Be Awesome at Startup Marketing and Sales

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The business part of running a startup isn't easy. Many founders struggle with startup marketing and startup sales in an environment where budgets are tight, and there are too many potential tactics to choose from. In my experience there are 2 things that startups need to understand to build a foundation for great sales and marketing.

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Be Awesome at Startup Marketing and Sales

  1. 1. Be Awesome at Startup Sales & Marketing The Only 2 Things You Need to Know April Dunford rocketwatcher.com @aprildunford
  2. 2. A Startup is an organization formed to search for a repeatable and scalable Business Model Steve Blank
  3. 3. Sales & Marketing Make a Startup a Business
  4. 4. The Business Side of Startups is Hard
  5. 5. How do I increase blog traffic? How do I get more email signups? How do I improve SEO? How do I build a better product demo? How do I run a better event? How do I get more customer references? Questions Google Can Answer How do we improve How do I convert How do I get more more trials to paid followers on Twitter? sales effectiveness? customers? How to I build a better How do I create How do I write landing page? better content? better ad copy?
  6. 6. Questions Google Can’t Answer
  7. 7. What Tactics are Right for My Business?
  8. 8. How Do I Tailor Tactics for My Business?
  9. 9. Am I Maximizing the Revenue I Get for the Marketing and Sales I’m Doing?
  10. 10. There are Only 2 Things You Need to Know
  11. 11. 1 The Difference Between a Great Marketer and A JACKASS Is Knowing Who to Market To
  12. 12. Marketing is The Art of Connecting People with Stuff They Want
  13. 13. Marketing is The Art of Connecting People (Forgetting this part makes you a jackass) with Stuff They Want
  14. 14. Company Characteristics Business Model Characteristics Job Roles Other Products They Use Geographic location Skill Level What are the Characteristics of Folks that Love My Stuff? Demographics Regulatory Environment Budget Size Business Restrictions Purchase Channel Education
  15. 15. What is it About my Stuff That They Love?
  16. 16. Social Media Face to Face email IM Blogs Magazines What is The Best Way to Communicate with Them? Sponsorships Television/Radio Tradeshows Industry Associations Phone Events
  17. 17. 2 The Difference Between a Great Sales Person and A JACKASS Is Knowing How Customers Buy
  18. 18. How Customers Buy Everything is Good here No Need I get that I might need something but not right now Need I need something but I’m not sure exactly what Eval. I want to I am using buy your your stuff stuff. Please and I like it sell it to me Buy Enjoy I need your stuff and will continue to need it Re-new
  19. 19. How Customers Buy Everything is Good here No Need I get that I might need something but not right now Need I need something but I’m not sure exactly what Eval. Attempting to close a sale here Makes you a Jackass I want to I am using buy your your stuff stuff. Please and I like it sell it to me Buy Enjoy I need your stuff and will continue to need it Re-new
  20. 20. Different Needs at Different Stages Education on why there is a problem No Need Education on the cost of not solving the problem Need Understand how offerings are different Eval. Know how to buy and that buying will be easy Know how to deploy, use and see the value of the solution Know that life would be bad without the solution Buy Enjoy Re-new
  21. 21. Hey April, this sounds DIFFICULT
  22. 22. You Cannot Survey Your Way to Customer Knowledge
  23. 23. Customers Have Different Needs At Different Stages Educate on the problem they can’t see Educate on the value of addressing the problem Teach them why your solution is better than others Show them that buying from you is easy Help them get the most of the solution Don’t give them a reason to break up with you Click here: April Dunford @aprildunford Rocketwatcher.com No Need Need Eval. Buy Enjoy Re-new

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