SlideShare une entreprise Scribd logo
1  sur  49
Télécharger pour lire hors ligne
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
• Share & Synchronize
• Filter Smartly
• Book Directly
More info
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
business tips, practical guides,
lessons learned + lot’s of fun

Contenu connexe

Tendances

How to growth hack my startup idea tommaso di bartolo slideshare
How to growth hack my startup idea  tommaso di bartolo slideshareHow to growth hack my startup idea  tommaso di bartolo slideshare
How to growth hack my startup idea tommaso di bartolo slideshareTommaso Di Bartolo
 
10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer Experience10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer ExperienceYuan Wang
 
Fight for Yourself: How to Sell Your Ideas and Crush Presentations
Fight for Yourself: How to Sell Your Ideas and Crush PresentationsFight for Yourself: How to Sell Your Ideas and Crush Presentations
Fight for Yourself: How to Sell Your Ideas and Crush PresentationsDigital Surgeons
 
11 big strategy ideas
11 big strategy ideas11 big strategy ideas
11 big strategy ideasCPA Australia
 
Amplitude Series C Deck (Abridged) August 2017
Amplitude Series C Deck (Abridged) August 2017Amplitude Series C Deck (Abridged) August 2017
Amplitude Series C Deck (Abridged) August 2017Amplitude
 
Things That Don't Matter in Your Presentation!
Things That Don't Matter in Your Presentation!Things That Don't Matter in Your Presentation!
Things That Don't Matter in Your Presentation!Ayman Sadiq
 
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
 
Zuora Sales Deck
Zuora Sales DeckZuora Sales Deck
Zuora Sales DeckRyan Gum
 
11 Things Healthy People Do Every Morning
11 Things Healthy People Do Every Morning11 Things Healthy People Do Every Morning
11 Things Healthy People Do Every MorningEason Chan
 
50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)Heinz Marketing Inc
 
How to Master Difficult Conversations at Work – Leader’s Guide
How to Master Difficult Conversations at Work – Leader’s GuideHow to Master Difficult Conversations at Work – Leader’s Guide
How to Master Difficult Conversations at Work – Leader’s GuidePiktochart
 
The power of creative collaboration
The power of creative collaborationThe power of creative collaboration
The power of creative collaborationTable19
 
150birds Sales Deck - Omnichannel Marketing Platform
150birds Sales Deck - Omnichannel Marketing Platform150birds Sales Deck - Omnichannel Marketing Platform
150birds Sales Deck - Omnichannel Marketing PlatformRick Koleta
 
A Product Manager's Job
A Product Manager's JobA Product Manager's Job
A Product Manager's Jobjoshelman
 
Mint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch DeckMint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch DeckHiten Shah
 
The Sales Hacker Deck On Sales Decks
The Sales Hacker Deck On Sales DecksThe Sales Hacker Deck On Sales Decks
The Sales Hacker Deck On Sales DecksSales Hacker
 
The Future of Everything
The Future of EverythingThe Future of Everything
The Future of EverythingCharbel Zeaiter
 
10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your Presentation10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your PresentationStinson
 
Words that Sell
Words that SellWords that Sell
Words that SellHubSpot
 
Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...
Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...
Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...Buffer
 

Tendances (20)

How to growth hack my startup idea tommaso di bartolo slideshare
How to growth hack my startup idea  tommaso di bartolo slideshareHow to growth hack my startup idea  tommaso di bartolo slideshare
How to growth hack my startup idea tommaso di bartolo slideshare
 
10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer Experience10 Insightful Quotes On Designing A Better Customer Experience
10 Insightful Quotes On Designing A Better Customer Experience
 
Fight for Yourself: How to Sell Your Ideas and Crush Presentations
Fight for Yourself: How to Sell Your Ideas and Crush PresentationsFight for Yourself: How to Sell Your Ideas and Crush Presentations
Fight for Yourself: How to Sell Your Ideas and Crush Presentations
 
11 big strategy ideas
11 big strategy ideas11 big strategy ideas
11 big strategy ideas
 
Amplitude Series C Deck (Abridged) August 2017
Amplitude Series C Deck (Abridged) August 2017Amplitude Series C Deck (Abridged) August 2017
Amplitude Series C Deck (Abridged) August 2017
 
Things That Don't Matter in Your Presentation!
Things That Don't Matter in Your Presentation!Things That Don't Matter in Your Presentation!
Things That Don't Matter in Your Presentation!
 
