Cross the Chasm with your niche customers.

1. Boot Camp 4
Entrepreneurs
Session 1:
April 9, 2012
5-6:30
Dr. Amy Sauers
Idea Generation & Screening:
Customer Pain Points

2. Agenda – Session 1
Emotional Pitch Your
Introductions
Motivation Prospect Activity
Ordeal of Customer Pain Entrepreneur’s
Entrepreneurship Point Character
Crossing the Entrepreneurship
Business Map Homework
Chasm Steps
Differentiate with Strategy
Target Niche Pitch the Room
Demographics Scoreboard
2

3. The Ordeal: Entrepreneur’s Stages
3

4. The Ordeal: Crossing the Chasm
Law of Chasm Model
How to Cross: Niche Target
4

5. How to Cross: Target the Niche
Win the Target. Repeat.
5

6. Differentiate or Die
Age/Family Stage
Ethnicity
Income/SES
Generation
Aspirations
Gender
Location
Polarize
6

7. Entrepreneurship Steps
Target Meaningful, Prototype & Business
Customer Emotional Sell Model
Pain Solution • Would you • How will you
• Guilt • Save your use? make $
• Google loved ones • Would you • Wheel
“complaints” • They’ll love recommend? • Breakeven
• Takes too you • How much • 3 statements
much time • Saves you should I sell it
and effort time for?
• Google tools
7

8. What’s Meaningful?
Esteem - Actualization
• Respect from others
Love
• Belonging
Meaningful, Safety
Emotional • Shelter
Solution • Family safety
• Save your loved Physiological needs
ones • Food
• They’ll love you • Free from physical pain
• Saves you time
8

9. Meaningful, Emotional Motivation
Listen: Meaningful,
Customer Emotional
Pain Solution
9

10. Listen: Meaningful,
Customer Pain Emotional Solution
Agile
Business Plan
Monetize Prototype & Sell
10

11. Pitch your Prospect
Target
Customer
Pain
Meaningful,
Emotional
Solution
11

12. Entrepreneur’s
Passion
Character
Customer- Entrepreneur Get others
focus on board
Persistence and
discipline
12

13. Business Map
Mission Vision
Strategy Values
13

14. Strategy Scoreboard
• Tactic 1
• Tactic 2
• How will this goal be measured
Goal 1 • How will you know when you’ve “won”
• Tactic 1
• Tactic 2
• How will this goal be measured
Goal 2 • How will you know when you’ve “won”
• Tactic 1
• Tactic 2
• How will this goal be measured
Goal 3 • How will you know when you’ve “won”
14

15. Pitch the Room
Target
Customer
Pain
Meaningful,
Emotional
Solution
15

16. Summary – Session 1
Emotional Pitch Your Prospect
Introductions
Motivation Activity
Ordeal of Customer Pain Entrepreneur’s
Entrepreneurship Point Character
Homework
Crossing the Entrepreneurship • SBA
Business Map
Chasm Steps • Art of the Start
• Lean Startup
Differentiate with Strategy
Target Niche Pitch the Room
Demographics Scoreboard
16

17. Homework for Session II – April 16 5pm:
1. Check out The Art of the Start or Google
Guy Kawasaki.
2. Check out The Lean Startup, by Eric Ries
3. Do the SBA Online Tutorial Course
http://dor.myflorida.com/dor/taxes/regist
ration.html
•Contact:
Amy Sauers
Sauers.Amy@spcollege.edu
St. Petersburg College – EpiCenter
17