This document provides tips for landing a first customer. It advises starting by offering potential customers a simple, free piece of help related to the problem being solved rather than immediately introducing the product or service. This builds trust by showing understanding of their complex needs. The next step is to listen to learn about their situation and solutions tried before leveling with them about options considered. The goal is for the customer and business to collaboratively develop a solution, with the business explaining what their product can and cannot do. Introducing the product fully only after understanding the customer's needs and determining if trust has been built.
2. Youâve made a product/service that you think will
solve a problem
3. Youâve made a product/service that you think will
solve a problem
Youâve identiïŹed a few prospects who you think
face that problem
4. Youâve made a product/service that you think will
solve a problem
Youâve identiïŹed a few prospects who you think
face that problem
Youâve sent them an email or called them to
explain your solution
5. Youâve made a product/service that you think will
solve a problem
Youâve identiïŹed a few prospects who you think
face that problem
Youâve sent them an email or called them to
explain your solution
Theyâre hesitant. They donât trust you. You
receive a rejection.
10. Your customer has to make a too big of a mind
leap to get on the same page as you
11. Your customer has to make a too big of a mind
leap to get on the same page as you
In your mind your product/service is only a
signup page away from solving their problem
12. Your customer has to make a too big of a mind
leap to get on the same page as you
In your mind your product/service is only a
signup page away from solving their problem
In their mind they ïŹrst have to understand your
product in their context, get management
approval, convince their team, evaluate the
alternatives, think how it will affect existing
processes, calculate the budget, determine your
reliability, etc.
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17. Start by offering the most simple and basic help
you can. Just a little piece of your entire product.
18. Start by offering the most simple and basic help
you can. Just a little piece of your entire product.
Your product is a high-end bicycle?
19. Start by offering the most simple and basic help
you can. Just a little piece of your entire product.
Your product is a high-end bicycle?
Offer them a little catalogue explaining what to
look for when buying bicycles. Or a guide that
helps people to look after bicycles.
20. Start by offering the most simple and basic help
you can. Just a little piece of your entire product.
Your product is a high-end bicycle?
Offer them a little catalogue explaining what to
look for when buying bicycles. Or a guide that
helps people to look after bicycles.
Offer it for free. No strings attached.
25. The key is to build trust.
Show them you understand they have a complex
problem in their mind.
26. The key is to build trust.
Show them you understand they have a complex
problem in their mind.
Learning from their situation is your goal. Ask
about the possible solutions they have already
tried, or wish they could try. What would be their
dream solution?
31. "Youâre facing that issue and think this might be
the right solution.
Weâve thought about that same issue and
considered the following options.
32. "Youâre facing that issue and think this might be
the right solution.
Weâve thought about that same issue and
considered the following options.
According to us this might be the best solution to
that issue. It touches upon this, that and that point
of your solution, but differs there, there and here.
33. "Youâre facing that issue and think this might be
the right solution.
Weâve thought about that same issue and
considered the following options.
According to us this might be the best solution to
that issue. It touches upon this, that and that point
of your solution, but differs there, there and here.
What do you think?"
37. Together you come up with the solution.
You explain what your product of service can and
canât. And what you can add or canât.
38. Together you come up with the solution.
You explain what your product of service can and
canât. And what you can add or canât.
You also explain again why your product is the
way it is and what considerations youâve made.
39. Together you come up with the solution.
You explain what your product of service can and
canât. And what you can add or canât.
You also explain again why your product is the
way it is and what considerations youâve made.
They decide if they think your solution is good
enough. And if they trust you well enough to know
best.
46. To summarize:
Identify customers who experience the problem
you are trying to solve
Offer them a helping hand for free (DONâT
INTRODUCE YOUR PRODUCT JUST YET)
47. To summarize:
Identify customers who experience the problem
you are trying to solve
Offer them a helping hand for free (DONâT
INTRODUCE YOUR PRODUCT JUST YET)
Wait for the invite. And listen, listen, listen.
48. To summarize:
Identify customers who experience the problem
you are trying to solve
Offer them a helping hand for free (DONâT
INTRODUCE YOUR PRODUCT JUST YET)
Wait for the invite. And listen, listen, listen.
Level with the customer. Whatâs their wish, what can
you offer. Introduce your product.
49. thomas@email.com GO!Itâs the smart
thing to doâš
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