HOW TO GET YOUR FIRST 10 CUSTOMERS 3 KEY PRINCIPLES What’s your message? Define a pain you are solving, a solution you are providing and a benefit to the customer. 1 Identify & list out 2 Convert cold prospects to customer prospects meetings by crafting the right hook · Define the criteria of who would make a · Email subject line should include the first name of target customer. your target to grab their attention, with a one liner distilling the key value you will drive for them. · Use Jigsaw or other contact databases to build . out a long list of contacts. · Body should be succinct (10 lines or less) to allow w they prospect to qualify if it is a fit. It should intrigue and · Mentally commit to a gameplan of speak directly to the pain point/gain statement you contacting a certain number on a provide. Ask for a minimally committal next step – regular schedule (for example, 5 like a 20 minute phone call. our message new emails/day). omers and hoe y · Email signature should contain your contact t a information (phone number, website), more detailed er tial custt it information about the company and endorsements. en our pot Focus the first meeting on . Based on tha t unearthing customer’s oduc 3 interests, qualifying if they 4 After the meeting are fit, and creating mutual our pr commitment towards closing n about the needs of y· Prioritize time on having customer speak about · Send a follow up email articulating what they agreed ear ould use y their interests and intent. to in the meeting. L w · Show a minimal pitch that covers only the salient · Put forth a next step to continue the dialogue. points to determine if their interests are addressed by the solution. · Adjust your positioning based on the learnings receiving. · Match any requests they put on you with requests back on them to build/qualify if the interest is real. Delay the pricing discussion as much as possible – the pricing can only increase as the customer is further convinced that you will meet their needs. Focus on needs. Get your first 10 customers. the alchemist institute