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OPTIMIZE YOUR FUNNEL
BY GETTING INSIDE YOUR BUYERS HEAD
David Skok, Matrix Partners
Blog: ForEntrepreneurs.com
3 STAGES OF A STARTUP
And how the CEO should manage the company
Search for Product/Market Fit
Scaling the Business
Search for Repeatable & Scalable
& Profitable Growth Model
WHY DO WE NEED
A SALES PROCESS?
MyProduct.com
HOW IT WORKS
DESCRIPTION
Our product
allows you …
BUY NOW!
Only $9,999.99
In a perfect world…
WHY DOESN’T
THIS WORK?
BUYER QUESTIONS
AND CONCERNS
BUYING PROCESS
How do we respond?
Design a Sales Process
Breakdown the process into a series of steps
that we want customers to go through
Website Free Trial Purchase
Results in a Funnel
Not all people entering the first step will get to the second, etc.
Studying Funnel Blockage Points
Suspects Suspects
Suspects
Suspects
Suspects
Suspects
Suspects Suspects
Suspects
Suspects
Suspects
Suspects
The Source of most Problems
Vendor-centric
funnel design
Suspects Suspects
Suspects
Suspects
Suspects
Suspects
Suspects Suspects
Suspects
Suspects
Suspects
Suspects
NOT MOTIVATED TO DO
THAT THEY ARE
CUSTOMERS WILL DO
SOMETHING
YOU ARE HOPING YOUR
THERE IS AN OPPORTUNITY TO
UNBLOCK BY GETTING INSIDE
YOUR BUYER’S HEAD
JBOSS EXAMPLE
EMAIL ADDRESS BEFORE
FREE DOWNLOAD
IMPACT
CUT THE DOWNLOAD RATE
BY MORE THAN 10X
FRICTION CONCERNS
Get Inside your Customer’s Head
MOTIVATIONS
FRICTION CONCERNS
Re-design, or try to use what motivates
them
JBOSS EXAMPLE
• Making $27,000 a month selling documentation
• Solution:
• Give away documentation
to get their email address
BUYER
THE
BUYER CENTRIC FUNNEL DESIGN
THE BUYERS JOURNEY
CONSIDERATION
AWARENESS
PURCHASE
THE BUYERS JOURNEY
CLOSED
DEAL
• Moving house
• Movers, phones, cable TV, furniture, insurance, etc.
• Just lost my data in hard drive crash
• Backup software/service
• Starting a new software project
• Dev Tools, etc.
• Performance issues with existing app
• APM tools
• Difficulties tracking bugs across multi-tier apps
• Bug tracking software
TRIGGERS
Getting to know your Buyer Personae
• What are their key business goals?
• How does our product help them achieve
those?
• What does their Boss expect of them?
• What pain do they have that we address?
• Is it latent pain, or obvious pain?
• How do they describe the pain and what
they are looking for?
• (Helpful for messaging)
• Are they out there searching for solutions?
• If so, how?
• Is solving this pain a high priority for them?
• If not, what features would make it a higher
priority?
• What are the most important features on
their checklist?
• What are their reactions to our
product/company?
• What will they like? What will they not like?
• What are the main questions and concerns
they will have?
• What are the steps in their purchasing
process?
• What are their likely decision making criteria?
• Who else has to be involved in the decision
(e.g. Business buyer, IT)?
• Who influences them? (Sites,
organizations, and people)
• (Helps us figure out how to market to them)
• Other characteristics that are relevant to
this purchase
• E.g. Developers:
• Don't have a budget
• Prefer Open Source, and don't like to pay for
software
MAP BUYERS PROCESS TO YOUR STEPS
Research
Shortlist
Vendors
Evaluation
ROI &
Justification
Website Free Trial
BUYER
VENDOR
GET INSIDE YOUR BUYERS HEAD
Research
Shortlist
Vendors
Evaluation
ROI &
Justification
Website Free Trial
BUYER
VENDOR
• How are they reacting as they go through our funnel steps?
• What are they thinking as they go through their process?
OPTIMIZE YOUR STEPS TO FIT
Research
Shortlist
Vendors
Evaluation
ROI &
Justification
Website Free Trial
ROI
Calculator
Competitive
Features
Matrix
BUYER
VENDOR
ADDRESS ALL DECISION CRITERIA
Address
Security Concerns
3rd Party
Security Audit &
Whitepaper
BUYER
Developer Sales Processes are different
• Developers are usually not the buyer
A few characteristics of developers
• They like Free and Open Source
• They are cheap, and don’t like paying for things
• Talk to other developers to find out about the latest thing
• Highly influenced by super-scale companies like FB, Netflix, Google, etc.
