Codementor Sharing Moment: Take away note form G camp in Taiwan.

1. 500 Startups
G Camp take away notes
March 21-22
Rosemarie

2. Topics
- Growth Model
- Content Marketing
- Email Marketing
- Sales Hacking
- Pricing
- PR for Startups

3. Growth Model

4. Conversion)
Referral)
Growth = 2 Funnels
PRO!!
Paid
Signup
Confirm
Request
CRO!!

6. - Run 3-5 per week (at least)
- Start with the most impactful
- Run Smoke Tests
- Analyze
- Iterate
- Share Knowledge
- Get “Ideas” From ALL STAKEHOLDERS
Constant Experiments
Iterations matter more than perfect stats

7. Content Marketing

8. AARRR
Acquisition: more traffic, higher SERP rankings
Activation: more signups become active users MAU
Retention: higher engagement and LTV
Revenue: higher conversion rate and AOV
Referral: tell ur friends -more new users! SHARE

9. Content Marketing Tips
- Irresistible subject lines
- Cross-promote own content
- User research-backed “content clairvoyance”
- Pulls in influencers
- Multi-channel distribution and engagement
(blog, Twitter, FB, YouTube, email, influencer networks)

10. Content + Reach!!
Build Channels
- post 10-15 times in 2 month
- Use# on twitter

11. Golden Rules
The best sales is based on listening, the best CM is
based on RESEARCH.
Keyword research
Topic research
Language research
“Talking At” is boring. Listening + responding
to what u hear is Engaging

12. Email Marketing

13. 5 Factors that Influence Open Rates
Average open rate is below 30%
1. Subject line
2. Sender
3. list quality
4. Snippet preview
5. Content

14. Golden Rules
Subject lines MATTER:
They impact a subscriber’s perception of your ENTIRE email.
First 10-15 characters MOST important: use action words.
Target and segment:
based on previous behavior (open, click, buy)
based on events outside of email (ie, use MixPanel)
Measure what matters:
Opens/ Click/ Conversion/ Subscribe/ Unsubscribe
Mobile First!!!
Over 65% of email gets opened on mobile FIRST.

15. Golden Rules
The Content REALLY Matters
- Subject line
- Preview text
- IMAGES
- Body
- Always have a CTA (Call To Action)
- Include link reminding people

16. Must Test

17. Susan’s Advice
- Title: 3 Free Office Hour you are invited
- Wow / Free/ What!!
- Red botton
- Signup for free now
- Signup now-$0

18. Sales Hacking

19. Use CRM (SaaS)
customer Relationship Management
- Track leads
- Provides data on your sales process
- Example - Percentage of wins v loss
- Transparency on outside
communication across teams

20. Define Sales Stages
Codementor
- Lead
- Signup
- Request
- Matched
- Buy Credits
- Sessions
- Payment
Example

21. Lead Scoring
- Chance that the customer will close
- Based on metrics of previous sales performance
- Have assumptions about whom the best
customers are, and prove that through your
sales process by selling to them.

22. DATA HARVESTING TOOLS
LEADS AS A SERVICE
LEAD VERIFICATION
SALES AUTOMATION TOOLS

23. Use Pipeline
- The amount of potential customers
(revenue) you have in yours sales process
- Understand the % of your won/lost ratio
so you can forecast to meet sales goals

24. Pricing

25. Before Pricing
Benchmarking
- What are customers paying now?
- What do competitors charge?
- Are you offering a comparable service?
Benefit Analysis
- Why are people buying?
- Financial Motive
- Convenience
- Risk Reduction

26. Pricing Skill
- Skimming Model = Monopolies
- Penetration Model = Capture market
- Higher Prices = More SALES (Based on quality, Trust)
- Always Be A/B Testing: Sensitivity/ Targeting
- Exclude key features to drive up-sell
- Price Anchoring

27. Incentives
- Upfront discount for annual plans
- Subscription Discounts
- Referral / Reference Discounts
- Freemium
- Visual Focus
(Anchor Principle)

28. PR for Startups

29. Public Relations and Press Relations
- Awareness
- Social proof of brand
- Fundraising

30. Get PR
Step0- Press Kit
Step1- Know ur ‘customers’
Step2- “Honeypot Technique” aka attraction
Step3- Don’t pitch, let them know.
Step4- ROI on the Techcrunch Effect

31. Step0- Press Kit
http://www.shopline.hk/about/team

32. Step1- Know ur ‘customers’
- Follow reporter / outlet
- Look 4 reporters who are covering ur
competitors
- Relate ur story to smthg they just published

33. Step2-
“Honeypot Technique” aka attraction
1. Stepping stones
through smaller
coverage
2. Ur own content
marketing
3. Syndication of ur
own content

34. Step3- Don’t pitch, let them know.
- Multi-channel, esp Twitter
- Press release & press contact.
Step4- ROI on the Techcrunch Effect
- Landing page!!!!!
- Let more press know

35. The end
Open Discussion Time