The document provides tips for closing the first 10 B2B deals by focusing on finding early adopters and unaffiliated customers, getting reviews and referrals through an advocacy program to build social proof, and using customer advocates as the new sales team by empowering them through incentives and engagement. It emphasizes aiming for the right target customers, developing competitors' status quo, and using different traction channels like networking, early adopter programs, and referrals to accelerate deals through existing satisfied customers.

1. Koen Stevens (Word-Of-Mouth Director Ambassify)
How to close
your first 10 B2B deals?

2. #1 Aim. Define your ideal customers. Be realistic and also ambitious. This is your target audience.
#1 Aim

3. As your ideal customer, do you aim for a few large elephants as customers or do you prefer a lot of small bunnies as customers. This is a decision you have to make.
# of customers
Price Pick your
animal100.000
10.000
1.000

4. #2 Point

5. Who are your biggest competitors? What is their and your status quo and how can you excel? Ambassify developed a new tool to measure your Brand Advocacy Index. This tool can of course
also be used to check the Brand Advocacy Index of your competitors.
Your biggest competitors?
excel and the status quo

6. If Growth’s a Slog First Nail A Niche
This workbook is designed to help you focus on one or two “niches” to make your lead generation more effective. Here, we want you to begin digging into the details of your ideal customer and
contact profiles, understand why you need to ‘nail a niche’ to grow, and answer questions to begin crafting your outbound messaging.
Outbound Experience and Expectations
Nail your niche
Based on your ICP
http://bit.ly/2lXmnoB

7. Omar mohout - lean pricing
companies change pricing all the time
Lean Pricing is a practical toolkit that will positively influence your pricing strategy, revealing insights in the different pricing methods and tactics used by successful companies. You will discover
a great number of case studies where these methods are successfully applied which will help you set-up or optimize your current pricing strategy.
This book will answer the following key questions:
• What price can you ask?
• What pricing strategy will you adopt?
Whether you launched a startup or work for a big tech company is not important. As long as you believe that pricing plays a key role in your success, this book will provide the guidance, insights
and inspiration you need.
Lean Pricing is part of the Lean series, a series of books tackling the challenges that technology entrepreneurs and companies are facing. Other publications include Lean Marketing (not yet
released).
Omar Mohout is a Growth Engineer. He is an expert in building repeatable, scalable customer acquisition engines for born-on-the-web companies. Omar is an entrepreneur that turned startup
advisor & mentor.
Pricing Strategy
Charge a multiple of
what you think is right

8. The idea behind creating this situation is to ensure that corporations are managed by like-minded individuals who share a stake in the company. Executives can talk all they want, but the best vote
confidence is putting one's own money on the line just like outside investors!
Read more: Skin In The Game Definition | Investopedia http://www.investopedia.com/terms/s/skininthegame.asp#ixzz4c9twhbzJ
Follow us: Investopedia on Facebook
Pricing Strategy
Skin in the game:
let them pay from day one

9. #3 Shoot

10. Many brands are venturing outside of their office and within their network to find early adopters that can take out some of the mass marketing legwork by driving word-of-mouth. For many companies, the ideal marketing campaign is self-
sustaining — an organic ripple that migrates throughout target markets and accurately represents your brand.
more
If you’re looking to get your business off of the ground while building a valuable consumer base and smoothing out the kinks of your product, you should start marketing to early adopters. Yes, those early adopters. The pillars of modern
marketing myth and Everett M. Rogers’ legend that purchase first and ask questions later, then tell all of their fearful friends about what they can expect in the ominously near future.
Early adopters may not be your first choice, but when targeted correctly, they can build buzz within exclusive inner circles and eventually entice mainstream customers to give your product a try. Read on to learn about the qualities that your
marketing team can master to think like an early adopter. Brand Ambassador Marketing Program. Employee advocacy.
Use different tactics
or traction channels
‣ Network
‣ Early adopter program
(again: paying customers only)
‣ Referrals

11. • Users are oxygen for a product otherwise the human tendency is to enhance a product in a vacuum, and build functionality that isn’t highest priority
• Unaffiliated customers are ones that don’t come from friends, family, or colleagues (friendly customers are fine, but focus on unaffiliated customers until there’s a critical mass of impartial customers)
• Unaffiliated customers provide more direct feedback, aren’t worried about hurting the entrepreneur’s feelings, and will be more demanding (it’s key that money changes hands and that they aren’t a free user)
• Implement a marketing process like Traction to systematically find 10 unaffiliated customers (e.g. use cold calling, pay per clicks ads, social media, etc to get 10 customers in the door)
• Listen to the customer requests while maintaining an opinionated vision for the future
One of the most common entrepreneur mistakes is taking too much time to prove they are on the wrong path. Of course, it’d be great if every new product idea was successful, but most of the time they aren’t. By getting to “no go” as soon as possible, it provides more
time to pivot/iterate and try the next direction. Grinding it out is hard, but critical to achieve entrepreneurial success.
Goal :: 10 unaffiliated customers
‣ Outbound targeted emails
‣ Referral
‣ Inbound requests
‣ Network

