How to Land that First Customer

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This document provides tips for landing a first customer. It advises starting by offering potential customers a simple, free piece of help related to the problem being solved rather than immediately introducing the product or service. This builds trust by showing understanding of their complex needs. The next step is to listen to learn about their situation and solutions tried before leveling with them about options considered. The goal is for the customer and business to collaboratively develop a solution, with the business explaining what their product can and cannot do. Introducing the product fully only after understanding the customer's needs and determining if trust has been built.

Business Sales

by simply offering a hand
HOW TO LAND THAT 1st CUSTOMER

You’ve made a product/service that you think will
solve a problem

You’ve made a product/service that you think will
solve a problem
You’ve identiﬁed a few prospects who you think
face that problem

You’ve made a product/service that you think will
solve a problem
You’ve identiﬁed a few prospects who you think
face that problem
You’ve sent them an email or called them to
explain your solution

Your customer has to make a too big of a mind
leap to get on the same page as you

Your customer has to make a too big of a mind
leap to get on the same page as you
In your mind your product/service is only a
signup page away from solving their problem

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Start by offering the most simple and basic help
you can. Just a little piece of your entire product.

Start by offering the most simple and basic help
you can. Just a little piece of your entire product.
Your product is a high-end bicycle?

Start by offering the most simple and basic help
you can. Just a little piece of your entire product.
Your product is a high-end bicycle?
Offer them a little catalogue explaining what to
look for when buying bicycles. Or a guide that
helps people to look after bicycles.

The key is to build trust.
Show them you understand they have a complex
problem in their mind.

The key is to build trust.
Show them you understand they have a complex
problem in their mind.
Learning from their situation is your goal. Ask
about the possible solutions they have already
tried, or wish they could try. What would be their
dream solution?

"You’re facing that issue and think this might be
the right solution.

"You’re facing that issue and think this might be
the right solution.
We’ve thought about that same issue and
considered the following options.

"You’re facing that issue and think this might be
the right solution.
We’ve thought about that same issue and
considered the following options.
According to us this might be the best solution to
that issue. It touches upon this, that and that point
of your solution, but differs there, there and here.

Together you come up with the solution.
You explain what your product of service can and
can’t. And what you can add or can’t.

Together you come up with the solution.
You explain what your product of service can and
can’t. And what you can add or can’t.
You also explain again why your product is the
way it is and what considerations you’ve made.

SUDDENLY THAT MIND LEAP IS
NOT SO BIG ANYMORE

To summarize:
Identify customers who experience the problem
you are trying to solve

To summarize:
Identify customers who experience the problem
you are trying to solve
Offer them a helping hand for free (DON’T
INTRODUCE YOUR PRODUCT JUST YET)

thomas@email.com GO!It’s the smart
thing to do 
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6. WHAT WENT WRONG?

8. THEIR PROBLEM

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15.

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31. "You’re facing that issue and think this might be the right solution. We’ve thought about that same issue and considered the following options.

32. "You’re facing that issue and think this might be the right solution. We’ve thought about that same issue and considered the following options. According to us this might be the best solution to that issue. It touches upon this, that and that point of your solution, but differs there, there and here.

33. "You’re facing that issue and think this might be the right solution. We’ve thought about that same issue and considered the following options. According to us this might be the best solution to that issue. It touches upon this, that and that point of your solution, but differs there, there and here. What do you think?"

34.

35. MEETING OF MINDS

36. Together you come up with the solution.

37. Together you come up with the solution. You explain what your product of service can and can’t. And what you can add or can’t.

38. Together you come up with the solution. You explain what your product of service can and can’t. And what you can add or can’t. You also explain again why your product is the way it is and what considerations you’ve made.

39. Together you come up with the solution. You explain what your product of service can and can’t. And what you can add or can’t. You also explain again why your product is the way it is and what considerations you’ve made. They decide if they think your solution is good enough. And if they trust you well enough to know best.

40. SUDDENLY THAT MIND LEAP IS NOT SO BIG ANYMORE

41.

42. THEIR PROBLEM

43. YOUR PRODUCTTHEIR PROBLEM

44. To summarize:

45. To summarize: Identify customers who experience the problem you are trying to solve

46. To summarize: Identify customers who experience the problem you are trying to solve Offer them a helping hand for free (DON’T INTRODUCE YOUR PRODUCT JUST YET)

47. To summarize: Identify customers who experience the problem you are trying to solve Offer them a helping hand for free (DON’T INTRODUCE YOUR PRODUCT JUST YET) Wait for the invite. And listen, listen, listen.

48. To summarize: Identify customers who experience the problem you are trying to solve Offer them a helping hand for free (DON’T INTRODUCE YOUR PRODUCT JUST YET) Wait for the invite. And listen, listen, listen. Level with the customer. What’s their wish, what can you offer. Introduce your product.

49. thomas@email.com GO!It’s the smart thing to do  LETTERS FROM business tips, practical guides, lessons learned + lot’s of fun

How to Land that First Customer

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