در این کارگاه، فرشته کاظمی‌پور تفاوت‌ روش‌های بازاریابی استارتاپ‌های نوظهور با استارتاپ‌ها و شرکت‌های بزرگ را توضیح می‌دهد.

1. ‫پور‬‫کاظمی‬ ‫فرشته‬
‫اوسن‬ ‫شرکت‬ ‫عملیات‬ ‫مدیر‬
‫برگزاری‬ ‫تاریخ‬
4‫آذرماه‬98

2. Marketing and Sales
Fereshte Kazemipour, M.D.
​Healthcare Media and Startup Consultant - Digital Health Expert
COO of AVECEN Co.
F.kazemipour@gmail.com | @FereshteKazemipour

3. Which one is first?

4. Who should sell?
Salespeople OR YOU?
YOU:
• You have the passion
• You know your business

5. The famous funnel

6. Mission
• Find the innovators
• Reach out to >100
customers
• Where to find them:
oyour network
oEvents
oAny place your
customers gather
Source: Everett Rogers - 1962

7. Time to Listen
Selling is about listening, not talking

8. Follow and Follow and Follow
• Follow up
• Get an answer
• Take it easy

9. Closing traps
NO FREE TRIALS
NO MORE FEATURES

10. Congratulations!
You have customers now

11. Time to focus on growth?
If you have Product Market Fit:
• Talk to users
• Measure the repeat usage of
the right metrics

13. Pricing

14. The Variables
Value
Price
Cost
Incentive to buy
Incentive to Sell

15. Optimizing Prices
Price
(TT)
Conversion
Rate
Sales Volume Revenue
(MT)
50 20% 40 2
100 15% 25 2.5
150 10% 20 3
200 2% 5 1

16. Which one is better for you?
• Flies: Virality– UGC
• Mice: Virality– Refferals
• Rabbits: Inbound marketing
• Deers: Inbound marketing
• Elephants: Field Sales
Source: Christoph Janz

17. High Price
Low Price
Low complexity High complexity

18. 10. 5. 20 Rule
Value= 10X Price
Raise Price 5 %
Until 20% Push back

19. Fereshte Kazemipour| ​F.kazemipour@gmail.com | @fereshtekazemipour