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

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.

WHAT WENT WRONG?

THEIR PROBLEM

YOUR PRODUCT
THEIR PROBLEM

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

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.

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HOW TO LEAPFROG?

JUST A PIECE

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.

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.

THANKS! YOU SEEM LIKE NICE PEOPLE

WHEN THE DOOR
IS OPENED…
ENTER

The key is to build trust.

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?

CLASS IS IN SESSION

NOW LEVEL WITH THEM

"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.

"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?"

MEETING OF MINDS

Together you come up with the solution.

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.

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.

SUDDENLY THAT MIND LEAP IS
NOT SO BIG ANYMORE

THEIR PROBLEM

YOUR PRODUCTTHEIR PROBLEM

To summarize:

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)

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.

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.

thomas@email.com GO!It’s the smart
thing to do
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