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ZERO BUDGET MARKETING FOR STARTUPS 12th October, 2014 Hi, I’m Vidarth Co-Founder @ Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr Stribr = 8 Month old Bootstrapped Company Product Paying Customers 10/12/2014 Vidarth Jaikrishnan, Stribr Stribr = 8 Month old Bootstrapped Company Product Paying Customers 10/12/2014 Vidarth Jaikrishnan, Stribr Stribr = 8 Month old Bootstrapped Company Product Paying Customers 10/12/2014 Vidarth Jaikrishnan, Stribr Stribr = 8 Month old Bootstrapped Company Product Paying Customers 10/12/2014 Vidarth Jaikrishnan, Stribr 2 Very Broad Terms in this presentation 10/12/2014 Vidarth Jaikrishnan, Stribr MARKETING 10/12/2014 Vidarth Jaikrishnan, Stribr START-U P 10/12/2014 Vidarth Jaikrishnan, Stribr THIS PRESENTATION IS SPECIFICALLY FOR 10/12/2014 Vidarth Jaikrishnan, Stribr Tech Product Companies (Leaning B2B) 10/12/2014 Vidarth Jaikrishnan, Stribr How to get your frst ‘X’ customers. 10/12/2014 Vidarth Jaikrishnan, Stribr Based on what I’ve learnt the hard way 10/12/2014 Vidarth Jaikrishnan, Stribr Hard way = 10/12/2014 Vidarth Jaikrishnan, Stribr Couldn’t get customers Changed our Product after 3 months of trying. Spent another 3 months trying to get our frst customer to use the product. Struggledto expand to more customers. Struggling to get payments on time. Co-Founder is broke. Laptop display broke (Rs. 5000 to repair) . 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr All this while having lunch at Amma-Canteen….almost Every Day 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 I know a bit about Marketing I know a LOT about Zero Budget Vidarth Jaikrishnan, Stribr LET’S GET STARTED 10/12/2014 Vidarth Jaikrishnan, Stribr TEAM MARKET 10/12/2014 Vidarth Jaikrishnan, Stribr PRODU TEAM 10/12/2014 Vidarth Jaikrishnan, Stribr PRODUCT 10/12/2014 Vidarth Jaikrishnan, Stribr PRODUCT DEVELOPMENT CUSTOMER DEVELOPMENT 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr GETTING YOUR FIRST ‘X’ CUSTOMER S X = 10 – 50 for a B2B Startup X = 1000 – 10,000 for a B2C Startup 10/12/2014 Vidarth Jaikrishnan, Stribr How to calculate ‘X’ 10/12/2014 Vidarth Jaikrishnan, Stribr START-UP MARKETING 101 10/12/2014 Vidarth Jaikrishnan, Stribr MARKETING SOCIAL MEDIA 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr MARKETING = Everything you do communicate your value proposition to your potential customer 10/12/2014 Vidarth Jaikrishnan, Stribr The difference between a great marketer and a lousy one is the ability to understand WHO to market to. -Anonymous 10/12/2014 Vidarth Jaikrishnan, Stribr WHO is my customer? 10/12/2014 Vidarth Jaikrishnan, Stribr How do I reach him/her ? 10/12/2014 Vidarth Jaikrishnan, Stribr How to acquire customer #1 10/12/2014 Vidarth Jaikrishnan, Stribr Make a list of all the working professionals you know. 10/12/2014 Vidarth Jaikrishnan, Stribr Talk to all of them about your idea/product. Ask them for intros to potential customers. 