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
 
Zuora Sales Deck
Zuora Sales DeckZuora Sales Deck
Zuora Sales Deck
 
11 Things Healthy People Do Every Morning
11 Things Healthy People Do Every Morning11 Things Healthy People Do Every Morning
11 Things Healthy People Do Every Morning
 
50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)50 Essential Content Marketing Hacks (Content Marketing World)
50 Essential Content Marketing Hacks (Content Marketing World)
 
How to Master Difficult Conversations at Work – Leader’s Guide
How to Master Difficult Conversations at Work – Leader’s GuideHow to Master Difficult Conversations at Work – Leader’s Guide
How to Master Difficult Conversations at Work – Leader’s Guide
 
The power of creative collaboration
The power of creative collaborationThe power of creative collaboration
The power of creative collaboration
 
150birds Sales Deck - Omnichannel Marketing Platform
150birds Sales Deck - Omnichannel Marketing Platform150birds Sales Deck - Omnichannel Marketing Platform
150birds Sales Deck - Omnichannel Marketing Platform
 
A Product Manager's Job
A Product Manager's JobA Product Manager's Job
A Product Manager's Job
 
Mint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch DeckMint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch Deck
 
The Sales Hacker Deck On Sales Decks
The Sales Hacker Deck On Sales DecksThe Sales Hacker Deck On Sales Decks
The Sales Hacker Deck On Sales Decks
 
The Future of Everything
The Future of EverythingThe Future of Everything
The Future of Everything
 
10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your Presentation10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your Presentation
 
Words that Sell
Words that SellWords that Sell
Words that Sell
 
Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...
Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...
Top 10 Learnings Growing to (Almost) $10 Million ARR: Leo's presentation at S...
 

En vedette

Tips from Calvin and Hobbes on how to be a good customer
Tips from Calvin and Hobbes on how to be a good customerTips from Calvin and Hobbes on how to be a good customer
Tips from Calvin and Hobbes on how to be a good customerFreshdesk Inc.
 
10 Color Banner Design Inspiration
10 Color Banner Design Inspiration10 Color Banner Design Inspiration
10 Color Banner Design InspirationBannersnack
 
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldaba
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika AldabaLightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldaba
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldabaux singapore
 
Clickbait: A Guide To Writing Un-Ignorable Headlines
Clickbait: A Guide To Writing Un-Ignorable HeadlinesClickbait: A Guide To Writing Un-Ignorable Headlines
Clickbait: A Guide To Writing Un-Ignorable HeadlinesVenngage
 
How a Strong Brand Boosts B2B Demand
How a Strong Brand Boosts B2B DemandHow a Strong Brand Boosts B2B Demand
How a Strong Brand Boosts B2B DemandGYK Antler
 
10 Engagement Lessons Learned From 1 Million Survey Answers
10 Engagement Lessons Learned From 1 Million Survey Answers10 Engagement Lessons Learned From 1 Million Survey Answers
10 Engagement Lessons Learned From 1 Million Survey AnswersD B
 
Prototyping is an attitude
Prototyping is an attitudePrototyping is an attitude
Prototyping is an attitudeWith Company
 
Get Featured: So You Want to be on the Front Page of SlideShare?
Get Featured: So You Want to be on the Front Page of SlideShare?Get Featured: So You Want to be on the Front Page of SlideShare?
Get Featured: So You Want to be on the Front Page of SlideShare?Venngage
 
Learn BEM: CSS Naming Convention
Learn BEM: CSS Naming ConventionLearn BEM: CSS Naming Convention
Learn BEM: CSS Naming ConventionIn a Rocket
 
500 Demo Day Batch 19: Gluwa
500 Demo Day Batch 19: Gluwa500 Demo Day Batch 19: Gluwa
500 Demo Day Batch 19: Gluwa500 Startups
 
Dispatches From The New Economy: The Five Faces Of The On-Demand Economy
Dispatches From The New Economy: The Five Faces Of The On-Demand EconomyDispatches From The New Economy: The Five Faces Of The On-Demand Economy
Dispatches From The New Economy: The Five Faces Of The On-Demand EconomyIntuit Inc.
 
Designing Teams for Emerging Challenges
Designing Teams for Emerging ChallengesDesigning Teams for Emerging Challenges
Designing Teams for Emerging ChallengesAaron Irizarry
 
38 Employee Engagement Ideas Your Team Will Love
38 Employee Engagement Ideas Your Team Will Love38 Employee Engagement Ideas Your Team Will Love
38 Employee Engagement Ideas Your Team Will LoveElodie A.
 
