Growth Rocks
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The document discusses growth strategies for startups. It emphasizes the importance of acquisition, activation, retention, revenue, and referrals for growth. It also stresses testing ideas, analyzing results, and optimizing processes. Additionally, it notes that growth requires contributions from sales, product, marketing, and other teams working together. Connecting with other people was also highlighted as important for identifying opportunities and gaining new perspectives to accelerate growth.
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Growth Rocks
- 2. Shari Wright Pilo • Digital Marketing Consultant – loves getting hands-on with startups • I love baking! It’s therapy. I dislike doing dishes and am forever looking for the perfect bag… • I don’t mountain climb!
- 3. What does every startup need? Growth
- 4. @shari_pw
- 6. Hillel Fuld – CMO Zula, Tech Blogger "A good product without a good story is a waste of a good product. Or in other words, a good product without a good story is not a good product.”
- 8. It takes a Village Sales Hackers Product Marketing @shari_pw
- 9. Tal Shoham – C0-Founder Evolero.com “I’ve learned that Evolero’s biggest breakthroughs were rooted through people I met on my journey, from identifying opportunities, and through introducing new ideas to investors and clients. You can’t be everywhere all the time, however the more people you connect with along the way the faster and wider you will grow!”
- 10. Hacking: Understanding the Metrics and Using them @shari_pw
- 11. • www.Shar-i.com • About.me/ShariWrightPilo • Twitter: shari_pw • Facebook/shariwrightpilo • Facebook/socialmediashari • LinkedIn: il.linkedin.com/in/shariwrightpilo/ • Email: sharipilo@gmail.com Thank You
Editor's Notes
- The first officially modern day recorded climb to the top of Everest was in 1953. Since then there have been almost 7000 assents. Thousands more have started the climb but have not reached the peak. Some due to weather, death, lack of organization and fear. There might be a lot of want to be climbers at base camp – mount Everest – fuji, matterhorn – but how many get to the top of the mountain – to the peak? What do you need to get to the top of the mountain – inspiration , Information , interest, team, physical and mental strength, and more Those that do reach the top , tell their story and inspire other people to go on the adventure. And the cycle begins again!
- Growth is just like getting more people to the top of the mountain – but lets reverse it! How do people find you? Do users have a great first experience Do users come back How do you make money Do your users tell other people Acquisition – – Acquiring new customers means understanding what makes your customers tick! A successful company should have a continuous flow with prospects and be careful for not wasting money in the wrong channels. how are you going to get new users on board? Publish and promote your content – tell your story – you have to have a story. You have to become great story tellers! Make sure that you are solving someone’s problem!! Be useful Be worth finding! Your content has to be relevant inspirations Content marketing? Are you using social media, seo, PR, comapaigns, apps, widgets, blogs email? Activation Activation – This is the first time that people experience your “Aha!” moment and they experience the value proposition that you promised them. Once they are on your page – what are you going to do? How are you going to convert these visitors into customers. Here you have to be working hard on your optimized onboard process. Guide them through an amazing experience UX to complete a task! - sign ups – capture information ! What is your call to action? Retention – Acquisition and activation mean nothing if people don’t stick to your product or service. This is one of the most vital factor if you want to achieve sustainable growth. Now that you have them how are you going to keep them – emails – alerts – specials – blog content –Develop a remarketing and email automation system Blogs and content Revenue –People who pay for using your product or service are those that put the real fuel your company. how much are you making on each user – what is their worth – how much did it cost you to aquire them Once people love your product, you need to start to optimise viral growth mechanisms! and boost your growth engine. Viral growth is absolutely essential for achieving any significant scale in a B2C or B2B company. Referral Campaigns – look at drop box! Customer advocacy is cruicial – make sure your customer service is tops – social proof pays off All of this now has to be measured ! And tweaked - this is where the genius growth hacker comes in! You have a massive amount of data – they need to know how to use it
- Brain storm What are your goals? Who is your target audience – get sales in there! Dig into your best-customer data Fine tune each demographic – build a profile – where do they live – what do they do – where do they spend their money - solve their problem How are you going to do it? Hack your way through onboarding ? Test – ab test – landing pages – sign ups – contests – email blasts – Use the data that you have through google analytics to systems such as kissmetrics and How many times a user visits before signing up Where did they come from How llong was their visit How many pages did they visit Which pages did they visit Where did you loose them? Once activated – did they click on the “thank you email” Did they go to the next step Analyze all of the data for each goal – optimize change and continue – then do it again But when you optimize – make sure that the team is informed! Be super targeted with your content! I would suggest that everyone watchs Gary Vaynerchek’s keynote – he tells a story about a blog post /campaign “5 wines Princeton Graduates should drink” using targeted demographics –
- Some people say that growth hackers are simply the new VPs of Marketing, and to an extent this is correct. However, a growth hacker is able to find creative solutions to growth problems through online marketing techniques, channels and program engineering. Growth hacking is actually much of a team effort as you need a variety of skills to grow your startup rapidly but sustainably at the same time. The key (as with most things) is to have a great team with a wide skillset, such as marketers, developers, and data analysts, as well as creativity and drive.
- It’s a matter of Life and Death, for your product, to measure everything that is measurable. Even if you don’t know how to analyze those measurements (yet), be sure to watch your visitor’s Bounce Rate, Visits, Clicks and Time on Site. Get those measurements from Google Analytics Key Measures Fans/ Followers Visitors Where they are coming from and where they leave What they click on and what they don’t Time on site Shares/ comments Leads Orders Revenue Average order value Repeat purchase Referral Build landing pages and use ab testing – each landing page should have one single focused objective. Some build landing pages with no global navigation to bond with your primary website. The main reason for this, is to limit your visitor’s options, guiding them that way, toward your intended conversion goal. You’ve got to create as many as possible specialized landing pages. Use your imagination I’m a daily user of all famous social media platforms, such as Facebook, Instagram or Twitter. test different subjects, taglines on email’s conditional dispatching. In other words, test what works with your visitors and what’s not. Email Marketing is vital. Make sure your email provides information of value and include a call-to-action in it. Make it eye-catching and avoid the usage of spam-trigger words. Optimize your campaigns with A/B split testing and analyze your results. Email marketing – you should now who opened how many opened how many clicks , how many clicks led to activation How many clicks let to sales Creating content is just the first step of the challenge The REAL challenge is finding the audience for it. First thing you have to do is to ensure that the content you create great. Share what you know best and write longer copies. Create Webinars and publish them on various platforms and Guest-Blog as much as your schedule can handle. For every piece of original content you create, have a list of relevant places on the web where you can share it. Test which Headlines works the best for your copy and go with it.