatibility.   •   There’s mutual interest.
 •   Second guessing happens.         •   Re-evaluate.
1. Courtship & Infatuation

 Customer Acquisition:
 •   Ideal customer?  Develop initial demographics
 •   Lead generation?  Don’t develop complex plans.
 •   Outsource?  Have internal talent?!?
 •   Time & Budget  Don’t waste either.
 •   Qualified?  Set up preliminary prospect scoring.
 •   Mutual interest  Confirm interest, commitment & $
 •   Re-evaluate  Decide
2. Power Struggles
2. Power Struggles

 Dating:                    Customer Acquisition:
 •   Find out strengths.    •   Further assets appear.
 •   Uncover weaknesses.    •   As do their weaknesses.
 •   Your veneer cracks.    •   Your claims unravel.
 •   Complaints arise.      •   Internal discussions cripple.
 •   Exes pop in.           •   Competitors arise.
 •   Lean on our friends.   •   Lean on your mentors.
 •   Rescue connection.     •   Regroup.
2. Power Struggles

 Customer Acquisition:
 •   Further assets appear.  Internal decision makers arrive.
 •   As do their weaknesses.  Check references & credit!
 •   Your claims unravel.  You better have been honest.
 •   Internal discussions cripple.  Infighting & discussions arise.
 •   Competitors arise.  Get a detailed competitive matrix ready.
 •   Lean on your mentors.  Bring in outside influencers.
 •   Regroup.  Book follow-up meetings with all stakeholders.
3. Stability
3. Stability

 Dating:                         Customer Acquisition:
 •   Relax for a bit.            •   Don’t smother them.
 •   Spend more time together.   •   Book social some time.
 •   Bring in outside friends.   •   Pull in contractors/vendors.
 •   Watch for boredom.          •   Pay attention to them.
 •   Discuss long-term plans.    •   Start project discussions.
3. Stability

  Customer Acquisition:
  •   Don’t smother them.  You’re not the only thing in their life.
  •   Book social some time.  Golf or sporting events anyone?
  •   Pull in contractors/vendors.  Consider outside help.
  •   Pay attention to them.  Connect on comfy frequency.
  •   Start project discussions.  Draft plans, budgets, etc.
4. Commitment
4. Commitment

 Dating:                         Customer Acquisition:
 •   Re-evaluate as a partner.   •   Re-evaluate as a client.
 •   Consider mutual benefits.   •   What do you both gain?
 •   Share financials.           •   Validate financials*.
 •   Move in together.           •   Loan staff to them.
 •   Book the minister.          •   Call the attorney.
 •   Get hitched!                •   Celebrate!
4. Commitment

 Customer Acquisition:
 •   Re-evaluate as a client.  Pull together co-founders.
 •   What do you both gain?  SWOT analysis?
 •   Validate financials*.  Get their credit checked!
 •   Loan staff to them.  Bring in the developers.
 •   Call the attorney.  Draft all legal agreement.
 •   Celebrate!  Congrats! You’ve nailed your first client!
Questions?
Thank You!


       curtprins.com/nail
email@curtprins.com | +1 612-326-4049

More Related Content

What's hot

VFB 2013 - Growth funding - How to attract private equity funding
VFB 2013 - Growth funding - How to attract private equity fundingVFB 2013 - Growth funding - How to attract private equity funding
VFB 2013 - Growth funding - How to attract private equity fundingScience City Bristol
 
Guerilla Marketing for the Real Estate Investor, Part 1
Guerilla Marketing for the Real Estate Investor, Part 1Guerilla Marketing for the Real Estate Investor, Part 1
Guerilla Marketing for the Real Estate Investor, Part 1absboy2003
 
Real Estate Investing Articles, Videos, Calculators Yours!
Real Estate Investing Articles, Videos, Calculators Yours!Real Estate Investing Articles, Videos, Calculators Yours!
Real Estate Investing Articles, Videos, Calculators Yours!placidhobo1988
 
How to Find Clients & Keep Them - Terry August
How to Find Clients & Keep Them - Terry AugustHow to Find Clients & Keep Them - Terry August
How to Find Clients & Keep Them - Terry AugustDebbie Pietro-Quintana
 
Goal Setting to Stay in a High Performance State
Goal Setting to Stay in a High Performance StateGoal Setting to Stay in a High Performance State
Goal Setting to Stay in a High Performance StateJim Remley
 
Winning Listing Presentations with Cindy Stockhaus
Winning Listing Presentations with Cindy StockhausWinning Listing Presentations with Cindy Stockhaus
Winning Listing Presentations with Cindy StockhausMarket Leader
 
IBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell Businesses
IBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell BusinessesIBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell Businesses
IBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell BusinessesBizNexus
 
Top 10 talents every entrepreneur must build to be successful
Top 10 talents every entrepreneur must build to be successfulTop 10 talents every entrepreneur must build to be successful
Top 10 talents every entrepreneur must build to be successfulhemalkmanek
 
Finish Big- How To Successfully Exit Your Business
Finish Big- How To Successfully Exit Your Business Finish Big- How To Successfully Exit Your Business
Finish Big- How To Successfully Exit Your Business wisdomjl
 
Finish big wlv sunrise rotary pres- 9-22-17
Finish big  wlv sunrise rotary pres- 9-22-17Finish big  wlv sunrise rotary pres- 9-22-17
Finish big wlv sunrise rotary pres- 9-22-17wisdomjl
 
Systematic Lead Generation
Systematic Lead GenerationSystematic Lead Generation
Systematic Lead GenerationMaura Neill
 
The art of inviting
The art of invitingThe art of inviting
The art of invitingdpaknayak
 

What's hot (18)

Friendraising.
Friendraising.Friendraising.
Friendraising.
 
Corporate giving final
Corporate giving finalCorporate giving final
Corporate giving final
 
VFB 2013 - Growth funding - How to attract private equity funding
VFB 2013 - Growth funding - How to attract private equity fundingVFB 2013 - Growth funding - How to attract private equity funding
VFB 2013 - Growth funding - How to attract private equity funding
 
Sell Your Art
Sell Your ArtSell Your Art
Sell Your Art
 
Guerilla Marketing for the Real Estate Investor, Part 1
Guerilla Marketing for the Real Estate Investor, Part 1Guerilla Marketing for the Real Estate Investor, Part 1
Guerilla Marketing for the Real Estate Investor, Part 1
 
Real Estate Investing Articles, Videos, Calculators Yours!
Real Estate Investing Articles, Videos, Calculators Yours!Real Estate Investing Articles, Videos, Calculators Yours!
Real Estate Investing Articles, Videos, Calculators Yours!
 
How to Find Clients & Keep Them - Terry August
How to Find Clients & Keep Them - Terry AugustHow to Find Clients & Keep Them - Terry August
How to Find Clients & Keep Them - Terry August
 
Goal Setting to Stay in a High Performance State
Goal Setting to Stay in a High Performance StateGoal Setting to Stay in a High Performance State
Goal Setting to Stay in a High Performance State
 
Winning Listing Presentations with Cindy Stockhaus
Winning Listing Presentations with Cindy StockhausWinning Listing Presentations with Cindy Stockhaus
Winning Listing Presentations with Cindy Stockhaus
 
IBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell Businesses
IBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell BusinessesIBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell Businesses
IBBA - How Business Brokers Can Help Entrepreneurs Buy & Sell Businesses
 
Top 10 talents every entrepreneur must build to be successful
Top 10 talents every entrepreneur must build to be successfulTop 10 talents every entrepreneur must build to be successful
Top 10 talents every entrepreneur must build to be successful
 
Your Money Personality
Your Money PersonalityYour Money Personality
Your Money Personality
 
What's Your Money Persona?
What's Your Money Persona?What's Your Money Persona?
What's Your Money Persona?
 
Finish Big- How To Successfully Exit Your Business
Finish Big- How To Successfully Exit Your Business Finish Big- How To Successfully Exit Your Business
Finish Big- How To Successfully Exit Your Business
 
Finish big wlv sunrise rotary pres- 9-22-17
Finish big  wlv sunrise rotary pres- 9-22-17Finish big  wlv sunrise rotary pres- 9-22-17
Finish big wlv sunrise rotary pres- 9-22-17
 
Digital Marketing Persona Master Class - Andrew Chow, Ideas & Concepts
Digital Marketing Persona Master Class - Andrew Chow, Ideas & ConceptsDigital Marketing Persona Master Class - Andrew Chow, Ideas & Concepts
Digital Marketing Persona Master Class - Andrew Chow, Ideas & Concepts
 
Systematic Lead Generation
Systematic Lead GenerationSystematic Lead Generation
Systematic Lead Generation
 
The art of inviting
The art of invitingThe art of inviting
The art of inviting
 

Similar to Nailing Your First Client

The Art of Closing the Deal Presented at For the Win Women's Symposium
The Art of Closing the Deal Presented at For the Win Women's Symposium The Art of Closing the Deal Presented at For the Win Women's Symposium
The Art of Closing the Deal Presented at For the Win Women's Symposium Jean Kristensen
 