The Sketchnote Mini-Workshop
The Sketchnote Mini-WorkshopThe Sketchnote Mini-Workshop
The Sketchnote Mini-WorkshopMike Rohde
 
10 Best Practices of a Best Company to Work For
10 Best Practices of a Best Company to Work For10 Best Practices of a Best Company to Work For
10 Best Practices of a Best Company to Work ForO.C. Tanner
 
Top Productivity Working Hacks by Jan Rezab
Top Productivity Working Hacks by Jan RezabTop Productivity Working Hacks by Jan Rezab
Top Productivity Working Hacks by Jan RezabJan Rezab
 
Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)a16z
 
The ABC’s of Living a Healthy Life
The ABC’s of Living a Healthy LifeThe ABC’s of Living a Healthy Life
The ABC’s of Living a Healthy LifeDr. Omer Hameed
 
The Great State of Design with CSS Grid Layout and Friends
The Great State of Design with CSS Grid Layout and FriendsThe Great State of Design with CSS Grid Layout and Friends
The Great State of Design with CSS Grid Layout and FriendsStacy Kvernmo
 

En vedette (20)

Tips from Calvin and Hobbes on how to be a good customer
Tips from Calvin and Hobbes on how to be a good customerTips from Calvin and Hobbes on how to be a good customer
Tips from Calvin and Hobbes on how to be a good customer
 
10 Color Banner Design Inspiration
10 Color Banner Design Inspiration10 Color Banner Design Inspiration
10 Color Banner Design Inspiration
 
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldaba
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika AldabaLightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldaba
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldaba
 
Clickbait: A Guide To Writing Un-Ignorable Headlines
Clickbait: A Guide To Writing Un-Ignorable HeadlinesClickbait: A Guide To Writing Un-Ignorable Headlines
Clickbait: A Guide To Writing Un-Ignorable Headlines
 
How a Strong Brand Boosts B2B Demand
How a Strong Brand Boosts B2B DemandHow a Strong Brand Boosts B2B Demand
How a Strong Brand Boosts B2B Demand
 
10 Engagement Lessons Learned From 1 Million Survey Answers
10 Engagement Lessons Learned From 1 Million Survey Answers10 Engagement Lessons Learned From 1 Million Survey Answers
10 Engagement Lessons Learned From 1 Million Survey Answers
 
Prototyping is an attitude
Prototyping is an attitudePrototyping is an attitude
Prototyping is an attitude
 
Get Featured: So You Want to be on the Front Page of SlideShare?
Get Featured: So You Want to be on the Front Page of SlideShare?Get Featured: So You Want to be on the Front Page of SlideShare?
Get Featured: So You Want to be on the Front Page of SlideShare?
 
Learn BEM: CSS Naming Convention
Learn BEM: CSS Naming ConventionLearn BEM: CSS Naming Convention
Learn BEM: CSS Naming Convention
 
500 Demo Day Batch 19: Gluwa
500 Demo Day Batch 19: Gluwa500 Demo Day Batch 19: Gluwa
500 Demo Day Batch 19: Gluwa
 
Dispatches From The New Economy: The Five Faces Of The On-Demand Economy
Dispatches From The New Economy: The Five Faces Of The On-Demand EconomyDispatches From The New Economy: The Five Faces Of The On-Demand Economy
Dispatches From The New Economy: The Five Faces Of The On-Demand Economy
 
Designing Teams for Emerging Challenges
Designing Teams for Emerging ChallengesDesigning Teams for Emerging Challenges
Designing Teams for Emerging Challenges
 
38 Employee Engagement Ideas Your Team Will Love
38 Employee Engagement Ideas Your Team Will Love38 Employee Engagement Ideas Your Team Will Love
38 Employee Engagement Ideas Your Team Will Love
 
The Sketchnote Mini-Workshop
The Sketchnote Mini-WorkshopThe Sketchnote Mini-Workshop
The Sketchnote Mini-Workshop
 
10 Best Practices of a Best Company to Work For
10 Best Practices of a Best Company to Work For10 Best Practices of a Best Company to Work For
10 Best Practices of a Best Company to Work For
 
Top Productivity Working Hacks by Jan Rezab
Top Productivity Working Hacks by Jan RezabTop Productivity Working Hacks by Jan Rezab
Top Productivity Working Hacks by Jan Rezab
 
Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)
 
Towards Greatness
Towards GreatnessTowards Greatness
Towards Greatness
 
The ABC’s of Living a Healthy Life
The ABC’s of Living a Healthy LifeThe ABC’s of Living a Healthy Life
The ABC’s of Living a Healthy Life
 
