FOCUS Con Slides

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
10. Discovered Lean Startup
11. ThingsWeStart
12. Success
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
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
62. 3 Rules of Cold Emails 1. Personal 2. Short – 5 sentences 3. Valuable
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
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
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!