What are Early Adopters, how do you find them and how do you convert them?

1. YOUR
FIRST
CUSTOMERS

2. 1. Who are your first customers?
2. Where do you find them?
3. What do you ask them?
Goals

3. Push the envelope
Today
We’re going to…

4. 1. Built with Love
2. Delay
3. Breaks? Refresh the page.
4. Feedback:
Justin@CustomerDevLabs.com
The Platform

5. Let’s Explore

6. 1. Who am I?
2. Who are your 1st customers?
3. Where can you find them?
4. How do you get them to buy?
Agenda

7. WHO AM
I?

8. My Background
18 months

9. Discovered
Lean Startup

10. ThingsWeStart

11. Success

13. Mentor Around the World
San Francisco
San Juan
Seattle
Lincoln
Calgary
Singapore
Barcelona
Paris
London
Sydney
Zagreb
San Francisco
San Juan
Seattle
Lincoln
Calgary
Singapore
Barcelona
Paris
London
Sydney
Zagreb

14. Startup Accelerators

15. Curriculum
Mentor & Speaker

16. FOCUS Framework

17. ?’s

18. 1. Who am I?
2. Who are your 1st customers?
3. Where can you find them?
4. How do you get them to buy?
Agenda

19. Customers don’t
buy products.
Customers buy
solutions to
problems.

20. Riskiet Assumption
Who will your
1st Customers be?

21. Riskiet Assumption
Who is going to
Trust you?

22. Customers don’t
buy products.
Customers buy
solutions to
problems.

23. Riskiet Assumption
People with problems
You can solve.
Your 1st
Customers
will be…

24. Riskiet Assumption
Early
Adopters

25. Diffusion of Innovations
Early
Adopters
Early
Majority
Late
Majority
Laggards
Victory

26. Startup founders
“Not sure how to apply Lean Startup”
Victory
Start

27. “Not sure how to apply Lean Startup”
Goes to Lean Startup Machine
Pays for online courses
Goes to Lean Startup Conf.
Makes calls on Clarity
Buy’s Ash’s Book
Enrolls in Founder Institute
Tweets about Lean Startup Machine
Reviews online courses
Leaves feedback on Clarity
Amazon review for Ash’s Book
Joins Founder Institute Meetup Group

28. What are Early
Adopters?
“Paying” to Solve It
Know they Have It
Have the problem
Customers who…

29. 1. Who am I?
2. Who are your 1st customers?
3. Where can you find them?
4. How do you get them to buy?
Agenda

30. Where are
yours?
Externally
Observable
Behavior
Tweets about Lean Startup Machine
Reviews online courses
Leaves feedback on Clarity
Amazon review for Ash’s Book
Joins Founder Institute Meetup Group

31. Takeaways
Where are your
Early Adopters?

32. ?’s

33. 1. Who am I?
2. Who are your 1st customers?
3. Where can you find them?
4. How do you get them to buy?
Recap

34. 1. Confirm there are Early Adopters
2. How they describe the problem
3. Emotions they want to change
4. Where they look for solutions
Secret to Sales

35. Riskiet Assumption
Customer
Interviews

36. 1. Confirm there are Early Adopters
2. How they describe the problem
3. Emotions they want to change
4. Where they look for solutions
Secret to Sales

37. 1. Pitching your product
2. Asking if they’d use your product
3. Asking how much they’d pay
Not the Secret

38. Rule #1
Don’t talk about
your idea

39. Rule #2
Never ask about
the future
- “Would you use…”
- “How much would you pay?”

40. 1. Confirm there are Early Adopters
2. How they describe the problem
3. Emotions they want to change
4. Where they look for solutions
How do you…

41. Riskiet AssumptionRecap

42. Customers don’t
buy products.
Customers buy
solutions to
problems.

43. Riskiet Assumption
Early
Adopters

44. Diffusion of Innovations
Early
Adopters
Early
Majority
Late
Majority
Laggards
Victory

45. What are Early
Adopters?
“Paying” to Solve It
Know they Have It
Have the problem
Customers who…

46. Where are
yours?
Externally
Observable
Behavior
Tweets about Lean Startup Machine
Reviews online courses
Leaves feedback on Clarity
Amazon review for Ash’s Book
Joins Founder Institute Meetup Group

47. 1. Confirm there are Early Adopters
2. How they describe the problem
3. Emotions they want to change
4. Where they look for solutions
Secret to Sales

48. Rule #1
Don’t talk about
your idea

49. Rule #2
Never ask about
the future
- “Would you use…”
- “How much would you pay?”

50. 1. Who am I?
2. Who are your 1st customers?
3. Where can you find them?
4. How do you get them to buy?
5. Free Stuff
Recap

51. FREE STUFF #1

52. EMAIL COURSE

53. FREE STUFF #2

54. FOCUS Framework
May 3rd $20 OFF

55. ?’s

56. FOCUS Framework
May 3rd $20 OFF

57. YOUR
FIRST
CUSTOMERS