The Great State of Design with CSS Grid Layout and Friends
The Great State of Design with CSS Grid Layout and FriendsThe Great State of Design with CSS Grid Layout and Friends
The Great State of Design with CSS Grid Layout and Friends
 

Similaire à How to Land that First Customer

Our 1st step to solutioning approach
Our 1st step to solutioning approachOur 1st step to solutioning approach
Our 1st step to solutioning approachVvikramaditya Pal
 
Copywriting copy cure laurel anderson
Copywriting copy cure laurel andersonCopywriting copy cure laurel anderson
Copywriting copy cure laurel andersonLaurel Anderson
 
How to find good idea for a small business?
How to find good idea for a small business?How to find good idea for a small business?
How to find good idea for a small business?Room of Fulfilled Dreams
 
Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...
Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...
Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...Mary Brodie
 
Developing propositions
Developing propositionsDeveloping propositions
Developing propositionsfimcphee
 
Solution Focused Approach Dd Site[1]
Solution Focused Approach   Dd Site[1]Solution Focused Approach   Dd Site[1]
Solution Focused Approach Dd Site[1]Pauline Bos
 
Access Trng Retail Sales
Access Trng   Retail SalesAccess Trng   Retail Sales
Access Trng Retail SalesManeesh Konkar
 
Support planning
Support planning Support planning
Support planning Jon Ralphs
 
Copy that Closes
Copy that ClosesCopy that Closes
Copy that ClosesAmy Posner
 
Handling objection
Handling objectionHandling objection
Handling objectionAditi Singh
 
The short pitch proposal 20110805 (2)
The short pitch proposal 20110805 (2)The short pitch proposal 20110805 (2)
The short pitch proposal 20110805 (2)Laura Faulkner
 
Conflict webinar final pp (1)
Conflict webinar final  pp (1)Conflict webinar final  pp (1)
Conflict webinar final pp (1)Jodi Rudick
 
Customer journey mapping
Customer journey mappingCustomer journey mapping
Customer journey mappingJames Cracknell
 
Introduction To Volunteer Fire
Introduction To Volunteer FireIntroduction To Volunteer Fire
Introduction To Volunteer Firejngold01
 
3 curious copy writing foundation tips that can get your heart's desires fi...
3 curious copy writing foundation tips that can get your heart's desires   fi...3 curious copy writing foundation tips that can get your heart's desires   fi...
3 curious copy writing foundation tips that can get your heart's desires fi...Harold Ho
 
Mastering the Job Interview
Mastering the Job InterviewMastering the Job Interview
Mastering the Job InterviewAlbert Qian
 

Similaire à How to Land that First Customer (20)

Our 1st step to solutioning approach
Our 1st step to solutioning approachOur 1st step to solutioning approach
Our 1st step to solutioning approach
 
Copywriting copy cure laurel anderson
Copywriting copy cure laurel andersonCopywriting copy cure laurel anderson
Copywriting copy cure laurel anderson
 
How to find good idea for a small business?
How to find good idea for a small business?How to find good idea for a small business?
How to find good idea for a small business?
 
Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...
Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...
Activity Book for the Webinar Emotional Engagement: The magic ingredient in a...
 
Developing propositions
Developing propositionsDeveloping propositions
Developing propositions
 
Solution Focused Approach Dd Site[1]
Solution Focused Approach   Dd Site[1]Solution Focused Approach   Dd Site[1]
Solution Focused Approach Dd Site[1]
 
Selling the Solution, Not the Product
Selling the Solution, Not the ProductSelling the Solution, Not the Product
Selling the Solution, Not the Product
 
Access Trng Retail Sales
Access Trng   Retail SalesAccess Trng   Retail Sales
Access Trng Retail Sales
 
Support planning
Support planning Support planning
Support planning
 
Solutions Focus
Solutions FocusSolutions Focus
Solutions Focus
 
Copy that Closes
Copy that ClosesCopy that Closes
Copy that Closes
 
Handling objection
Handling objectionHandling objection
Handling objection
 
Handling objections
Handling objectionsHandling objections
Handling objections
 
The Buying Game
The Buying GameThe Buying Game
The Buying Game
 
The short pitch proposal 20110805 (2)
The short pitch proposal 20110805 (2)The short pitch proposal 20110805 (2)
The short pitch proposal 20110805 (2)
 
Conflict webinar final pp (1)
Conflict webinar final  pp (1)Conflict webinar final  pp (1)
Conflict webinar final pp (1)
 
Customer journey mapping
Customer journey mappingCustomer journey mapping
Customer journey mapping
 
Introduction To Volunteer Fire
Introduction To Volunteer FireIntroduction To Volunteer Fire
Introduction To Volunteer Fire
 
3 curious copy writing foundation tips that can get your heart's desires fi...
3 curious copy writing foundation tips that can get your heart's desires   fi...3 curious copy writing foundation tips that can get your heart's desires   fi...
3 curious copy writing foundation tips that can get your heart's desires fi...
 