• Can be very viral if they love your product
• Early Adopters
• Typically see it as cool to work on the latest thing
• They are a great entry point for startup technologies
• Have a ton of power over decisions on what goes into the stack
DEVELOPERS ARE YOUR CHAMPION
(NOTE: NOT TRUE IN ALL CASES. SOMETIMES THE DEVELOPER IS THE BUYER)
A GREAT CHANNEL
TO YOUR BUYER
ADDS FRICTION TO A STEP WHERE YOU SHOULD BE
OPTIMIZING FOR MAXIMUM ADOPTION
COMMON MISTAKE
TRYING TO MONETIZE THE CHANNEL
Who is the buyer?
• Head of Ops
• CTO
• VP Tech or Platform
• Dev Project or Team Leaders
• Etc.
JBoss case: Head of Ops
• Some characteristics:
• Job is focused on:
• Uptime (reliability, scalability, security)
• Low Latency (great user experience)
• Compliance (security)
• Data privacy, security, and protection
• Secondary focus:
• Doing better on faster product cycles: (Continuous Delivery)
• They want a throat to choke when something goes wrong
• Don’t trust that unless they are paying for it, and have a contract
Freemium, Free Trials, Open Source
• The Product is your sales person
• Great strategy
• Free products have a chance of going viral
• Greatly lowers CAC, but at the expense of high engineering costs
• Other positives
• Addresses the Evaluation phase, and answers a ton of questions
about the product
• The customer does the work
The Tricky Thing with Freemium
• Usually have to come up with two great products
Free
Product
For-pay
Product
• Where things go wrong:
• The first product is not a great standalone offering
• Sometimes because of fear of cannibalizing the for-pay product
• The for-pay product is not sufficiently compelling
• And the free product remains its greatest competitor
MONETIZING OPEN SOURCE
• Open Core seems to be the way to go
• Two interesting places where there is willingness to pay:
• Cloud and SaaS
• Even developers see the power of using SaaS applications and the
cloud, and expect to pay for these
• On Prem Deployments
• GitHub Enteprise
• Jenkins Enterprise
WHAT IS YOUR TIME TO
WOW! ?
Thanks to Gail Goodman of Constant Contact
WOW!
DEFINING WOW!
Mini
Wow!
A moment where your buyer sees
something cool and exciting
• Motivates them to continue exploring
Full
Wow!
The moment when your buyer gets
excited enough to want to buy
TIME TO WOW!
• How many steps?
• How much time does it take?
• How much FRICTION is involved
REMOVE STEPS
& REMOVE FRICTION
EXAMPLE
Defining Wow!
• Mini Wow! Moment
Sees a React component wired up to data
with very little work
• Build a GraphQL Server
• Connected to their own data
• Web, iOS and Android clients connect
to that data (React/React Native)
• Full Wow! Moment
Buyer Journey (partial)
Validate
how easy it
is to build a
React app
with
GraphQLReact
Developer
Play with it
(Trial)
Demo/sell
to others in
company
CTO &
Backend
Developer
buy in
Play with it
(Trial)
Trial involves three hard steps
Set up a
GraphQL
Server that
fetches our
data
Deploy so it
is accessble
by URL
Create
React &
ReactNative
component
Demo
access to
data in iOS
& Android
Tons of Friction in first two steps
Build a GraphQL Service
• Have Node installed
• Download a boilerplate project from GitHub
• Npm install some packages
• Run the server
• Open GraphiQL in your browser
• Edit server code
• Switch to GraphiQL in your browser
• Run the query to see the new result
To Deploy to a URL
• Hope your server boilerplate has a
production deploy setup
• Identify a hosting provider
• Install the hosting CLI or tools
• Sign up for account on hosting service
• Run deploy command
• Wait for it to deploy
• Open GraphiQL in your deployed server to
check it's still working
• Done
Redesign:
Wow! in a matter of minutes
Launchpad "new" screen: https://launchpad.graphql.com/new
Ticketmaster Example
Launchpad: https://launchpad.graphql.com/9pw9nnkjr
Expo client-side example: https://snack.expo.io/B1Bk_-k7-
For more details:
Video of Workshop: https://github.com/stubailo/ticketmaster-workshop
List of examples: https://github.com/apollographql/launchpad
To view the demo, click here:
https://www.heavybit.com/library/video/optimize-your-funnel-by-getting-inside-
your-buyers-head/?23m25s
SUMMARIZING WHATAPOLLO DID:
• Clear understanding of Wow!
