1. MARKETING & PR
FOR STARTUPS
Courtney Boyd Myers
Founder, audience.io & 3460 Miles
Wednesday, December 4, 13
2. INTRODUCTION
2
COURTNEY BOYD MYERS (@CBM)
FOUNDER, AUDIENCE.IO & 3460 MILES
⣠Working
with Fueled, Makeshift, SHADOW, REQQI, Artsy, Rize,
YPlan, Qriously and Ignite100
⣠Director
of Audience Development at General Assembly London
⣠Member
of #10âs Tech City Advisory Group
⣠Writer
at Wired UK & The Next Web
⣠Mentor
at BBC WorldWideLabs, Seedcamp, Ignite100
⣠Community
Wednesday, December 4, 13
Member of Sandbox, Summit Series & ICE
3. AGENDA
⣠Setting
the Foundation
⣠The Many Facets of Marketing
⣠Building an Audience
⣠Tools of the Trade
⣠Media & PR
âŁQ & A
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4. MARKETING & PR FOR STARTUPS
FIRST RULE OF MARKETING:
DONâT MARKET A SHIT PRODUCT
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5. MARKETING & PR FOR STARTUPS
MISSION, VISION + VALUES
âŁ
Vision: The companyâs long-term,
aspirational business goals. What's the
change you want to make in the world?
âŁ
Mission: The companyâs purpose and reason
for being. What are the big first steps to
make that change?
âŁ
Values: How will you make those choices,
changes and first steps?
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MISSION: To become the
worldâs largest community for
dreamers.
VISION: To create the worldâs
best app that helps people
remember and record their
dreams.
VALUES: Curious, DataDriven, Exploratory, and
Secure
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7. MARKETING & PR FOR STARTUPS
âMany companies try to dive into driving
awareness for their product or service
before they figure out who they are, what
they stand for, and what they are driving
for. At Eventbrite, we set out 6 years ago
to democratize the ticketing industry
through innovative products and top
notch support. The great news is that
through all the growth weâve had â in
customers and in company size â these
are still our primary areas of focus.â
-JULIA HARTZ, CO-FOUNDER OF
EVENTBRITE
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8. MARKETING & PR FOR STARTUPS
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MESSAGING
Itâs is the one thing you want to tell people about your
startup.
-It needs to be compelling (NO BS!) Text different from
and
your competition.
Source
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9. MARKETING & PR FOR STARTUPS
MESSAGING
Itâs is the one thing you want to tell people about your
startup.
-It needs to be compelling (NO BS!) Text different from
and
Text
your competition.
A fun online world where kids can adopt their very
own monster, go on adventures, play games, solve
puzzles, be creative, and communicate with their
friends.
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Text
Text
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11. MARKETING & PR FOR STARTUPS
MESSAGING FOR A TWO-SIDED MARKET
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12. MARKETING & PR FOR STARTUPS & PR FOR STARTUPS
STARTUP MARKETING
If you are a marketer working at a startup, today you might be
strategizing about a new campaign, and tomorrow youâll have to go
open Adobe Illustrator and change the copy on a flyer that youâll
send to be printed at Staples later. In the morning of the next day
âŁL
you might be trying get ahold of the editor of the lifestyle section of
the Seattle Times and in the afternoon you are creating 7 ad
variations for a Google Adwords campaign, and that same night you
and the CEO will be having dinner with the VP of Marketing of a
large consumer company and youâll be discussing a two-year
strategy roadmap and bringing product vision ideas back to the
team the next morning.
-Marcelo Calbucci, the co-founder & CTO of EveryMove
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PRODUCT AS MARKETING
⢠Hotmailâs growth was almost entirely due to a âGet your free email at Hotmailâ
sentence at the bottom of every email.
⢠Airbnb reverse-engineered Craigslist to let users post listings automatically
despite no public Craigslist API.
⢠Allowing users to embed videos was key to the success of YouTube and Vimeo.
⢠Slideshare included a plain-text link in their embed code, driving traffic back to
their site to get an SEO boost to boot.
⢠Dropbox incentivized referrals by giving free extra storage space â a strategy they
claim accounted for 60% of their growth.
Source
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STUNT MARKETING
âŁL
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15. MARKETING & PR FOR STARTUPS
SIDE NOTE MARKETING
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USING SOCIAL GOOD AS MARKETING
Your
actions
speak
louder than
words.
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USING SOCIAL GOOD AS MARKETING
Your
actions
speak
louder than
words.
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18. MARKETING & PR FOR STARTUPS
EVENT MARKETING
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19. MARKETING & PR FOR STARTUPS
EMAIL MARKETING
How do I get users to sign up for my mailing list?
â˘Start
by scraping you inbox. Your friends will forgive
you + they can always unsubscribe.
â˘Grow your user base through strategic partnerships,
events and sweepstakes!
What kind of content should I send?