What an angel investor wants an entrepreneur to know
What an angel investor wants an entrepreneur to know What an angel investor wants an entrepreneur to know
What an angel investor wants an entrepreneur to know Dr Aniruddha Malpani
 
Business Startup Bootcamp - Day 1
Business Startup Bootcamp - Day 1Business Startup Bootcamp - Day 1
Business Startup Bootcamp - Day 1David Bozward
 
Show Me The Money - The Ying and Yang of Entrepreneurial Finance
Show Me The Money  - The Ying and Yang of Entrepreneurial FinanceShow Me The Money  - The Ying and Yang of Entrepreneurial Finance
Show Me The Money - The Ying and Yang of Entrepreneurial FinanceJohn Landry
 
How to get an investor to fund you
How to get an investor to fund youHow to get an investor to fund you
How to get an investor to fund youDr Aniruddha Malpani
 
Innovative solutions presentation
Innovative solutions presentation Innovative solutions presentation
Innovative solutions presentation malleysp
 
Business Startup Bootcamp - Day 3
Business Startup Bootcamp - Day 3Business Startup Bootcamp - Day 3
Business Startup Bootcamp - Day 3David Bozward
 
Business etiquettes f5-ddcd.10812180123519
Business etiquettes f5-ddcd.10812180123519Business etiquettes f5-ddcd.10812180123519
Business etiquettes f5-ddcd.10812180123519Onnonto Saif
 
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech Startups
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech StartupsBeginner's Guide: How to raise Seed and Series A Funding for Your Tech Startups
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech StartupsRakesh Soni
 
Jonathan Rechtman - Winning Partnerships
Jonathan Rechtman - Winning PartnershipsJonathan Rechtman - Winning Partnerships
Jonathan Rechtman - Winning PartnershipsAnna Brachtendorf
 
Tired of dragging buyers around? Learn how to show six or fewer houses befor...
Tired of dragging buyers around?  Learn how to show six or fewer houses befor...Tired of dragging buyers around?  Learn how to show six or fewer houses befor...
Tired of dragging buyers around? Learn how to show six or fewer houses befor...Reg Gupton Inc
 
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, ListingsSticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, ListingsKim Knapp
 
Your Referral Marketing Machine
Your Referral Marketing MachineYour Referral Marketing Machine
Your Referral Marketing MachineJohn Gilger
 
American Hospital Assn. PR Execs
American Hospital Assn.  PR ExecsAmerican Hospital Assn.  PR Execs
American Hospital Assn. PR Execsmjsumption
 
BRANDS BUILDING TRUST
BRANDS BUILDING TRUST BRANDS BUILDING TRUST
BRANDS BUILDING TRUST Oystercatchers
 
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...Sachintha Gunasena
 

Similar to Nailing Your First Client (20)

The Art of Closing the Deal Presented at For the Win Women's Symposium
The Art of Closing the Deal Presented at For the Win Women's Symposium The Art of Closing the Deal Presented at For the Win Women's Symposium
The Art of Closing the Deal Presented at For the Win Women's Symposium
 
Corporate fundraising
Corporate fundraising Corporate fundraising
Corporate fundraising
 
What an angel investor wants an entrepreneur to know
What an angel investor wants an entrepreneur to know What an angel investor wants an entrepreneur to know
What an angel investor wants an entrepreneur to know
 
Business Startup Bootcamp - Day 1
Business Startup Bootcamp - Day 1Business Startup Bootcamp - Day 1
Business Startup Bootcamp - Day 1
 
Show Me The Money - The Ying and Yang of Entrepreneurial Finance
Show Me The Money  - The Ying and Yang of Entrepreneurial FinanceShow Me The Money  - The Ying and Yang of Entrepreneurial Finance
Show Me The Money - The Ying and Yang of Entrepreneurial Finance
 
How to get an investor to fund you
How to get an investor to fund youHow to get an investor to fund you
How to get an investor to fund you
 
Innovative solutions presentation
Innovative solutions presentation Innovative solutions presentation
Innovative solutions presentation
 
Corporate Giving 2.0
Corporate Giving 2.0Corporate Giving 2.0
Corporate Giving 2.0
 
Business Startup Bootcamp - Day 3
Business Startup Bootcamp - Day 3Business Startup Bootcamp - Day 3
Business Startup Bootcamp - Day 3
 
Business etiquettes f5-ddcd.10812180123519
Business etiquettes f5-ddcd.10812180123519Business etiquettes f5-ddcd.10812180123519
Business etiquettes f5-ddcd.10812180123519
 
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech Startups
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech StartupsBeginner's Guide: How to raise Seed and Series A Funding for Your Tech Startups
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech Startups
 
21st century selling
21st century selling21st century selling
21st century selling
 
Jonathan Rechtman - Winning Partnerships
Jonathan Rechtman - Winning PartnershipsJonathan Rechtman - Winning Partnerships
Jonathan Rechtman - Winning Partnerships
 
Tired of dragging buyers around? Learn how to show six or fewer houses befor...
Tired of dragging buyers around?  Learn how to show six or fewer houses befor...Tired of dragging buyers around?  Learn how to show six or fewer houses befor...
Tired of dragging buyers around? Learn how to show six or fewer houses befor...
 
