Koen Steven: Customers Wanted - TSD17

Koen Stevens (Word-Of-Mouth Director Ambassify)

How to close your first 10 B2B deals?

#1 Aim

# of customers

Price Pick your animal100.000

10.000

1.000

#2 Point

Your biggest competitors? excel and the status quo

Nail your niche Based on your ICP

http://bit.ly/2lXmnoB

Pricing Strategy

Charge a multiple of what you think is right

Pricing Strategy

Skin in the game: let them pay from day one

#3 Shoot

Use different tactics or traction channels‣ Network

‣ Early adopter program (again: paying customers only)

‣ Referrals

Goal :: 10 unaffiliated customers

‣ Outbound targeted emails

‣ Referral

‣ Inbound requests

‣ Network

Now accelerate through your own customers

Advocacy: Reviews // Referrals // References

The game has changed

A small group of people are your new sales army.

Find them

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

REVIEWS

“ 88% of respondents said they trust online reviews

as much as a personal recommendation.“

“ Comparison websites are the new SEO juice. “

“ Companies with advocate marketing programs can receive up to 17,5x more

product reviews.“

write your MOST PERSONAL

Bongo story

Publish rates

with incentive: 22,7% without incentive: 22,9%

1/4 creates a story

REFERRALS

84%of B2B buyers start

with a referral

( eMarketer.com )

Customer and employee referrals

Website

Social Network

Paid Search

Sales generated

Marketing & advertising

Trade show

Partner

Webinars

LinkedIn

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

It’s time for a story aboutreferencesand our prospects

IN SUMMARY

“Authentic social proof is the sales man’s G-spot.“

Tips & Tricks

Ask for the sale Do stuff that does not scale

Get 10 unaffiliated customersSell through these customers

How strong is your Brand Advocacy Index?

Check it out @

bai.ambassify.com

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

Koen Stevens (+32) 496 25 09 47

[email protected]

@E_KON

Questions?

Or ask our very own brand ambassadors