Donât always sell, sell, sell; also send emails that are
100% value-add
â˘Repurposed content from your blog or exclusive content
â˘
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20. MARKETING & PR FOR STARTUPS
CONTENT MARKETING
⢠Content marketing is a cost
effective, smart and
scalable way to acquire
customers
⢠Content should include
educational, analytical
industry-related blog posts
mixed with fun, viral content
like infographics
⢠Content marketing should be
authentic and show your
companyâs culture (culture
marketing)
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CONTENT MARKETING
⢠Remember to
capture as many
email addresses as
possible!
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⢠Be educational. Tie it
back to your product
but donât SELL
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CONTENT MARKETING
⢠Content marketing can be
easily enhanced with
social media marketing
and syndication
⢠Your content marketing
should support your
companyâs SEO efforts
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GROWTH HACKING
âWhen women do it, itâs
marketing. When men do it,
itâs growth hacking.â @Shanley
Source
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24. MARKETING & PR FOR STARTUPS & PR FOR STARTUPS
COLLECT THE DATA
â˘Do people event want your product?
â˘What do they think of your product?
â˘How are they using your product?
âŁL
Are they referring their friends?
â˘
â˘Who are your top users? Where do
they live? How many Twitter followers
do they have?
â˘How can you incentivize your power
users to share the service?
â˘How will you communicate with your
customers?
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25. MARKETING & PR FOR STARTUPS
TOOLS OF THE TRADE
â˘Market Research: Typeform
â˘Database Analytics: Wrangler
â˘Customer Support: Intercom
â˘Email marketing:
â˘Mailchimp
â˘Analytics: Google Analytics,
MixPanel
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26. MARKETING & PR FOR STARTUPS
SOCIAL MEDIA BEST PRACTICES
â˘Improve your inbound
â˘Make more original content
â˘Curate other peopleâs content - Like, Share
and RT
â˘ENGAGE!- Answer questions, tweets,
comments, etc.
â˘Be opinionated
â˘Throw a Party (Get to know people IRL
first)
â˘Make your details public + up to date
â˘Get off social media!
â˘
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27. MARKETING & PR FOR STARTUPS
PINTEREST - THE LONDONER
Great for:
⢠showing off products
⢠categorizing content
⢠building your brand
visually
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INSTAGRAM
Great for:
⢠showing off company culture
⢠show-casing products in-action
⢠building your brand visually
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29. MARKETING & PR FOR STARTUPS
YOUTUBE
â˘Viewed more than 12.5 million times
â˘instantly went viral + jointly conveyed the brand personality and the
benefits of the service deftly.
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30. MARKETING & PR FOR STARTUPS
YOUTUBE
â˘Viewed more than 12.5 million times
â˘instantly went viral + jointly conveyed the brand personality and the
benefits of the service deftly.
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31. MARKETING & PR FOR STARTUPS
TOOLS OF THE TRADE
â˘Facebook
â˘Twitter/Twitter Ads
â˘Pinterest
â˘Tumblr
â˘LinkedIn
â˘Foursquare
â˘YouTube
â˘Instagram
â˘Mention
â˘Hootsuite
â˘Buffer
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32. MARKETING & PR FOR STARTUPS
PRESS - ARE YOU READY?
âPatience is important. Media coverage is easier and
more effective once you have a killer product. If
youâre trying to create buzz too early, youâre doing it
wrong.â
-MICHELLE ZATLYN, CO-FOUNDER OF
CLOUDFLARE
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33. MARKETING & PR FOR STARTUPS
BEFORE PRESS
⣠Your
product has been thoroughly alpha tested with
not only friends, family but a wide group of users so
you know it works
⣠mTurk.com,
followerwonk.com,
usertesting.com, betali.st
⣠Youâre
familiar with the media landscape and can
name at least three journalists...
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35. CROSSING THE POND
READ!
Blogs
âŁFred Wilson (A VC) â http://avc.com
âŁChris Dixon â http://cdixon.org
âŁPaul Grahamâs Essays â http://paulgraham.com
âŁHacker News â http://news.ycombinator.com
âŁThe Full Start - http://fullstart.com
Newsletters
âŁThe Fetch http://thefetch.com
âŁ3460 Miles http://3460miles.com
âŁStartup Digest http://startupdigest.com
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36. MARKETING & PR FOR STARTUPS
GETTING PRESS
⣠Tell
⣠Be
a Story
technically prepared
⣠Choosing
⣠Tech
Press first?
⣠Think
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Outlets
non-traditional
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37. MARKETING & PR FOR STARTUPS
WHATâS THE STORY?
â˘âWeâve launchedâ
â˘Funding
â˘Trend Stories
â˘Weâve hit X # of users
â˘New features
â˘Acquiring
â˘Big, new hire
â˘Future plans
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38. MARKETING & PR FOR STARTUPS
FINDING THE JOURNALIST
1. Do your homework
2. STALK
3. Get an introduction!
5. Cocktail party rules apply
5. Talk like a human
6. Give them a scoop!
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39. MARKETING & PR FOR STARTUPS
WRITING THE PITCH
1. Be brief.
2. Craft an eye-catching subject line.Â
3. Donât copy paste! Oh Hey Caroline at The Next Crunch..
4. Give a reasonable time frame.
5. Say why it's DIFFERENTÂ
6. Avoid jargon like DISRUPTIVE, CURATED, HYBRID,
INNOVATIVE, GAME-CHANGING etc.
