6. Why help customers?
… they will find you &
…… tell you their needs &
……… instantly trust you.
7. Our goals today
1.
2.
3.
4.
5.
6.
Why should I help customers? ✔
Who is my customer?
What should I write about?
How should I write it?
How can I get them to find it?
How can sell to them later?
8. Today’s activity guide
No picture
I’m speaking – x mins total. Listen.
80 mins.
Individual/team activity – x mins total. Create. 40 mins.
Individual presentations – x mins total. Listen + Suggest.
Group activity – x mins total. Share + Help.
55 mins.
85 mins.
9. 10 Mins – Divide into groups
1. Divide into ~4 people/group
2. Repeat last person’s startup
3. Then intro your startup
10. Our goals today
1.
2.
3.
4.
5.
6.
Why should I help customers? ✔
Who is my customer?
What should I write about?
How should I write it?
How can I get them to find it?
How can sell to them later?
12. My “Dave” Target Persona
Dave is a 35-year-old American who lives in
Wichita, Kansas. He is married, college educated,
and has a daughter. Dave’s life dream is become an
entrepreneur and sell web and mobile products
online. He has a full-time job and is willing to work
very hard to make his dream a reality. He has some
technical skills but unfortunately doesn’t live near a
startup hub - and thus he has a hard time
connecting with entrepreneurs to get advice when
he needs it.
13. 10 mins – Create your target persona
See the checklist in your handout
14. 10 mins – Share a few Target Personas
Read yours aloud: “Dave is…
15. 20 mins - revise + share personas
1. Refine your persona
2. Share it within your group
3. Using persona checklist … evaluate
16. 15 mins – Target persona tips,
warnings, & questions
17. Our goals today
1.
2.
3.
4.
5.
6.
Why should I help customers? ✔
Who is my customer? ✔
What should I write about?
How should I write it?
How can I get them to find it?
How can sell to them later?
20. Write helpful content
• What “super-powers” are you giving your
Target?
• What can they IMMEDIATELY do after they
read it?
This is the hardest part.
21. 10 mins – How can you help them?
Come up with a problem they have and what
you could write about to help them solve it.
22. 10 mins – Share a few problems
1. Tell us your Target Persona
2. Tell us a problem they have
3. Tell us a solution you can write about
23. Warning! Don’t make this hard
You DON’T …
… need a hard problem.
…… need to be original.
……… need to be clever.
Are you helpful? Otherwise NOBODY CARES!
24. 20 mins – revise + discuss your
problems
1. Revise your problem/solution.
2. Share within your group.
3. Using checklist … give feedback & help.
26. Our goals today
1.
2.
3.
4.
5.
6.
Why should I help customers? ✔
Who is my customer? ✔
What should I write about? ✔
How should I write it?
How can I get them to find it?
How can sell to them later?
30. 15 mins – Outline the conversation
Develop an outline of how you’ll write to your
target
Use the examples & checklists
31. 10 mins – Share the conversation
1.
2.
3.
4.
Tell us your Target Persona
Tell us a problem they have
Tell us a solution you can write about
Pretend we’re your target – and talk to us
32. Tips
1. Clear problem & expectations
2. Specific solution
3. Personalize – your experiences
…
33. 20 mins – revise + discuss your
conversation outline
1. Revise your conversation.
2. Share within your group.
3. Using checklist … give feedback & help.
34. Our goals today
1.
2.
3.
4.
5.
6.
Why should I help customers? ✔
Who is my customer? ✔
What should I write about? ✔
How should I write it? ✔
How can I get them to find it?
How can sell to them later?
35. The magic word: Advice
Ask for feedback, help, and advice from
influential people
36. Write down …
1. Everyone you know who fits your Target
Persona.
2. Everyone who knows Target Personas.
3. Every place where Target Personas organize.
Then ask for advice
37. Email asking for advice
Hey Ray,
How are things! I just wrote a blog post and I was wondering if
you know of anyone who could give me some advice on it. I’m
trying to help entrepreneurs figure out whether they should do
their startup in their home town or move to San Francisco. I
imagine some of the startups you work with in Singapore have this
question too.
Could I trouble you to give this a quick read and give me some
advice? …
38. 5 mins – Who can you ask for advice?
Write down a list of who, where.
See some suggestions
39. 25 mins – Everyone shares
1.
2.
3.
4.
Tell us your Target Persona
Tell us about some Targets you know
Tell us some people who know Targets
Tell us where you can find Targets
Everyone else: offer to make intros
40. Our goals today
1.
2.
3.
4.
5.
6.
Why should I help customers? ✔
Who is my customer? ✔
What should I write about? ✔
How should I write it? ✔
How can I get them to find it? ✔
How can sell to them later?
44. Our goals today
1.
2.
3.
4.
5.
6.
Why should I help customers? ✔
Who is my customer? ✔
What should I write about? ✔
How should I write it? ✔
How can I get them to find it? ✔
How can sell to them later? ✔