12. In electronic commerce, a brand advocate is a customer who speaks in favor of a product by passing along word of mouth (WOM) comments and messages to other potential customers in the hope that they will join in on purchasing a specific brand.
A brand advocate may be:
• A famous person or V.I.P. who relays a positive image
• A retail store associate with strong brand knowledge
• A person who uses the advertised brand and has many social connections/good standing in his or her community
Brand advocates strongly believe in the product they are helping advertise through electronic word-of-mouth marketing (WOMM).
Now accelerate through
your own customers
Advocacy: Reviews // Referrals // References

13. The game has
changed

14. Brand advocates are carefully chosen by manufacturers or retailers in the hope that they will boost sales to a given product. In fact, consumers are very likely to purchase an item based on a family or friend's suggestion, so WOMM is considered a very successful online advertising and
marketing tool. Some companies even assist businesses in carefully locating suitable brand advocates, a job for which not many people are qualified.
A small group of people
are your new sales army.
Find them

15. The sales process has changed. Customers are up to 70 % in the decision making process.
But no worries, references, referrals and testimonials help you to make the difference when customers are comparing you with your competitors.
The sales process has changed
0%
Looking for a solution
100%
Buying the solution
I do my own research before
I contact a sales rep57%
70%
Sales process

16. Ambassify - Ambassador Marketing Program - Reviews
REVIEWS

17. How to collect reviews for your businesss?
- Ask!!! Don’t wait for them to write but approach them pro-actively
- 80% is willing to write a reviews but only 23% of them will actually right a review.
- Remind them when they have a positive experience about your product
- Be patient
- Don’t push / obligate them
“ 88% of respondents said
they trust online reviews
as much as a personal
recommendation.“

18. The power of testimonials.
Teamleader tool vs Odoo tool
Comparison websites

19. The power of testimonials.
Teamleader’s page on G2Crowd B2B solutions website.

20. “ Comparison websites
are the new SEO juice. “

21. The study found that companies with advocate marketing programs can receive up to 17.5 times more product reviews than the average product on G2 Crowd.
“ Companies with advocate
marketing programs can
receive up to 17,5x more
product reviews.“

22. write your
MOST PERSONAL
Bongo story
Publish rates
with incentive: 22,7%
without incentive: 22,9%
1/4
creates a story

23. Ambassify - Brand Ambassador Marketing Program - Referrals
REFERRALS

24. 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions.
84%of B2B buyers start
with a referral

25. Imagine that you have 100 new leads every month through referrals. Well, an astonishing 3,63% of those leads truly convert into becoming a client. That’s huge compared to the other channels.
( eMarketer.com )
Customer and employee referrals
Website
Social Network
Paid Search
Sales generated
Marketing & advertising
Trade show
Partner
Webinars
LinkedIn
Email campaigns
Events
Lead list
Others 1,07%
0,02%
0,04%
0,07%
0,34%
0,44%
0,48%
0,55%
0,78%
0,94%
0,99%
1,47%
1,55%
3,63%
The power of referrals
Lead-to-Deal conversion rate

26. It’s time for a story about
references
and our
prospects

27. IN SUMMARY

28. “Authentic social proof is
the sales man’s G-spot.“

29. Tips & Tricks
Ask for the sale
Do stuff that does not scale
Get 10 unaffiliated customers
Sell through these customers

30. How strong is your
Brand Advocacy Index?
Check it out @
bai.ambassify.com

31. B2B SALES RESOURCES
Blinkist
Audible
Podcasts
Saastr
The Startup Chat
De Vitesse
Close.io
Jason Lemkin
(Quora)
From Impossible to
Inevitable
Solution Selling
Selling The Wheel
Steli Efti
Gary V

32. Koen Stevens
(+32) 496 25 09 47
koen@ambassify.com
@E_KON
Questions?

33. nVidia, Checkpoint, Microsoft, Netgear, Intel, BioRacer, Velux, startups.be, Smartbox, BNP Parisbas Fortis
Or ask our very own
brand ambassadors