Mastering the Job Interview
Mastering the Job InterviewMastering the Job Interview
Mastering the Job Interview
 

Plus de Floown

5 Reasonable Reasons to be Unreasonable
5 Reasonable Reasons to be Unreasonable5 Reasonable Reasons to be Unreasonable
5 Reasonable Reasons to be UnreasonableFloown
 
What is Floown? A Short Overview
What is Floown? A Short OverviewWhat is Floown? A Short Overview
What is Floown? A Short OverviewFloown
 
A Modern Guide to Managing Multiple Jobs
A Modern Guide to Managing Multiple JobsA Modern Guide to Managing Multiple Jobs
A Modern Guide to Managing Multiple JobsFloown
 
5 Ways to Upgrade your Office using SCIENCE!
5 Ways to Upgrade your Office using SCIENCE!5 Ways to Upgrade your Office using SCIENCE!
5 Ways to Upgrade your Office using SCIENCE!Floown
 
6 Things to Think About Before Building Your Website
6 Things to Think About Before Building Your Website6 Things to Think About Before Building Your Website
6 Things to Think About Before Building Your WebsiteFloown
 
5 vital PROCESSES & TOOLS for our STARTUP
5 vital PROCESSES & TOOLS for our STARTUP5 vital PROCESSES & TOOLS for our STARTUP
5 vital PROCESSES & TOOLS for our STARTUPFloown
 
What Was Tech Like Back in 2005?
What Was Tech Like Back in 2005?What Was Tech Like Back in 2005?
What Was Tech Like Back in 2005?Floown
 
6 TIPS to SURVIVE the 2nd MACHINE AGE
6 TIPS to SURVIVE the 2nd MACHINE AGE6 TIPS to SURVIVE the 2nd MACHINE AGE
6 TIPS to SURVIVE the 2nd MACHINE AGEFloown
 
5 ROOKIE MISTAKES you should ABSOLUTELY not make
5 ROOKIE MISTAKES you should ABSOLUTELY not make5 ROOKIE MISTAKES you should ABSOLUTELY not make
5 ROOKIE MISTAKES you should ABSOLUTELY not makeFloown
 

Plus de Floown (9)

5 Reasonable Reasons to be Unreasonable
5 Reasonable Reasons to be Unreasonable5 Reasonable Reasons to be Unreasonable
5 Reasonable Reasons to be Unreasonable
 
What is Floown? A Short Overview
What is Floown? A Short OverviewWhat is Floown? A Short Overview
What is Floown? A Short Overview
 
A Modern Guide to Managing Multiple Jobs
A Modern Guide to Managing Multiple JobsA Modern Guide to Managing Multiple Jobs
A Modern Guide to Managing Multiple Jobs
 
5 Ways to Upgrade your Office using SCIENCE!
5 Ways to Upgrade your Office using SCIENCE!5 Ways to Upgrade your Office using SCIENCE!
5 Ways to Upgrade your Office using SCIENCE!
 
6 Things to Think About Before Building Your Website
6 Things to Think About Before Building Your Website6 Things to Think About Before Building Your Website
6 Things to Think About Before Building Your Website
 
5 vital PROCESSES & TOOLS for our STARTUP
5 vital PROCESSES & TOOLS for our STARTUP5 vital PROCESSES & TOOLS for our STARTUP
5 vital PROCESSES & TOOLS for our STARTUP
 
What Was Tech Like Back in 2005?
What Was Tech Like Back in 2005?What Was Tech Like Back in 2005?
What Was Tech Like Back in 2005?
 
