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How to Land that First Customer

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So you've built a great product. Everyone is happy, the team is stoked and the only thing left to do is regularly check the bank account to see if it's growing steadily...right?

Of course the reality couldn't be more different if it wanted to. Getting a person to use your product or service is often one of the most difficult challenges any business will face. Especially when those people will need to pay for that product or service.

When you've built a reputation and boast a solid user base things are much smoother, but those first customers...

This SlideShare does not promise success, but hopefully it'll inspire you to close those first deals. Good luck!

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Published in: Business, Sales
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How to Land that First Customer

  1. 1. by simply offering a hand HOW TO LAND THAT 1st CUSTOMER
  2. 2. You’ve made a product/service that you think will solve a problem
  3. 3. 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
  4. 4. 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
  5. 5. 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 They’re hesitant. They don’t trust you. You receive a rejection.
  6. 6. WHAT WENT WRONG?
  7. 7. THEIR PROBLEM
  8. 8. YOUR PRODUCT THEIR PROBLEM
  9. 9. Your customer has to make a too big of a mind leap to get on the same page as you
  10. 10. 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
  11. 11. 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 In their mind they first have to understand your product in their context, get management approval, convince their team, evaluate the alternatives, think how it will affect existing processes, calculate the budget, determine your reliability, etc.
  12. 12. FLOOWN IS THE BEST WAY FOR TEAMS TO WORK TOGETHER Discover why! Sign up. It’s Free • Share & Synchronize • Filter Smartly • Book Directly More info
  13. 13. HOW TO LEAPFROG?
  14. 14. JUST A PIECE
  15. 15. Start by offering the most simple and basic help you can. Just a little piece of your entire product.
  16. 16. 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?
  17. 17. 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.
  18. 18. 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. Offer it for free. No strings attached.
  19. 19. THANKS! YOU SEEM LIKE NICE PEOPLE
  20. 20. WHEN THE DOOR IS OPENED… ENTER
  21. 21. The key is to build trust.
  22. 22. The key is to build trust. Show them you understand they have a complex problem in their mind.
  23. 23. 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?
  24. 24. CLASS IS IN SESSION
  25. 25. NOW LEVEL WITH THEM
  26. 26. "You’re facing that issue and think this might be the right solution.
  27. 27. "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.
  28. 28. "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.
  29. 29. "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?"
  30. 30. MEETING OF MINDS
  31. 31. Together you come up with the solution.
  32. 32. 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.
  33. 33. 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.
  34. 34. 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.
  35. 35. SUDDENLY THAT MIND LEAP IS NOT SO BIG ANYMORE
  36. 36. THEIR PROBLEM
  37. 37. YOUR PRODUCTTHEIR PROBLEM
  38. 38. To summarize:
  39. 39. To summarize: Identify customers who experience the problem you are trying to solve
  40. 40. 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)
  41. 41. 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.
  42. 42. 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.
  43. 43. thomas@email.com GO!It’s the smart thing to do
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