• Analyzed Friction and Concerns for buyer
• Redesigned, removing steps and friction
IS IT CLEAR HOW TO
GET TO WOW?
WALKME SCREENSHOT
FOR MORE COMPLEX PRODUCTS
TEST USING CUSTOMER SUCCESS
(OR EVEN PROFESSIONAL SERVICES)
ARE THERE
DIFFERENT BUYER
TYPES WHOSE IDEA
OF WOW! ARE NOT
THE SAME?
Cloud Bees
Easy Onboarding & Team
Collaboration
Access Control & Enterprise
Security
High Availability + Elastic
Pricing
CTO
Wow!
VP PLATFORM
Wow!
TEAM LEAD
Wow!
RE-THINK THE PROCESS
Source:	Josh	Porter	– Designing	for	Social	Traction
CONVENTIONAL
APPROACH
SIGN UP
FOR TRIAL
Wow! CONVERT TO
CUSTOMER
WOW! FIRST,
REGISTER LATER Wow! SIGN UP
FOR TRIAL
CONVERT TO
CUSTOMER
USING CHROME EXTENSIONS
AWS MANAGEMENT TOOL TRIAL
Connect to
your AWS
Account
See
Management
Console
I’m not comfortable giving
you access to my
production App
LOOK FOR STEPS
THAT HAVE
DEPENDENCIES ON
OTHER PEOPLE
Apollo GraphQL Example
Front-End
Developer
Wants to try
GraphQL &
Apollo Client
Needs a
GraphQL
Service
Asks Backend
Developer
Back-End
Developer
Funnel Whack-a-Mole
• Solve for blockage points
• As you fix one, the problem will move elsewhere
SILOED THINKING
MARKETING SALES
CUSTOMER
SUCCESS
PRODUCT
THE NEW FUNNEL TEAM
MARKETING
SALES
CUSTOMER
SUCCESS
PRODUCT
USE FUNNEL FLOW CHARTS
Website Free Trial
Handle
other
questions
Proposal
High Level Overview
xx xx xxx xx xx xxx
MicroFunnels where needed
Funnel Metrics
"IF YOU CAN NOT MEASURE IT,
YOU CAN NOT IMPROVE IT."
- LORD KELVIN
The Beautiful Thing about Funnels…
Governed by very simple Math
Two Key Levers
Top	of	Funnel	Flow
(Quantity)
Conversion
Rate
Bookings
Top	of	Funnel	Lead	Flow
Conversion
Rate
Average
Deal	Size
Secondary Funnel Metrics
CAC
Time
The Key Metrics
VISITORS
CAMPAIGNS
TO DRIVE
TRAFFIC
TRIALS
CLOSED
DEALS
CONVERSIO
N %
CONVERSIO
N %
OVERALL
CONVERSION %
FINAL THOUGHTS
A Common Mistake
First
Meeting
Selling
Selling is the Worst Way to Sell
First
Meeting
Build
Relationship
Build Trust
Consultative
Selling
Build Relationship/Trust:
Use something of value to the buyer
First
Meeting
Build
Relationship
Build Trust
Consultative
Selling
Treat your Buyer like a Bank Account
Make a
deposit
before you
try to make a
withdrawal
For more details on all these topics:
visit ForEntrepreneurs.com
Presentation Slides:
forentrepreneurs.com/heavybit
SAAS EXAMPLE
For those who don’t relate to developer tools
ANALYZE TRIAL STEPS AS THOUGH
THEY WERE FUNNEL STEPS
Create a
full profile
Import
Contacts
Do a
search for
Prospects
See
search
results
Imagine a Sales Rep signing up for the old LinkedIn
Wow!
Look for blockage Points
Imagine a Sales Rep signing up for the old LinkedIn
HIGH FALL OFF RATES HERE
Create a
full profile
Import
Contacts
Do a
search for
Prospects
See
search
results
Wow!
For an Outlook/Exchange User
Download
an App
Install
the App
Run
the App
Create a
full profile
Import
Contacts
Do a
search for
Prospects
See
search
results
Wow!
APPLY BLOCKAGE POINT THINKING
FRICTION
MOTIVATION
CONCERNS
Replace	the	downloaded	App	with	request	for	email
credentials	and	get	contacts	from	Exchange.