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, ListingsSticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
 
How to really start your own business
How to really start your own businessHow to really start your own business
How to really start your own business
 
Your Referral Marketing Machine
Your Referral Marketing MachineYour Referral Marketing Machine
Your Referral Marketing Machine
 
American Hospital Assn. PR Execs
American Hospital Assn.  PR ExecsAmerican Hospital Assn.  PR Execs
American Hospital Assn. PR Execs
 
BRANDS BUILDING TRUST
BRANDS BUILDING TRUST BRANDS BUILDING TRUST
BRANDS BUILDING TRUST
 
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...
 

More from Fluency Mobile

Where to begin in Mobile Marketing
Where to begin in Mobile MarketingWhere to begin in Mobile Marketing
Where to begin in Mobile MarketingFluency Mobile
 
Beyond Mobile: How Connected Devices are the Next Evolution of Mobile
Beyond Mobile: How Connected Devices are the Next Evolution of MobileBeyond Mobile: How Connected Devices are the Next Evolution of Mobile
Beyond Mobile: How Connected Devices are the Next Evolution of MobileFluency Mobile
 
Mobile for Integrated Marketing
Mobile for Integrated MarketingMobile for Integrated Marketing
Mobile for Integrated MarketingFluency Mobile
 
What Obama and Romney can Teach Us About Mobile Marketing
What Obama and Romney can Teach Us About Mobile MarketingWhat Obama and Romney can Teach Us About Mobile Marketing
What Obama and Romney can Teach Us About Mobile MarketingFluency Mobile
 
Facebook for the B2B Professional
Facebook for the B2B ProfessionalFacebook for the B2B Professional
Facebook for the B2B ProfessionalFluency Mobile
 
Mobile & Youth Engagement
Mobile & Youth EngagementMobile & Youth Engagement
Mobile & Youth EngagementFluency Mobile
 
Bowling for Marketshare
Bowling for MarketshareBowling for Marketshare
Bowling for MarketshareFluency Mobile
 

More from Fluency Mobile (9)

Where to begin in Mobile Marketing
Where to begin in Mobile MarketingWhere to begin in Mobile Marketing
Where to begin in Mobile Marketing
 
Beyond Mobile: How Connected Devices are the Next Evolution of Mobile
Beyond Mobile: How Connected Devices are the Next Evolution of MobileBeyond Mobile: How Connected Devices are the Next Evolution of Mobile
Beyond Mobile: How Connected Devices are the Next Evolution of Mobile
 
Mobile Email Makeover
Mobile Email MakeoverMobile Email Makeover
Mobile Email Makeover
 
Mobile for Integrated Marketing
Mobile for Integrated MarketingMobile for Integrated Marketing
Mobile for Integrated Marketing
 
What Obama and Romney can Teach Us About Mobile Marketing
What Obama and Romney can Teach Us About Mobile MarketingWhat Obama and Romney can Teach Us About Mobile Marketing
What Obama and Romney can Teach Us About Mobile Marketing
 
You Don't Need a App
You Don't Need a AppYou Don't Need a App
You Don't Need a App
 
Facebook for the B2B Professional
Facebook for the B2B ProfessionalFacebook for the B2B Professional
Facebook for the B2B Professional
 
Mobile & Youth Engagement
Mobile & Youth EngagementMobile & Youth Engagement
Mobile & Youth Engagement
 
Bowling for Marketshare
Bowling for MarketshareBowling for Marketshare
Bowling for Marketshare
 

Recently uploaded

Scrum Events & How to run them effectively
Scrum Events & How to run them effectivelyScrum Events & How to run them effectively
Scrum Events & How to run them effectivelyMarianna Nakou
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfJohnCarloValencia4
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..dlewis191
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...Khaled Al Awadi
 

Recently uploaded (20)

Scrum Events & How to run them effectively
Scrum Events & How to run them effectivelyScrum Events & How to run them effectively
Scrum Events & How to run them effectively
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
 

