DO PEOPLE WANT YOUR SH*T? WES WORSFOLD ASSOC. DIR. VELOCITY GARAGE [email protected]...
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DO PEOPLE WANT YOUR SH*T? WES WORSFOLD ASSOC. DIR. VELOCITY GARAGE [email protected] LINKEDIN: HTTP://LINKD.IN/1ZRNBFTHTTP://LINKD.IN/1ZRNBFT 519.895.6174
DO PEOPLE WANT YOUR SH*T? WES WORSFOLD ASSOC. DIR. VELOCITY
GARAGE [email protected] LINKEDIN:
HTTP://LINKD.IN/1ZRNBFTHTTP://LINKD.IN/1ZRNBFT 519.895.6174
@WORS
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DO PEOPLE WANT YOUR SH*T? Segment your customers How do you
find them? Start the conversation Carry the conversation End the
conversation Track what you promised/learned
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WHAT HAVE YOU LEARNED SO FAR? Whats your big idea? Whats your
problem? Whats your Business model? and,
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Does anyone want it? How big is your market?
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5 P KEY QUESTIONS Who are the PEOPLE who will buy your product
or service? What is the right PRODUCT or service to provide? What
is the right PRICE to charge? How should you PROMOTE your product
or service? What PLACE should you distribute your product/service
from?
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STEVE BLANK ON THE TOPIC http://bit.ly/1vtrL
UThttp://bit.ly/1vtrL UT
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STEVE BLANK
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4 TYPES OF MARKET RESEARCH Research Market Demographics Client
Characteristics Competitor Analysis Environmental Influences The
Opportunity
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TYPE OF RESEARCH Primary focus groups, interviews, surveys,
observation, testing and phone, competitor analysis (SWOT)
Secondary (TAM) demographics, environmental influences
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STEP 1 Define your products and/or services
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STEP 2 Define your potential customers
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STEP 3 What you need / want to know?
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B2C B2B B2C Talk to potential customers Surveys, focus groups
etc. B2B Key informants Industry thought leaders Industry research
and publications
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THE STORY OF KUE http://getkue.ca/ Kamyar Ghofrani CEO &
Founder
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SEGMENT YOUR CUSTOMERS Look for early adopters Vitamin vs.
painkiller Timeframe to close Influencers Ability to deliver
product Users vs. customers
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HOW DO YOU FIND THEM? Think about channels Use your Personal
Network Get help with introductions Look at Clubs and Organizations
Leverage LinkedIn
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START THE CONVERSATION Introductions Follow up as soon as
possible Respect for person who introd you Cold emails BCC the
introducer (be explicit) Write out your cold email template GET
FEEDBACK! Cold calls Write out elevator pitch and questions Dont
use a script
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CARRY THE CONVERSATION Ask open-ended questions Listen, dont
talk Encourage but dont influence Follow your nose and drill down
Parrot back to confirm Ask about pricing
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END THE CONVERSATION Thank them! Clarify follow up tasks Ask to
add them to your mailing list Ask for additional introductions Ask
where they would hear about your product
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TRACK WHAT YOU LEARNED AND PROMISED Systems vs. spreadsheets
Finding holes Filtering out the noise Use it to validate
assumptions You will operating under assumptions GET USED TO
IT!
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QUESTIONS? FEEDBACK?
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ADDITIONAL RESOURCES
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ONLINE SURVEYS A few examples on online survey services to
consider are: Survey MonkeySurvey Monkey Zoomerang eSurveyPro
SurveyGizmo QuestionPro Google Drive Forms
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SURVEY TIPS Use a combination of open, closed, scaled and
ranking - Survey Question TypesSurvey Question Types Test your
surveys before completing them you need to be able to reach the
people you will survey Be sure to include a question related to how
people would find out about your program or business the answers
help determine your marketing and promotion strategies Leave
personal questions to the end of the survey Think about how youll
report results when creating the survey statistical results are
best e.g. 78% said creating a resume is very important
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STARTUP CHECKLIST https://drive.google.com/file/d/0B4mKM
Rq2pFIHTEdXRHNnRlVsdHc/view?usp
=sharinghttps://drive.google.com/file/d/0B4mKM
Rq2pFIHTEdXRHNnRlVsdHc/view?usp =sharing Source: The Startup Owners
Manual, Steve Blank and Bob Dorf
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WHATS NEXT? Feb 11 th @ 7:30 PM EV3 4412 How Not to Run Your
Company into the Ground (By People Who Ran their Company into the
Ground) velocity.uwaterloo.ca/events