Create a
full profile
Import
Contacts
Do a
search for
Prospects
See
search
results
Wow!
• Concern:
• I have tons of very private and confidential emails. I don’t
want anyone to read those.
You want me to give you
the password
to login to my email?!!!
Optimize Your Funnel By Getting Inside Your Buyer's Head
APPLY BLOCKAGE POINT THINKING
FRICTION
MOTIVATION
CONCERNS
Replace	the	downloaded	App	with	by
connecting	to	Contacts	on	iOS/Android
Create a
full profile
Import
Contacts
Do a
search for
Prospects
See
search
results
Wow!

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Optimize Your Funnel By Getting Inside Your Buyer's Head

  • 1. OPTIMIZE YOUR FUNNEL BY GETTING INSIDE YOUR BUYERS HEAD David Skok, Matrix Partners Blog: ForEntrepreneurs.com
  • 2. 3 STAGES OF A STARTUP And how the CEO should manage the company
  • 3. Search for Product/Market Fit Scaling the Business Search for Repeatable & Scalable & Profitable Growth Model
  • 4. WHY DO WE NEED A SALES PROCESS?
  • 5. MyProduct.com HOW IT WORKS DESCRIPTION Our product allows you … BUY NOW! Only $9,999.99 In a perfect world…
  • 8. How do we respond?
  • 9. Design a Sales Process Breakdown the process into a series of steps that we want customers to go through Website Free Trial Purchase
  • 10. Results in a Funnel Not all people entering the first step will get to the second, etc.
  • 11. Studying Funnel Blockage Points Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects
  • 12. The Source of most Problems Vendor-centric funnel design Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects
  • 13. NOT MOTIVATED TO DO THAT THEY ARE CUSTOMERS WILL DO SOMETHING YOU ARE HOPING YOUR
  • 14. THERE IS AN OPPORTUNITY TO UNBLOCK BY GETTING INSIDE YOUR BUYER’S HEAD
  • 15. JBOSS EXAMPLE EMAIL ADDRESS BEFORE FREE DOWNLOAD
  • 16. IMPACT CUT THE DOWNLOAD RATE BY MORE THAN 10X
  • 17. FRICTION CONCERNS Get Inside your Customer’s Head
  • 18. MOTIVATIONS FRICTION CONCERNS Re-design, or try to use what motivates them
  • 19. JBOSS EXAMPLE • Making $27,000 a month selling documentation • Solution: • Give away documentation to get their email address
  • 23. • Moving house • Movers, phones, cable TV, furniture, insurance, etc. • Just lost my data in hard drive crash • Backup software/service • Starting a new software project • Dev Tools, etc. • Performance issues with existing app • APM tools • Difficulties tracking bugs across multi-tier apps • Bug tracking software TRIGGERS
  • 24. Getting to know your Buyer Personae • What are their key business goals? • How does our product help them achieve those? • What does their Boss expect of them? • What pain do they have that we address? • Is it latent pain, or obvious pain? • How do they describe the pain and what they are looking for? • (Helpful for messaging) • Are they out there searching for solutions? • If so, how? • Is solving this pain a high priority for them? • If not, what features would make it a higher priority? • What are the most important features on their checklist? • What are their reactions to our product/company? • What will they like? What will they not like? • What are the main questions and concerns they will have? • What are the steps in their purchasing process? • What are their likely decision making criteria? • Who else has to be involved in the decision (e.g. Business buyer, IT)? • Who influences them? (Sites, organizations, and people) • (Helps us figure out how to market to them) • Other characteristics that are relevant to this purchase • E.g. Developers: • Don't have a budget • Prefer Open Source, and don't like to pay for software
  • 25. MAP BUYERS PROCESS TO YOUR STEPS Research Shortlist Vendors Evaluation ROI & Justification Website Free Trial BUYER VENDOR
  • 26. GET INSIDE YOUR BUYERS HEAD Research Shortlist Vendors Evaluation ROI & Justification Website Free Trial BUYER VENDOR • How are they reacting as they go through our funnel steps? • What are they thinking as they go through their process?
