Growth Hacking-Where to start- Startups
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hackabu
Growth Hacking –Where To Start?
Tamir Israely
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1. What is Growth Hacking
2. 50/50 Rule
3. Your Customers
4. Your Business
5. 20 Acquisition Channels
6. Questions
7. Networking
Agenda
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What isGrowthHacking?
?
Growth Hacking
Marketing Magic
Guerilla marketing
Zero budget
One time fix
Secret formula
Prescription
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hackabu
Growth Hacking
=
Marketing experiments
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hackabu
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hackabu
ONE
Trick ...
Tip ...
Hack ...
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hackabu
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hackabu
processinstead of
tactics
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hackabu
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What works for other will not necessarily work for you
● Your Product is different● Your Audience is different● You business model is different● Your customer journey is different
=
YOUR BUSINESS IS DIFFERENT!
Why?
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Spend 50% of your time on product development and 50% on marketing
Marketo- Marketing automation tool (SEO & Blog)
50/50 Rule
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hackabu
Where To Start?????
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Buyer Personas
• Different segments
• B2B& B2C
• Be considered in every taskMy customers
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Buyer Personas
• What motivates them? Is it money? Knowledge? Popularity?
• Income • Problems• Where are they spending their time?
Online? Offline? Where exactly?• Their traits• Relevant to your business• Small details: name, age, location,
language etc.
My customers
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The North Star Metric
• One metric that all the team is aimed to improve and grow
• Easy to measure
• Business growth indication
• Focus
• Airbnb- #Nights booked Facebook-
#Active users
Mybusiness
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Set up your growth goals
• Break down your big goals • Find KPIs that correlate with the
goals
• Let’s say I have an e-commerce, and I want to reach 30,000 MR
• My current conversion rate
• My current traffic
• My average sale
Mybusiness
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• My Current Monthly Revenue: 10,000$
• My Current CR:1.5%• Cart Abandonment rate: 70%• My Current UV/month: 20k• My Current Avg.Sale: 30$
• Recurring, referrals, ?????
Mybusiness
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Move The needle
• Things you can do to improve those KPI
• ICE Score
• Experiments backlog
Mybusiness
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1. Targeting Blogs2. Viral Marketing3. SEO4. SEM5. Social & Display
Ads6. Email Marketing7. Partnership8. PR9. Unconventional PR10. Offline Ads
Acquisitionchannels
11. Sales12. Existing Platform /
Seeding13. Tradeshows14. Speaking
Engagements15. Community Building16. Sales17. Affiliate Program18. Engineering As
Marketing19. Content Marketing20. Snail Mail
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Targeting Blogs
● Find blogs in your niche ● Offer them to write a guest post● Everyone is looking for content● Link Sharing Communities
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Viral Marketing
● Creating a viral loop● Every user invites at least 1 user● Hard to sustain● Built within the product or incentive based
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SEO
● Shifting to user experience ● Write content that deserves to be #1 for a
keyword● Meta description● Takes time for a new website
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SEM / SEA
● Calculate your maximum cpc before you start● HOW MANY PEOPLE DO I NEED TO SEND TO MY
WEBSITE TO GET ONE CONVERSION?● HOW MUCH ONE CONVERSION WORTH TO ME?● DIVIDE IT BY THE NUMBER OF PEOPLE AND YOU HAVE
YOUR MAXIMUM CPC.
● Competition
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Social and Display Ads
• Display Ads usually work best on specific type of audience that is less tech savvy
• Remarketing- Do It!!!!• Facebook Ads- Amazing targeting
options, Work with small audiences.
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Email Marketing
• Existing Date base• Great for retention too• Cold Emails VS. Growing your email list• Personal Email• Call to action
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Partnership
• Find Companies that can benefit from your product/service
• Same Target audience but not direct competition
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• Contact Reporters in your niche • Write the story beforehand • Start with small and local publications• Trust Me, I’m Lying- A Must read!
PR
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• Publicity stunt:
• Customer appreciation
Unconvent -ional PR
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• Billboards • Not a lot of startup use it• Café• Flyers• Airports• Hard to measure- use different phone
numbers for tracking and different URLOffline Ads
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• Find platforms that that target your target audience
• Q& A websites –Great search Traffic
Existing Platform and Seeding
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Tradeshows
Found a partnership that lead to 20k sales from 1 event only.
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Offline events& Speaking engagements
• Meetups –Hosting or Participating • Industry events• Speak directly to your target audience
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Community Building
• Strengthen customer relationship• Updated content• Dedicated users bring new customers
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Affiliate Marketing
• Find People that have audiences • Pay Them for referral • Affiliate Networks
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Engineering as marketing
• Create something that your target audience can benefit from
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Content marketing
• Create content for your niche and not your customer
• Content calendar
• DISTRIBUTION!
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• Envelops
• Higher open rate than emails
• Purchase a mail list
Snail mail
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• Go back to the buyer personal and check all the channels. Then, think about 1 idea for each channel (bias).
• Duration (30-90 days)• Measure against your goals & Milestones
BullseyeFramework
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Questions????