How to Get Your 1st 100 Customers

A Helpful Marketing™ webinar from Kevin Dewalt

FounderSoHelpful, 3 previous

Angel Investor Collabspot , Power Supply, Vericant, TBA

Mentor/Advisor 1,000s, mostly Lean Startup

Ruby Programmer

Former VC

kevindewalt.com@kevindewalt

Beijing, China

And more coming …

“…how quickly the iOS developer base is growing… now 9 million registered developers, which is up 47% from just last year.”

Which leads to your problem

“However, the … growth has made it more difficult for newcomers to get noticed”

Today it is easier than ever to …

Build a product

Distribute a product

Scale rapidly & profitably

Raise money

So there is only 1 thing stopping you from building the next uber-awesome-super-duper-amazing-will-make-you-rich-and-famous-

company …

Getting noticed

Getting noticed

Email inbox overflowing

More apps than she can ever use

Constantly pitched on Social Media,Email.

SHE DOES NOT WANT ANYTHING NEW!

Finding early customers is harder than ever

• To do your Customer Development• To try your product• To give you early revenue• To give your idea validation

Worst of all, most advice you read won’t work now.

Good advice – but not specific

“Get out of the office”

“Do things that don’t scale”

What I teach is … be HELPFUL

• Stop trying to get customers to notice YOU.• Invest in them 1-on-1.• Focus on helping them – with anything – to

build relationships.

Like Gary

“Betting on the human side of the business works. Its how I’ve built my businesses”

“But Kevin … I don’t know enough!”

Yes, you do.

Chiara CokiengAge 23Manila, Philippines

sohelpful.me/chiaracokieng

Customers don’t care how much you know – only that you care about helping them solve their problems.

“But Kevin … this doesn’t scale”

No, it doesn’t.Helping people 1-on-1 is a way to start.

Worry about scaling later.

Enough talk. Let’s do it!

Get your 1st 100 Customers

1. Go find customers. 2. Give them something helpful.3. Help them 1-on-1.

Step 1 – Go find customers

Focus, focus, focus. Pick a niche.

Focusing saves you time

My customer is ...

Horrible: Small businessesOk: Law officesBest: Partners of small law firms in Australia

Use a persona

But Kevin … my big vision …

Focusing to start does NOT sacrifice your big vision.

**As an investor … trust me … we understand**

Now find them

LinkedIn, Google Groups, Conferences, Meetups, Twitter, Quora, Associations …

It takes time – weeks or months is typical.

Get your 1st 100 Customers

1. Go find customers. ✔2. Give them something helpful.3. Help them 1-on-1.

Step 2 – Give them something helpful

Congrats, you’ve found them!

Don’t pitchMake building relationships your #1 goal

Give them something first

We call these “TRUST-BUILDING OFFERS”

Examples

Write helpful blog post/white paperAnswer questions on Twitter/Quora/LinkedInHost a free workshop/webinarOrganize a Hangout/Meetup/ConferenceCreate a checklistOutline a time-saving workflow

Does not have to be …

BrilliantOriginalBeautiful

**Just HELPFUL. Your goal is relationships**

Get your 1st 100 Customers

1. Go find customers. ✔2. Give them something helpful. ✔3. Help them 1-on-1.

Step 3 – Help them 1-on-1

Look for indications of interest:

Connect on LinkedInAnswer on TwitterTalk to you face-to-face

Offer to help them 1-on-1

Just get them on the friggin’ phone

“A good web page converts at 4%. A good phone call converts at 80%”

Get them on a Skype/Hangout/phone call.

Once on the call …

ListenAsk clarifying questionsOffer suggestions

Your goal is to make a new relationship

Do Customer Development

Dig deeper into problems as customers discuss them.

Or even ask if you can do your Customer Development interview

And ask for Testimonials

Free to them, hugely valuable for you.

But Kevin … isn’t this working for FREE?

No. Don’t work for free.

A phone call, conversation, advice is about listening & relationship building.

Get your 1st 100 Customers

1. Go find customers. ✔2. Give them something helpful. ✔3. Help them 1-on-1. ✔

How long does this take?

Short answer…

Start noticing results after helping 10-15 customers.

After helping 100 you will almost definitely be in business.

Now the long answer …

Wrap-up

Your customers are OVERWHELMED

Getting them to notice you is TOO HARD

Noticing them is an easier way to start

Just be Helpful!

Free resources

Free Course

Get your 1st 100 Customers by being helpful

http://learn.helpfulcanvas.com

Free Canvas

HelpfulCanvas.com

Free summary blog post

kevindewalt.com/2014/08/03/get-your-first-100-customers-by-being-helpful/

@kevindewalt

Other Resources

Get Traction

http://tractionbook.com

SoHelpful

Most effective way to get customers on a calltry.sohelpful.me