  • 27. OPTIMIZE YOUR STEPS TO FIT Research Shortlist Vendors Evaluation ROI & Justification Website Free Trial ROI Calculator Competitive Features Matrix BUYER VENDOR
  • 28. ADDRESS ALL DECISION CRITERIA Address Security Concerns 3rd Party Security Audit & Whitepaper BUYER
  • 29. Developer Sales Processes are different • Developers are usually not the buyer
  • 30. A few characteristics of developers • They like Free and Open Source • They are cheap, and don’t like paying for things • Talk to other developers to find out about the latest thing • Highly influenced by super-scale companies like FB, Netflix, Google, etc. • Can be very viral if they love your product • Early Adopters • Typically see it as cool to work on the latest thing • They are a great entry point for startup technologies • Have a ton of power over decisions on what goes into the stack
  • 31. DEVELOPERS ARE YOUR CHAMPION (NOTE: NOT TRUE IN ALL CASES. SOMETIMES THE DEVELOPER IS THE BUYER) A GREAT CHANNEL TO YOUR BUYER
  • 32. ADDS FRICTION TO A STEP WHERE YOU SHOULD BE OPTIMIZING FOR MAXIMUM ADOPTION COMMON MISTAKE TRYING TO MONETIZE THE CHANNEL
  • 33. Who is the buyer? • Head of Ops • CTO • VP Tech or Platform • Dev Project or Team Leaders • Etc.
  • 34. JBoss case: Head of Ops • Some characteristics: • Job is focused on: • Uptime (reliability, scalability, security) • Low Latency (great user experience) • Compliance (security) • Data privacy, security, and protection • Secondary focus: • Doing better on faster product cycles: (Continuous Delivery) • They want a throat to choke when something goes wrong • Don’t trust that unless they are paying for it, and have a contract
  • 35. Freemium, Free Trials, Open Source • The Product is your sales person • Great strategy • Free products have a chance of going viral • Greatly lowers CAC, but at the expense of high engineering costs • Other positives • Addresses the Evaluation phase, and answers a ton of questions about the product • The customer does the work
  • 36. The Tricky Thing with Freemium • Usually have to come up with two great products Free Product For-pay Product • Where things go wrong: • The first product is not a great standalone offering • Sometimes because of fear of cannibalizing the for-pay product • The for-pay product is not sufficiently compelling • And the free product remains its greatest competitor
  • 37. MONETIZING OPEN SOURCE • Open Core seems to be the way to go • Two interesting places where there is willingness to pay: • Cloud and SaaS • Even developers see the power of using SaaS applications and the cloud, and expect to pay for these • On Prem Deployments • GitHub Enteprise • Jenkins Enterprise
  • 38. WHAT IS YOUR TIME TO WOW! ? Thanks to Gail Goodman of Constant Contact WOW!
  • 39. DEFINING WOW! Mini Wow! A moment where your buyer sees something cool and exciting • Motivates them to continue exploring Full Wow! The moment when your buyer gets excited enough to want to buy
  • 40. TIME TO WOW! • How many steps? • How much time does it take? • How much FRICTION is involved
  • 43. Defining Wow! • Mini Wow! Moment Sees a React component wired up to data with very little work • Build a GraphQL Server • Connected to their own data • Web, iOS and Android clients connect to that data (React/React Native) • Full Wow! Moment
  • 44. Buyer Journey (partial) Validate how easy it is to build a React app with GraphQLReact Developer Play with it (Trial) Demo/sell to others in company CTO & Backend Developer buy in Play with it (Trial)
  • 45. Trial involves three hard steps Set up a GraphQL Server that fetches our data Deploy so it is accessble by URL Create React & ReactNative component Demo access to data in iOS & Android
  • 46. Tons of Friction in first two steps Build a GraphQL Service • Have Node installed • Download a boilerplate project from GitHub • Npm install some packages • Run the server • Open GraphiQL in your browser • Edit server code • Switch to GraphiQL in your browser • Run the query to see the new result To Deploy to a URL • Hope your server boilerplate has a production deploy setup • Identify a hosting provider • Install the hosting CLI or tools • Sign up for account on hosting service • Run deploy command • Wait for it to deploy • Open GraphiQL in your deployed server to check it's still working • Done
  • 47. Redesign: Wow! in a matter of minutes Launchpad "new" screen: https://launchpad.graphql.com/new Ticketmaster Example Launchpad: https://launchpad.graphql.com/9pw9nnkjr Expo client-side example: https://snack.expo.io/B1Bk_-k7- For more details: Video of Workshop: https://github.com/stubailo/ticketmaster-workshop List of examples: https://github.com/apollographql/launchpad
  • 48. To view the demo, click here: https://www.heavybit.com/library/video/optimize-your-funnel-by-getting-inside- your-buyers-head/?23m25s
  • 49. SUMMARIZING WHATAPOLLO DID: • Clear understanding of Wow! • Analyzed Friction and Concerns for buyer • Redesigned, removing steps and friction
  • 50. IS IT CLEAR HOW TO GET TO WOW?