10/12/2014 Vidarth Jaikrishnan, Stribr You’ll be surprised at how many leads you get. 10/12/2014 Vidarth Jaikrishnan, Stribr Go Out and Convert One of these Leads 10/12/2014 Vidarth Jaikrishnan, Stribr This is the hard bit. There is a lot of luck involved 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr MAKE IT HAPPEN 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr STEP 2 Get this frst customer to use your product - consistently 10/12/2014 Vidarth Jaikrishnan, Stribr THIS IS EVEN HARDER. Trust me 10/12/2014 Vidarth Jaikrishnan, Stribr Your Customer 10/12/2014 Vidarth Jaikrishnan, Stribr YO 10/12/2014 Vidarth Jaikrishnan, Stribr Once again…you’ve gotta make it happen. 10/12/2014 Vidarth Jaikrishnan, Stribr If they are not using your product regularly you have to fnd out why. This is the true test of your value proposition. 10/12/2014 Vidarth Jaikrishnan, Stribr YOUR #1 Priority MAKE CUSTOMER #1 HAPPY 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr STEP 3 GET CUSTOMER #1 TO PAY 10/12/2014 Vidarth Jaikrishnan, Stribr Okay! Sure… Next week Then. 10/12/2014 Vidarth Jaikrishnan, Stribr Go back to your old list of contacts. 10/12/2014 Vidarth Jaikrishnan, Stribr Try to convert as many leads as possible. 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr Photo Credits: Adarsh Balak on Facebook Get referrals from customer #1 . 10/12/2014 Vidarth Jaikrishnan, Stribr These are the easiest leads to convert IF Customer #1 is happy 10/12/2014 Vidarth Jaikrishnan, Stribr Target 10-15 paying customers 10/12/2014 Vidarth Jaikrishnan, Stribr On the way to target 15 10/12/2014 Vidarth Jaikrishnan, Stribr Start Blogging 10/12/2014 Vidarth Jaikrishnan, Stribr Open Social Media Pages to promote your blog. 10/12/2014 Vidarth Jaikrishnan, Stribr Choose the right Social Networks. You are NOT going to advertise. 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr Inbound Marketing + SEO Takes time. Start now. Be Patient. 10/12/2014 Vidarth Jaikrishnan, Stribr On the way to target 15…here’s what the non tech founder does every day. All day. 10/12/2014 Vidarth Jaikrishnan, Stribr 10/12/2014 Vidarth Jaikrishnan, Stribr Write Blog Post 10/12/2014 Vidarth Jaikrishnan, Stribr Write Blog Post 10/12/2014 Talk To Customer Vidarth Jaikrishnan, Stribr Write Blog Post 10/12/2014 Talk To Customer Product Feedback Vidarth Jaikrishnan, Stribr Write Blog Post Talk To Customer Product Feedback Get Money 10/12/2014 Vidarth Jaikrishnan, Stribr Write Blog Post Talk To Customer Product Feedback Get Money Register the company 10/12/2014 Vidarth Jaikrishnan, Stribr Write Blog Post Talk To Customer Product Feedback Get Money Acquire New Customer 10/12/2014 Register the company Vidarth Jaikrishnan, Stribr When you finally get to #15 10/12/2014 Vidarth Jaikrishnan, Stribr This method of acquiring customers will not scale beyond this. 10/12/2014 Vidarth Jaikrishnan, Stribr Your Company Continue to bootstrap. Move from Zero budget to Other Marketing Methods. 10/12/2014 Raise $$$ Try to Scale Rapidly. Hire team. Invest $ in advertising. Vidarth Jaikrishnan, Stribr Image Credit : @stinsondesign on Twiter This is where most startups are 10/12/2014 Vidarth Jaikrishnan, Stribr Image Credit : @stinsondesign on Twiter This is where we are 10/12/2014 Vidarth Jaikrishnan, Stribr This Deck Is Uploaded on Slideshare @vidarth91 www.stribr.com/bl og 10/12/2014 Vidarth Jaikrishnan, Stribr My Co-Founders are more interesting than I am… 10/12/2014 Vidarth Jaikrishnan, Stribr On Twitter @rohitp @chingucha 10/12/2014 Vidarth Jaikrishnan, Stribr Questions 10/12/2014 Vidarth Jaikrishnan, Stribr
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