FOCUS Con Slides

66970e44e08c138c063790593511bf00?s=47 JustinWi
December 01, 2016

FOCUS Con Slides

66970e44e08c138c063790593511bf00?s=128

JustinWi

December 01, 2016
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Transcript

  1. FOCUS Con WELCOME TO…

  2. MASTERING CUSTOMER INTERVIEWS @Justin_Wilcox

  3. 1. First of it’s kind 2. Built for you 3.

    An MVP 4. Feedback please Digital Conference
  4. 1. Video 2. Exercises 3. Report Bug 4. Questions vs

    Chat Tour
  5. MASTERING CUSTOMER INTERVIEWS @Justin_Wilcox

  6. 9:10 - Interviews get Sales 9:30 - Who to Interview

    10:20 - Networking Roulette 10:35 - How to Interview 11:20 - Interviewing Practice 12:00 - Mentoring (Silver & Gold) Agenda
  7. INTERVIEWS GET SALES

  8. My Background 18 months

  9. None
  10. Discovered Lean Startup

  11. ThingsWeStart

  12. Success

  13. None
  14. FOCUS Framework

  15. Startup Accelerators

  16. Curriculum

  17. Fortune 1000

  18. ?’s

  19. START AT THE end

  20. WHY INTERVIEW CUSTOMERS? SALES

  21. BUILDING PRODUCTS IS

  22. BUILDING PRODUCTS IS EASY

  23. SELLING PRODUCTS IS

  24. SELLING PRODUCTS IS HARD

  25. 1. Website copy 2. Marketing channel 3. Marketing message 4.

    Competitive advantage Interviews Make Selling Easier
  26. SAMPLE APP:

  27. SAMPLE APP: PANDORA FOR

  28. SAMPLE APP: PANDORA FOR EXERCISE

  29. PROBLEM: EXERCISE IS

  30. PROBLEM: EXERCISE IS BORING

  31. INTERVIEWS AREN’T ABOUT

  32. INTERVIEWS AREN’T ABOUT YES / NO

  33. INTERVIEWS ARE ABOUT

  34. INTERVIEWS ARE ABOUT MARKETING

  35. INTERVIEWS ARE ABOUT STRATEGY

  36. INTERVIEWS ARE ABOUT COMPETITION

  37. INTERVIEWS ARE ABOUT SALES

  38. ?’s

  39. WHO TO INTERVIEW

  40. FOCUS 1.4 Adoption Behavior Curve

  41. Diffusion of Innovations Early Adopters Early Majority Late Majority Laggards

    Victory
  42. Exercisers “Exercise is boring” Victory Start “I don’t have an

    app that gives me new workouts”
  43. “Exercise is boring” Goes to Pole Dancing classes Goes to

    CrossFit Watches YouTube exer. videos Uses “Zombies, Run” app Uses “7 min. workout” app Takes Cardio Hip Hop classes Tweets about new Pole Dancing class Comments on a CrossFit blog Gives feedback on “Zombies, Run” app Yelp review on Cardio Hip Hop classes Joins exercise Meetup Group
  44. HELP / FEEDBACK?

  45. WHO ARE EARLY ADOPTERS? Seeking a Solution Know they Have

    It Have the problem Customers who…
  46. WHERE ARE YOURS? Externally Observable Behavior Tweets about new Pole

    Dancing class Comments on a CrossFit blog Gives feedback on “Zombies, Run” app Yelp review on Cardio Hip Hop classes Joins exercise Meetup Group
  47. SAVE IT

  48. TAKEAWAYS

  49. FEEDBACK

  50. ?’s

  51. 9:10 - Interviews get Sales 9:30 - Who to Interview

    10:20 - Networking Roulette 10:35 - How to Interview 11:20 - Interviewing Practice 12:00 - Mentoring (Silver & Gold) Agenda
  52. NETWORKING roulette

  53. 1 MIN left

  54. 9:10 - Interviews get Sales 9:30 - Who to Interview

    10:20 - Networking Roulette 10:35 - How to Interview 11:20 - Interviewing Practice 12:00 - Mentoring (Silver & Gold) Agenda
  55. ASKING FOR INTERVIEWS

  56. 3 Rules of Cold Contacts 1. Email 2. LinkedIn 3.

    Twitter 4. Facebook
  57. 3 Rules of Cold Contacts 1. Personal

  58. None
  59. 3 Rules of Cold Emails 1. Personal 2. Short –

    5 sentences
  60. 5 Sentence Cold Email 1. About them 2. About both

    of you 3. What you’re doing 4. What you’re offering 5. The ask
  61. None
  62. 3 Rules of Cold Emails 1. Personal 2. Short –

    5 sentences 3. Valuable
  63. None
  64. 140 Characters

  65. REDDIT DEMO

  66. ASK FOR MORE INTERVIEWS

  67. Lean Startup F ounders “How do I do Lean Startup?”

    Lean Startup LinkedIn Group LSM F acebook group members Blog readers 8/19 8/12 8/7 8/10 8/15 8/22 9/7 8/29 8/24
  68. ASKING FOR INTERVIEWS

  69. ?’s

  70. What to Ask

  71. DEMO Interview?

  72. Rule #1 Don’t talk about your idea

  73. Rule #2 Never ask about the future - “Would you

    use...” - “How much would you pay?”
  74. WHAT NOT TO ASK

  75. 1. Don’t sell during interview 2. Listen 3. Their Answers

    = Sales Strategy Interviewing Secret
  76. 1. Website copy 2. Marketing channel 3. Marketing message 4.

    Competitive advantage Interviews Make Selling Easier
  77. What to Ask?

  78. FOCUS 1.8 CUSTOMER INTERVIEW TEMPLATE

  79. None
  80.  Partner  8 minutes each  “...hardest part about

    being a founder ?” PRACTICE
  81. TAKEAWAYS

  82. YOUR NEXT STEP

  83. FEEDBACK

  84. ?’s

  85. 9:10 - Interviews get Sales 9:30 - Who to Interview

    10:20 - Networking Roulette 10:35 - How to Interview 11:20 - Interviewing Practice 12:00 - Mentoring (Silver & Gold) Agenda
  86. None
  87. FOCUS Framework

  88. S O F C C F U U O How

    to find Product-Market Fit FOCUS Framework
  89. How to find Product-Market Fit FOCUS Framework S O F

    C C F U U O 1. Concrete steps 1 2 3 4 5 6 ... 2. Orders the steps 3. Exercises & tools for each step
  90. 1. Lifetime video access 2. Electronic copy of FOCUS ($99)

    3. Mentoring Upgrade to Silver Everything: $99
  91. 1. Lifetime video access 2. Electronic copy of FOCUS 3.

    Mentoring 4. Print or Video version of FOCUS ($499) Upgrade to Gold Everything: $299
  92. 1. Feedback survey 2. Recording links 3. Mentoring What’s Next

  93. MASTERING CUSTOMER INTERVIEWS @Justin_Wilcox

  94. FOCUS Con THANKS YOU!