Koen Steven: Customers Wanted - TSD17
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Transcript of Koen Steven: Customers Wanted - TSD17
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Koen Stevens (Word-Of-Mouth Director Ambassify)
How to close your first 10 B2B deals?
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#1 Aim
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# of customers
Price Pick your animal100.000
10.000
1.000
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#2 Point
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Your biggest competitors? excel and the status quo
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Pricing Strategy
Charge a multiple of what you think is right
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Pricing Strategy
Skin in the game: let them pay from day one
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#3 Shoot
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Use different tactics or traction channels‣ Network
‣ Early adopter program (again: paying customers only)
‣ Referrals
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Goal :: 10 unaffiliated customers
‣ Outbound targeted emails
‣ Referral
‣ Inbound requests
‣ Network
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Now accelerate through your own customers
Advocacy: Reviews // Referrals // References
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The game has changed
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A small group of people are your new sales army.
Find them
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The sales process has changed
0%Looking for a solution
100%Buying the solution
I do my own research before I contact a sales rep57%
70%
Sales process
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REVIEWS
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“ 88% of respondents said they trust online reviews
as much as a personal recommendation.“
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“ Comparison websites are the new SEO juice. “
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“ Companies with advocate marketing programs can receive up to 17,5x more
product reviews.“
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write your MOST PERSONAL
Bongo story
Publish rates
with incentive: 22,7% without incentive: 22,9%
1/4 creates a story
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REFERRALS
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84%of B2B buyers start
with a referral
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( eMarketer.com )
Customer and employee referrals
Website
Social Network
Paid Search
Sales generated
Marketing & advertising
Trade show
Partner
Webinars
Email campaigns
Events
Lead list
Others 1,07%
0,02%
0,04%
0,07%
0,34%
0,44%
0,48%
0,55%
0,78%
0,94%
0,99%
1,47%
1,55%
3,63%
The power of referrals Lead-to-Deal conversion rate
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It’s time for a story aboutreferencesand our prospects
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IN SUMMARY
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“Authentic social proof is the sales man’s G-spot.“
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Tips & Tricks
Ask for the sale Do stuff that does not scale
Get 10 unaffiliated customersSell through these customers
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B2B SALES RESOURCES
Blinkist Audible
Podcasts
Saastr The Startup Chat
De Vitesse
Close.io Jason Lemkin
(Quora)
From Impossible to Inevitable
Solution Selling Selling The Wheel
Steli Efti Gary V
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Koen Stevens (+32) 496 25 09 47
@E_KON
Questions?
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Or ask our very own brand ambassadors