  • 52. FOR MORE COMPLEX PRODUCTS TEST USING CUSTOMER SUCCESS (OR EVEN PROFESSIONAL SERVICES)
  • 53. ARE THERE DIFFERENT BUYER TYPES WHOSE IDEA OF WOW! ARE NOT THE SAME?
  • 54. Cloud Bees Easy Onboarding & Team Collaboration Access Control & Enterprise Security High Availability + Elastic Pricing CTO Wow! VP PLATFORM Wow! TEAM LEAD Wow!
  • 55. RE-THINK THE PROCESS Source: Josh Porter – Designing for Social Traction CONVENTIONAL APPROACH SIGN UP FOR TRIAL Wow! CONVERT TO CUSTOMER WOW! FIRST, REGISTER LATER Wow! SIGN UP FOR TRIAL CONVERT TO CUSTOMER
  • 57. AWS MANAGEMENT TOOL TRIAL Connect to your AWS Account See Management Console I’m not comfortable giving you access to my production App
  • 58. LOOK FOR STEPS THAT HAVE DEPENDENCIES ON OTHER PEOPLE
  • 59. Apollo GraphQL Example Front-End Developer Wants to try GraphQL & Apollo Client Needs a GraphQL Service Asks Backend Developer Back-End Developer
  • 60. Funnel Whack-a-Mole • Solve for blockage points • As you fix one, the problem will move elsewhere
  • 62. THE NEW FUNNEL TEAM MARKETING SALES CUSTOMER SUCCESS PRODUCT
  • 63. USE FUNNEL FLOW CHARTS Website Free Trial Handle other questions Proposal High Level Overview xx xx xxx xx xx xxx MicroFunnels where needed
  • 64. Funnel Metrics "IF YOU CAN NOT MEASURE IT, YOU CAN NOT IMPROVE IT." - LORD KELVIN
  • 65. The Beautiful Thing about Funnels…
  • 66. Governed by very simple Math
  • 70. The Key Metrics VISITORS CAMPAIGNS TO DRIVE TRAFFIC TRIALS CLOSED DEALS CONVERSIO N % CONVERSIO N % OVERALL CONVERSION %
  • 73. Selling is the Worst Way to Sell First Meeting Build Relationship Build Trust Consultative Selling
  • 74. Build Relationship/Trust: Use something of value to the buyer First Meeting Build Relationship Build Trust Consultative Selling
  • 75. Treat your Buyer like a Bank Account Make a deposit before you try to make a withdrawal
  • 76. For more details on all these topics: visit ForEntrepreneurs.com Presentation Slides: forentrepreneurs.com/heavybit
  • 77. SAAS EXAMPLE For those who don’t relate to developer tools
  • 78. ANALYZE TRIAL STEPS AS THOUGH THEY WERE FUNNEL STEPS Create a full profile Import Contacts Do a search for Prospects See search results Imagine a Sales Rep signing up for the old LinkedIn Wow!
  • 79. Look for blockage Points Imagine a Sales Rep signing up for the old LinkedIn HIGH FALL OFF RATES HERE Create a full profile Import Contacts Do a search for Prospects See search results Wow!
  • 80. For an Outlook/Exchange User Download an App Install the App Run the App Create a full profile Import Contacts Do a search for Prospects See search results Wow!
  • 81. APPLY BLOCKAGE POINT THINKING FRICTION MOTIVATION CONCERNS Replace the downloaded App with request for email credentials and get contacts from Exchange. Create a full profile Import Contacts Do a search for Prospects See search results Wow!
  • 82. • Concern: • I have tons of very private and confidential emails. I don’t want anyone to read those. You want me to give you the password to login to my email?!!!
  • 84. APPLY BLOCKAGE POINT THINKING FRICTION MOTIVATION CONCERNS Replace the downloaded App with by connecting to Contacts on iOS/Android Create a full profile Import Contacts Do a search for Prospects See search results Wow!

Editor's Notes

  1. That would be like hoping we could simply put up a web site and expect that people would just find it and immediately buy our product.
  2. THIS IS A GUESS at users, but is there dev focused example we can use here?