25. Assumption
You can find people trying
to solve the problem
They want your help
solving it
They will "pay" you to
solve it
You can solve it
You will achieve Product-
Market Fit
26. Assumption
You can find people trying
to solve the problem
They want your help
solving it
They will "pay" you to
solve it
You can solve it
You will achieve Product-
Market Fit
Test
Manual solution
Cold Outreach,
Ads
Landing Page,
Pre-Sales, LOIs
Product, large
segments, etc.
Customer
Interviews
Utility Testing
Offer Testing
Currency Testing
Scaling to Fit
Finding Early
Adopters
Step
29. Started as:
100’s of Providers:
Demo Day:
Raised $800k
Team Size:
14
Customers:
1000’s
30. Social Enterprise
Tried to Raise:
$350k
Raised: $372k
(Oversubscribed)
Marketplace
Profitable
Enterprise Customers:
31. Assumption
You can find people trying
to solve the problem
They want your help
solving it
They will "pay" you to
solve it
You can solve it
You will achieve Product-
Market Fit
Test
Manual solution
Cold Outreach,
Ads
Landing Page,
Pre-Sales, LOIs
Product, large
segments, etc.
Customer
Interviews
Utility Testing
Offer Testing
Currency Testing
Scaling to Fit
Finding Early
Adopters
Step
33. Agenda
1. Who am I?
2. 5 Steps to Sales
3. Who do you Interview?
4. How to Ask for Interviews
5. Better Startup Marketing
6. Wrap Up
34. Assumption
You can find people trying
to solve the problem
They want your help
solving it
They will "pay" you to
solve it
You can solve it
You will achieve Product-
Market Fit
Test
Manual solution
Cold Outreach,
Ads
Landing Page,
Pre-Sales, LOIs
Product, large
segments, etc.
Customer
Interviews
Utility Testing
Offer Testing
Currency Testing
Scaling to Fit
Finding Early
Adopters
Step
40. “Not sure how to apply Lean Startup”
Goes to Lean Startup Machine
Pays for online courses
Goes to Lean Startup Conf.
Makes calls on Clarity
Buy’s Ash’s Book
Enrolls in Founder Institute
Tweets about Lean Startup Machine
Reviews online courses
Leaves feedback on Clarity
Amazon review for Ash’s Book
Joins Founder Institute Meetup Group
61. #1 People are Waiting
- Public Transit
- Long lines (amusement park, concert
tickets, movies, sporting events)
- Airports
In-Person Interviews
#2 Props Can Help
66. Lean Startup Founders “How do I do Lean Startup?”
Lean Startup LinkedIn Group
LSM Facebook group members
Blog readers 8/198/128/7
8/10 8/15 8/22
9/78/298/24
67. PROBLEM IT SOLVES
1. UNSURE HOW TO ASK?
2. INCREASE YOUR
CONVERSION RATE
3. GIVE YOURSELF A TIMELINE
73. Assumption
You can find people trying
to solve the problem
They want your help
solving it
They will "pay" you to
solve it
You can solve it
You will achieve Product-
Market Fit
Test
Manual solution
Cold Outreach,
Ads
Landing Page,
Pre-Sales, LOIs
Product, large
segments, etc.
Customer
Interviews
Utility Testing
Offer Testing
Currency Testing
Scaling to Fit
Finding Early
Adopters
Step
1. Problem
2. Marketing Copy
3. Marketing Channels
Why?
74. PROBLEMS IT
SOLVES
1. WHY DO WE INTERVIEW?
2. DEVELOP MARKETING
STRATEGY
3. WHERE TO MARKET, WHAT TO
SAY
75. AN OFFER IS…
1. CHANNEL
2. PROBLEM-ORIENTED
MESSAGE
3. CALL TO ACTION
82. Blog
Facebook ads
Lean Conference
Cold emails
Founder Institute
Overwhelmed? What to do Next and HOW to do it
Overwhelmed? HOW to do Lean Startup
Overwhelmed? HOW to find your Product-Market Fit
Want Focus? Step-by-Step Lean Startup Instructions
Want Focus? HOW to do Lean Startup
1
1
3
2
2
1
2
3
1
1
1
2
9
2
2
1050
11000
250
200
1000
1050
11K
250
200
1000
1
2
9
2
2
1050
5500
27.7
100
500
?
83. Blog
Facebook ads
Lean Conference
Cold emails
Founder Institute
Overwhelmed? What to do Next and HOW to do it
Overwhelmed? HOW to do Lean Startup
Overwhelmed? HOW to find your Product-Market Fit
Want Focus? Step-by-Step Lean Startup Instructions
Want Focus? HOW to do Lean Startup
Get 1-on-1 Mentoring Now
Facebook Ads
Overwhelmed? HOW to find
your Product-Market Fit
Get 1-on-1 Mentoring Now
1
1
3
2
2
1
2
3
1
1
1
2
9
2
2
1050
11000
250
200
1000
1050
11K
250
200
1000
1
2
9
2
2
1050
5500
27.7
100
500
Start your Lean Video Course
Get the Cust. Dev Workbook
Facebook Ads
Overwhelmed? HOW to find
your Product-Market Fit
Start your Lean Video Course
?