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