Koen Steven: Customers Wanted - TSD17
This document provides tips for closing the first 10 B2B deals. It recommends aiming for a specific number of customers, typically 10,000 to 100,000, and focusing on outcompeting excel and the status quo. The tips suggest nailing your niche based on your ideal customer profile and using a pricing strategy of charging a multiple of what you think is right while having customers pay from day one. Different traction channels should be used like networking, early adopter programs, and referrals. The goal is to get 10 unaffiliated customers initially through tactics like outbound emails, referrals, inbound requests, and networking. Then sales should be accelerated through customer advocacy like reviews, referrals, and references from that initial group.
Koen Steven: Customers Wanted - TSD17
- 1. Koen Stevens (Word-Of-Mouth Director Ambassify) How to close your first 10 B2B deals?
- 2. #1 Aim
- 3. # of customers Price Pick your animal100.000 10.000 1.000
- 4. #2 Point
- 5. Your biggest competitors? excel and the status quo
- 6. Nail your niche Based on your ICP http://bit.ly/2lXmnoB
- 7. Pricing Strategy Charge a multiple of what you think is right
- 8. Pricing Strategy Skin in the game: let them pay from day one
- 9. #3 Shoot
- 10. Use different tactics or traction channels ‣ Network ‣ Early adopter program (again: paying customers only) ‣ Referrals
- 11. Goal :: 10 unaffiliated customers ‣ Outbound targeted emails ‣ Referral ‣ Inbound requests ‣ Network
- 12. Now accelerate through your own customers Advocacy: Reviews // Referrals // References
- 14. A small group of people are your new sales army. Find them
- 15. The sales process has changed 0% Looking for a solution 100% Buying the solution I do my own research before I contact a sales rep57% 70% Sales process
- 16. REVIEWS
- 17. “ 88% of respondents said they trust online reviews as much as a personal recommendation.“
- 20. “ Comparison websites are the new SEO juice. “
- 21. “ Companies with advocate marketing programs can receive up to 17,5x more product reviews.“
- 22. write your MOST PERSONAL Bongo story Publish rates with incentive: 22,7% without incentive: 22,9% 1/4 creates a story
- 23. REFERRALS
- 24. 84%of B2B buyers start with a referral
- 25. ( eMarketer.com ) Customer and employee referrals Website Social Network Paid Search Sales generated Marketing & advertising Trade show Partner Webinars LinkedIn Email campaigns Events Lead list Others 1,07% 0,02% 0,04% 0,07% 0,34% 0,44% 0,48% 0,55% 0,78% 0,94% 0,99% 1,47% 1,55% 3,63% The power of referrals Lead-to-Deal conversion rate
- 26. It’s time for a story about references and our prospects
- 27. IN SUMMARY
- 28. “Authentic social proof is the sales man’s G-spot.“
- 29. Tips & Tricks Ask for the sale Do stuff that does not scale Get 10 unaffiliated customers Sell through these customers
- 30. How strong is your Brand Advocacy Index? Check it out @ bai.ambassify.com
- 31. B2B SALES RESOURCES Blinkist Audible Podcasts Saastr The Startup Chat De Vitesse Close.io Jason Lemkin (Quora) From Impossible to Inevitable Solution Selling Selling The Wheel Steli Efti Gary V
- 32. Koen Stevens (+32) 496 25 09 47 [email protected] @E_KON Questions?
- 33. Or ask our very own brand ambassadors