7. Give an offer if you can: Beta invites. App Codes. Exclusive
details, etc.Â
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Courtney B of the deep blue sea,
Would you could you should you if
you please
When youâve got a moment so free
Let known when you could lend
your ear to me?
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42. MARKETING & PR FOR STARTUPS
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Subject: Exclusive for TC: Launching XXX- make any blog look like a sexy iPad app
Hey Mike,
Iâm George, the founder of XXX.
Launching XXX next week, on Thursday at noon EST and TC gets free reign on an exclusive before then. XXX makes any blog look and
behave like a native iPad app. Weâre talking accelerometer aware column resizing, swipe to advance articles, touch navigation, home screen
icon support, and more. Weâve built somecool tech to make this happen smoothly, and it works with your existing layout...
PS- Would also be happy to do giveaways to TC readers. Thanks again and feel free to reach out if you have anymore questions
(skype,phone,etc. listed below).
Video Demo: http://vimeo.com/13487300
Live demo site (if youâre on an iPad): jasonlbaptiste.com
Feature overviews: http://padpressed.com/features
My contact info: George@xxx.com , Phone:xxx.xxx.xxxx, Twitter: @xxx, Skype: xxx
-George
#xxx.xxx.xxxx
You Should Check Out xxx.com
Wednesday, December 4, 13
43. MARKETING & PR FOR STARTUPS
GIVE WRITERS EVERYTHING THEY NEED
Provide external links (not
attachments) to:
â˘Awesome Videos
â˘Beautiful, High-Res Photos
â˘Company Facts: Founded Date,
Funding Details, # of employees,
Founderâs Names, etc.
Be Available!
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44. MARKETING & PR FOR STARTUPS
AFTER THE PITCH
1. Follow up! -Â Appropriate time on this?
One week? 3-4 days?
2. Handling multiple outlets. Tell Multiple
Stories. And Don't be misleading.Â
3. Don't break your own embargo.Â
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TIPS FOR YOU
-Donât be afraid to ask questions. Is this on or off the record? Whatâs the story angle?
Do they require exclusivity?
-Donât say âwe have no competitorsâ -- choose your competitors are or the media will
choose for you.
- Put yourself in the mindset of the journalist. How will this story get them on
Techmeme or featured by their editors? Is it like stories the journalist has
written before?
-Be good to the journalist. Donât just hit them up when you need them. They want
your scoops, tips, etc. since youâre on the ground in the midst of it all.
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46. MARKETING & PR FOR STARTUPS
TAKE NOTES FROM
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47. MARKETING & PR FOR STARTUPS
SHOULD YOU HIRE A PR AGENCY?
⣠Internal
⣠Doing
vs Agency
it on your own
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48. MARKETING & PR FOR STARTUPS
RELATIONSHIPS, RELATIONSHIPS, RELATIONSHIPS
Get Involved
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49. MARKETING & PR FOR STARTUPS
RELATIONSHIPS, RELATIONSHIPS, RELATIONSHIPS
Get Involved
Make Friends with Founders, Investors, Journalists, Startup
Wannabes, Coworking Space Heads, the Cleaning Ladies and
everyone in between
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50. MARKETING & PR FOR STARTUPS
RELATIONSHIPS, RELATIONSHIPS, RELATIONSHIPS
Get Involved
Make Friends with Founders, Investors, Journalists, Startup
Wannabes, Coworking Space Heads, the Cleaning Ladies and
everyone in between
READ, FOR THE LOVE OF GOD READ.
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51. MARKETING & PR FOR STARTUPS
RELATIONSHIPS, RELATIONSHIPS, RELATIONSHIPS
Get Involved
Make Friends with Founders, Investors, Journalists, Startup
Wannabes, Coworking Space Heads, the Cleaning Ladies and
everyone in between
READ, FOR THE LOVE OF GOD READ.
Tweet.
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52. MARKETING & PR FOR STARTUPS
RELATIONSHIPS, RELATIONSHIPS, RELATIONSHIPS
Get Involved
Make Friends with Founders, Investors, Journalists, Startup
Wannabes, Coworking Space Heads, the Cleaning Ladies and
everyone in between
READ, FOR THE LOVE OF GOD READ.
Tweet.
Write.
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53. MARKETING & PR FOR STARTUPS
RELATIONSHIPS, RELATIONSHIPS, RELATIONSHIPS
Get Involved
Make Friends with Founders, Investors, Journalists, Startup
Wannabes, Coworking Space Heads, the Cleaning Ladies and
everyone in between
READ, FOR THE LOVE OF GOD READ.
Tweet.
Write.
Be happy. But know itâs OK and TOTALLY NORMAL to be sad,
angry, frustrated, disappointed and insanely crazy too.
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