Nailing Your First Client

  • 5. About Me: • 16 Years in B2B marketing – Technology & IT Services – Software & SaaS • Actively consulting since 1998 – Marketing strategy & tactics – Mobile strategy – Clients <US$5M in revenues • Entrepreneurial: PoliMobile – Kick-off June 2011 – Killed-off April 2012
  • 7. Premise: Dating = Customer Acquisition
  • 8. Wisdom: “My philosophy of dating is to just fart right away.” -Jenny McCarthy
  • 9. Assumptions: • You’re dateable  no psychos. • You’re not here just for hook-ups. • You know this is not Hollywood. • You’re willing to invest. • Your Goal: long-term, rewarding relationship
  • 10. It’s not easy. Dating: Customer Acquisition: • Courtship’s tough. • Prospecting’s tough. • Bad dates are common. • Bad prospects are galore. • Can’t be rushed. • Can’t push the process. • Early stages are sensitive. • Prospects are hypercritical. • Nothing is instant. • Decisions take time. • Gold-diggers suck. • Tightwads are a pain. • Requires work to maintain. • Clients need nurturing.
  • 11. Five Stages of Relationships: 1. Courtship & Infatuation 2. The Power Struggle 3. Stability 4. Commitment 5. Acceptance & Co-Creation
  • 12. Five Stages of Relationships: 1. Courtship & Infatuation 2. The Power Struggle 3. Stability 4. Commitment 5. Acceptance & Co-Creation
  • 13. 1. Courtship & Infatuation
  • 14. 1. Courtship & Infatuation Dating: Customer Acquisition: • What’s is your ideal mate? • What’s an ideal customer? • Where can they be found? • What’s the lead gen effort? • Some love it; some hate it. • Do we outsource early? • It’s time & $ intensive. • You have neither. • There’s many prospects. • How do we qualify? • There’s initial compatibility. • There’s mutual interest. • Second guessing happens. • Re-evaluate.
  • 15. 1. Courtship & Infatuation Customer Acquisition: • Ideal customer?  Develop initial demographics • Lead generation?  Don’t develop complex plans. • Outsource?  Have internal talent?!? • Time & Budget  Don’t waste either. • Qualified?  Set up preliminary prospect scoring. • Mutual interest  Confirm interest, commitment & $ • Re-evaluate  Decide
  • 17. 2. Power Struggles Dating: Customer Acquisition: • Find out strengths. • Further assets appear. • Uncover weaknesses. • As do their weaknesses. • Your veneer cracks. • Your claims unravel. • Complaints arise. • Internal discussions cripple. • Exes pop in. • Competitors arise. • Lean on our friends. • Lean on your mentors. • Rescue connection. • Regroup.
  • 18. 2. Power Struggles Customer Acquisition: • Further assets appear.  Internal decision makers arrive. • As do their weaknesses.  Check references & credit! • Your claims unravel.  You better have been honest. • Internal discussions cripple.  Infighting & discussions arise. • Competitors arise.  Get a detailed competitive matrix ready. • Lean on your mentors.  Bring in outside influencers. • Regroup.  Book follow-up meetings with all stakeholders.
  • 20. 3. Stability Dating: Customer Acquisition: • Relax for a bit. • Don’t smother them. • Spend more time together. • Book social some time. • Bring in outside friends. • Pull in contractors/vendors. • Watch for boredom. • Pay attention to them. • Discuss long-term plans. • Start project discussions.
  • 21. 3. Stability Customer Acquisition: • Don’t smother them.  You’re not the only thing in their life. • Book social some time.  Golf or sporting events anyone? • Pull in contractors/vendors.  Consider outside help. • Pay attention to them.  Connect on comfy frequency. • Start project discussions.  Draft plans, budgets, etc.
  • 23. 4. Commitment Dating: Customer Acquisition: • Re-evaluate as a partner. • Re-evaluate as a client. • Consider mutual benefits. • What do you both gain? • Share financials. • Validate financials*. • Move in together. • Loan staff to them. • Book the minister. • Call the attorney. • Get hitched! • Celebrate!
  • 24. 4. Commitment Customer Acquisition: • Re-evaluate as a client.  Pull together co-founders. • What do you both gain?  SWOT analysis? • Validate financials*.  Get their credit checked! • Loan staff to them.  Bring in the developers. • Call the attorney.  Draft all legal agreement. • Celebrate!  Congrats! You’ve nailed your first client!
  • 26. Thank You! curtprins.com/nail email@curtprins.com | +1 612-326-4049

Editor's Notes

  1. Participation is required in this session.
  2. Have questions? Feel free to call me at 612-326-4049 or connect with me at email@curtprins.com.