How Do I Reach Early Adopters?

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  • Take your target customer profile
    • Ask yourself:
      • Where do these people hang out?
      • What do they do on a daily basis?
  • Come up with 20 names (or companies) you want to sell to
    • Cast a wide net of potential customers
      • These people don’t need to be exact, perfect target customers/early adopters
    • Start with people you know who somewhat mimic your target customer
      • This is an effective way to get introductions to other prospects
      • Someone is better than no one
    • “The secret of getting a prospect (cold or warm) to agree to an interview is to ‘nail their problem’” – –Ash Maurya, Running Lean
    • Find customers in places you expect to acquire future customers
      • Otherwise use techniques like cold calling, emailing, and LinkedIn
    • For selling to businesses
      • You must take the time schedule meetings with higher level individuals (having warm introductions helps a lot)
    • For selling to consumers
      • Can you take an interesting guerilla approach where you go hang out outside of a likely hangout spot?
        • Like a coffee shop if you’re selling to stay-at-home entrepreneurs
      • Scheduling Customer Conversation Tips
        • Ask for 20 minutes of their time
        • Requesting to speak face-to-face is CRUCIAL (to witness body language and emotions)
          • If not: phone, then email/IM
          • Don’t do online surveys – these are very unemotional
        • Have them choose the time and place that works best for them (and do your best to make it work)
          • Shoot for semi-casual environment (so it’s non-intimidating)
        • Warm leads are extremely helpful
          • Use the power of your network. People you know know people that can help you.  Make sure to send out the appropriate messages
        • Don’t pay them for their time.
          • They should pay you, not the other way around

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Next Lesson: Preparing for the Conversation

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