HOW TO GET YOUR FIRST 10 CUSTOMERS 2 KEY PRINCIPLES You – the CEO – should be selling your first need an expert (your customer) to help you 10 customers (do not delegate this task). This determine its use and what it’s worth. You don’t is where you will figure out how to sell your know whether it’s useful or what it’s worth (the product. And once you lock in the recipe for price) – they do. And you are looking to them sales, then you can hire and mentor others to to help you determine if it fits their needs, what take the task on full time. they would pay for it, and how they would use it. The posture in selling your first ten customers This approach – solution selling – puts the focus should be like a curious investigator approaching of attention on the customer first. Their interest wise experts. Those experts will distill the key and need for the product drives its value, and pain point you solve or benefit you provide, your aim is to expose the product to them and how much you can demand for your product/ drive them to unearth its value. Your job is to service, and the profile of your ideal customer provide the minimal amount of information to demographic going forward. Think of yourself get to the next steps of who needs to confirm as a newbie who’s fallen upon a new piece of the value of the product to close the sale. “alien technology” (your product) and you . VED S RESER C. ALL RIGHT TES, LL RIGHT © 2011 BELANI ASSOCIA Y OP C the alchemist institute