The Alchemist - IforumDon’t pitch them on your company. First ask them about their experience with the problem, then SHOW them what you’re doing. Step 5: Set tasks for them with

The AlchemistWorld Best Program for B2B Startups (Stanford, CA)

EMtrackerwww.health.emotion.family

Sales Business Finance


16400 → 20 → 6


8 months

14-16 hours per day

Awesome experience


CABThe secret sauce to catalyzing your startup growth


Perfect User =

User + Decision Maker + Problem


Product

Sales

Investors

Understand what you’re buildingGet feedback sooner; forgiving users

Early adoptersLogos to legitimize your company

Show demand/metricsReference customers



……



Volume vs QualityDepends on the company


Criteria:• Fast installation• Easy to use

Goal:• Get paying customers• Hit an MRR target

Volume

Criteria:• High support required• Expensive product

Goal:• Detailed feedback• Sexy logos

Quality

5 Steps


Step 1: Do you want volume or quality?


Step 2: Find your “perfect user” → User + Decision maker + Problem


Step 3: Send emails with 1-pager attachment. If you have CAB members, mention who else is on it. (legitimize with logos or names)


Step 4: In your first meeting, convince them that the best way to give feedback is to USE

the product. Don’t pitch them on your company. First ask them about their experience

with the problem, then SHOW them what you’re doing.


Step 5: Set tasks for them with DEADLINES and a weekly call. (get commitment)


Step 1: Do you want volume or quality?

Step 2: Find your “perfect user” → User + Decision maker + Problem

Step 3: Send emails with 1-pager attachment. If you have CAB members, mention who else is on it. (legitimize with logos or names)

Step 4: In your first meeting, convince them that the best way to give feedback is to USE the product. Don’t pitch them on your company. First ask them about their experience with the problem, then SHOW them what you’re doing.

Step 5: Set tasks for them with DEADLINES and a weekly call. (get commitment)

* You can get them to pay after 30-days if they like the product. Don’t make them pay first. This is NOT a backdoor sales strategy… ☺


What about the FORCE?



Corporate Wellness Programfor the stress management

Lisa VoronkovaEMtracker

www.health.emotion.familydemo for free

Documents

The Alchemist - IforumDon’t pitch them on your company. First ask them about their experience with the problem, then SHOW them what you’re doing. Step 5: Set tasks for them with