6 TIPS to SURVIVE the 2nd MACHINE AGE
6 TIPS to SURVIVE the 2nd MACHINE AGE6 TIPS to SURVIVE the 2nd MACHINE AGE
6 TIPS to SURVIVE the 2nd MACHINE AGE
 
5 ROOKIE MISTAKES you should ABSOLUTELY not make
5 ROOKIE MISTAKES you should ABSOLUTELY not make5 ROOKIE MISTAKES you should ABSOLUTELY not make
5 ROOKIE MISTAKES you should ABSOLUTELY not make
 

Dernier

Catalogue ONG NUOC PPR DE NHAT .pdf
Catalogue ONG NUOC PPR DE NHAT      .pdfCatalogue ONG NUOC PPR DE NHAT      .pdf
Catalogue ONG NUOC PPR DE NHAT .pdfOrient Homes
 
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...lizamodels9
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdfRenandantas16
 
VIP Kolkata Call Girl Howrah 👉 8250192130 Available With Room
VIP Kolkata Call Girl Howrah 👉 8250192130  Available With RoomVIP Kolkata Call Girl Howrah 👉 8250192130  Available With Room
VIP Kolkata Call Girl Howrah 👉 8250192130 Available With Roomdivyansh0kumar0
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxAndy Lambert
 
Socio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptxSocio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptxtrishalcan8
 
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis:  Simple Linear Regression Multiple Linear RegressionRegression analysis:  Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear RegressionRavindra Nath Shukla
 
Progress Report - Oracle Database Analyst Summit
Progress  Report - Oracle Database Analyst SummitProgress  Report - Oracle Database Analyst Summit
Progress Report - Oracle Database Analyst SummitHolger Mueller
 
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableCall Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableDipal Arora
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A  SALESMAN / WOMANA DAY IN THE LIFE OF A  SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANIlamathiKannappan
 
DEPED Work From Home WORKWEEK-PLAN.docx
DEPED Work From Home  WORKWEEK-PLAN.docxDEPED Work From Home  WORKWEEK-PLAN.docx
DEPED Work From Home WORKWEEK-PLAN.docxRodelinaLaud
 
RE Capital's Visionary Leadership under Newman Leech
RE Capital's Visionary Leadership under Newman LeechRE Capital's Visionary Leadership under Newman Leech
RE Capital's Visionary Leadership under Newman LeechNewman George Leech
 
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒anilsa9823
 
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLMONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLSeo
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesDipal Arora
 
GD Birla and his contribution in management
GD Birla and his contribution in managementGD Birla and his contribution in management
GD Birla and his contribution in managementchhavia330
 
Insurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usageInsurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usageMatteo Carbone
 

Dernier (20)

Catalogue ONG NUOC PPR DE NHAT .pdf
Catalogue ONG NUOC PPR DE NHAT      .pdfCatalogue ONG NUOC PPR DE NHAT      .pdf
Catalogue ONG NUOC PPR DE NHAT .pdf
 
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
 
VIP Kolkata Call Girl Howrah 👉 8250192130 Available With Room
VIP Kolkata Call Girl Howrah 👉 8250192130  Available With RoomVIP Kolkata Call Girl Howrah 👉 8250192130  Available With Room
VIP Kolkata Call Girl Howrah 👉 8250192130 Available With Room
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
 
Socio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptxSocio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptx
 
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis:  Simple Linear Regression Multiple Linear RegressionRegression analysis:  Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear Regression
 
Progress Report - Oracle Database Analyst Summit
Progress  Report - Oracle Database Analyst SummitProgress  Report - Oracle Database Analyst Summit
Progress Report - Oracle Database Analyst Summit
 
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableCall Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A  SALESMAN / WOMANA DAY IN THE LIFE OF A  SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
 
Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517
Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517
Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517
 
DEPED Work From Home WORKWEEK-PLAN.docx
DEPED Work From Home  WORKWEEK-PLAN.docxDEPED Work From Home  WORKWEEK-PLAN.docx
DEPED Work From Home WORKWEEK-PLAN.docx
 
RE Capital's Visionary Leadership under Newman Leech
RE Capital's Visionary Leadership under Newman LeechRE Capital's Visionary Leadership under Newman Leech
RE Capital's Visionary Leadership under Newman Leech
 
KestrelPro Flyer Japan IT Week 2024 (English)
KestrelPro Flyer Japan IT Week 2024 (English)KestrelPro Flyer Japan IT Week 2024 (English)
KestrelPro Flyer Japan IT Week 2024 (English)
 
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒
 
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLMONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
 
Best Practices for Implementing an External Recruiting Partnership
Best Practices for Implementing an External Recruiting PartnershipBest Practices for Implementing an External Recruiting Partnership
Best Practices for Implementing an External Recruiting Partnership
 
GD Birla and his contribution in management
GD Birla and his contribution in managementGD Birla and his contribution in management
GD Birla and his contribution in management
 
Insurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usageInsurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usage
 

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