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Koen Steven: Customers Wanted - TSD17
- 1. Koen Stevens (Word-Of-Mouth Director Ambassify) How to close your first 10 B2B deals?
- 2. #1 Aim
- 3. # of customers Price Pick your animal100.000 10.000 1.000
- 4. #2 Point
- 5. Your biggest competitors? excel and the status quo
- 6. Nail your niche Based on your ICP http://bit.ly/2lXmnoB
- 7. Pricing Strategy Charge a multiple of what you think is right
- 8. Pricing Strategy Skin in the game: let them pay from day one
- 9. #3 Shoot
- 10. Use different tactics or traction channels ‣ Network ‣ Early adopter program (again: paying customers only) ‣ Referrals
- 11. Goal :: 10 unaffiliated customers ‣ Outbound targeted emails ‣ Referral ‣ Inbound requests ‣ Network
- 12. Now accelerate through your own customers Advocacy: Reviews // Referrals // References
- 14. A small group of people are your new sales army. Find them
- 15. The sales process has changed 0% Looking for a solution 100% Buying the solution I do my own research before I contact a sales rep57% 70% Sales process
- 16. REVIEWS
- 17. “ 88% of respondents said they trust online reviews as much as a personal recommendation.“
- 20. “ Comparison websites are the new SEO juice. “
- 21. “ Companies with advocate marketing programs can receive up to 17,5x more product reviews.“
- 22. write your MOST PERSONAL Bongo story Publish rates with incentive: 22,7% without incentive: 22,9% 1/4 creates a story
- 23. REFERRALS
- 24. 84%of B2B buyers start with a referral
- 25. ( eMarketer.com ) Customer and employee referrals Website Social Network Paid Search Sales generated Marketing & advertising Trade show Partner Webinars LinkedIn Email campaigns Events Lead list Others 1,07% 0,02% 0,04% 0,07% 0,34% 0,44% 0,48% 0,55% 0,78% 0,94% 0,99% 1,47% 1,55% 3,63% The power of referrals Lead-to-Deal conversion rate
- 26. It’s time for a story about references and our prospects
- 27. IN SUMMARY
- 28. “Authentic social proof is the sales man’s G-spot.“
- 29. Tips & Tricks Ask for the sale Do stuff that does not scale Get 10 unaffiliated customers Sell through these customers
- 30. How strong is your Brand Advocacy Index? Check it out @ bai.ambassify.com
- 31. B2B SALES RESOURCES Blinkist Audible Podcasts Saastr The Startup Chat De Vitesse Close.io Jason Lemkin (Quora) From Impossible to Inevitable Solution Selling Selling The Wheel Steli Efti Gary V
- 32. Koen Stevens (+32) 496 25 09 47 koen@ambassify.com @E_KON Questions?
- 33. Or ask our very own brand ambassadors