SlideShare a Scribd company logo
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.
FLOOWN IS THE BEST WAY
FOR TEAMS TO WORK TOGETHER
Discover why!
Sign up. It’s Free
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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

LETTERS FROM
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How to Land that First Customer

  • 1. by simply offering a hand HOW TO LAND THAT 1st CUSTOMER
  • 2. You’ve made a product/service that you think will solve a problem
  • 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. 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. 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.
  • 7.
  • 10. Your customer has to make a too big of a mind leap to get on the same page as you
  • 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
  • 12. 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.
  • 13. 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
  • 15.
  • 17. Start by offering the most simple and basic help you can. Just a little piece of your entire product.
  • 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?
  • 19. 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.
  • 20. 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.
  • 21. THANKS! YOU SEEM LIKE NICE PEOPLE
  • 22.
  • 23. WHEN THE DOOR IS OPENED… ENTER
  • 24. The key is to build trust.
  • 25. The key is to build trust. Show them you understand they have a complex problem in their mind.
  • 26. 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?
  • 27.
  • 28. CLASS IS IN SESSION
  • 30. "You’re facing that issue and think this might be the right solution.
  • 31. "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.
  • 32. "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.
  • 33. "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?"
  • 34.
  • 36. Together you come up with the solution.
  • 37. 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.
  • 38. 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.
  • 39. 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.
  • 40. SUDDENLY THAT MIND LEAP IS NOT SO BIG ANYMORE
  • 41.
  • 45. To summarize: Identify customers who experience the problem you are trying to solve
  • 46. 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)
  • 47. 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.
  • 48. 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.
  • 49. thomas@email.com GO!It’s the smart thing to do
 LETTERS FROM business tips, practical guides, lessons learned + lot’s of fun