How To Find Customers and Talk To Them

Till Carlos. Barcamp Saigon 2014

Part 1 Part 2

Traffic x Conversion x CLTV

Your MissionFinding 1 Reliable Channel

Part 1

Fear of rejection,No experiments,

No investment mindset

"If you cannot buy a customer - you do not have

a business"

Tom Libelt

Channels

Public Relations (PR)

Non-SEM Ads

SEM

Non-traditional PR

Community Building

Engineering as Marketing

Target Market Blogs

Offline Ads

SEO

Business Development

Content Marketing

Direct Sales

Email Marketing

Existing Platforms

Viral Marketing

Affiliate Programs

Offline Events

Speaking Engagements

1) Networking

3 HACKS

● 80% listening● Do not sell.● Search for the value match

2) Cold Emailing

#1 First Yes

Hello James,

I saw you are active on___.

Do you think ____ will be important to your business in the next 2 years?

Till

#2 Second Email

Hello James,

thanks for your answer. Would you be up for a short chat on how to improve ____ ?

Till

#3 Warm Call / Cold Call

#4 Proceed / Good-Bye Email

3 HACKS

● Mail-Mail-Call-Mail Strategy● Get a simple yes first● Use a tool (Toutapp, Streak)

3) Social Media

3 HACKS

● Search for top influencers, email followers● Learn one well, automate the rest● Retweet 9 times, sell 1 time

4) Cold Calling

Pitch fast, then shut up

"Hello, this is Till from Märketing Limited. We manage your digital marketing with a risk-free trial period. You do not pay until we deliver results. Is that something your company could benefit from?"

3 HACKS

● Make the list first, then call● Have a script ready + Get to the point● Use a headset

5) Referrals

100 Loose contacts

50 Power Contacts

5 Closest

Thanks to Judy Robinett

Connect people first. Then ask some time later.

To: Ramit

From: Chris

Subject: Introducing me to Jennie Jones

Hey Ramit,

I noticed you’re connected to Jennie Jones at Acme on LinkedIn. I would love to chat with her to get some

advice about Acme. I promise to be respectful of her time.

Would you mind connecting me? I can send you a pre-formatted introductory email to make things

really easy for you.

Is that OK?

Thanks,

Chris

3 HACKS

● Divide contacts into 5+50+100● Give value first, then ask● Make introductions easy

How to find the reliable channel

1) Pick 3 channels today2) invest in them3) measure the output (ROI)

Part 2

Your Mission Disqualify, Build Trust, + Convert

Part 2

PEOPLE DON'T LISTEN

1) Talk about the problem(Not the solution)

Listen more than you talk

3 HACKS

● Try to understand the problem deeply● Listen, talk little, ask questions● Ask: What would make the perfect solution

possible?

2) Do the

Son: “Okay, so would you ever buy an app which was like a cookbook for your iPad?

“Oh, well yes honey, that sounds amazing."

“How much time/money have you spent on finding a solution”

“Whoa! Hey! I’m building a mobile app to help stores give out discounts to their most

loyal customers so you’d never need to carry paper cards again. Do you think you would

use something like that?”

“What would syncing to Excel allow you to do?”

3 HACKS

● Do not overpitch● Adapt to existing workflows● Empathize

3) No hard sale

"And what do you want to achieve by working with me

or someone like me?"

3 HACKS

● Use "or someone like me"● See your price as totally justified● Give a risk-free option

4) Ask the price point

"If I would present you the ideal solution… how much

would that be worth to you?"

"Good, then you are not mad if the project costs $10,000."

3 HACKS

● Calculate how much your solution is worth● Everyone has a budget, get it!● Increase the perceived value

5) Sell Instead of Negotiate

The Manni Method

3 HACKS

● The experience is most important● Try to get a "Yes"● Use the Manni Method

Action Steps For You

1) Learn 1 hack tomorrow2) Try it on your next prospect3) Feel the response

Thank You!

All Infos: http://TillCarlos.com/barcampsaigon