alli blum
onboarding - tools to use
userlist.io
mixpanel
kissmetrics
looker
heap
internal work = the work of forcing yourself to do the thing you want to do
what’s the job that your customer hires you to do
- whats going on in the world that made someone consider your product
- what outcome are they looking for
- what do they believe about their problem?
basic sequence
- first email: whats going on in your world? groove got a 40% reponse on this
cataloging customer research
- airstory: free writing software for voice of cust data
- nom nom: paid for pulling cust feedback into one page
- usability hub: paid
how do you write emails?
- join the convo happening in your customer’s head
- customer success stories
- rule of one - one cta.
takeaways
- your teaching people something new
- youre solving their problems
- eliminate your hidden work
alliblum.com/microconf-2018
how to conduct user interviews
things to test and adjust
- problem
- product
- market
- wording (use what they use)
finding people to talk to
- your current network
- become a visible expert in the space
- conferences events and meetups
- cold emails
cold emails
- short, easy to say yes
- personally connect
- follow up 3x
don’t
- talk too much
- put ideas in their heads
- describe your solution
- ask what they want. people dont know what they want
-
dont ask yes or no questions.
- “do you have that problem” vs “how does it rank among your day to day priorities”.
- “does that sound like a good solution” vs “why might that work or not work for this business”.
- “do you know anyone else” vs “who are 2 or 3 people i can talk to”
ask about
- factual questions
- past behavior
- how things operate now
- what they dont want
- what they see others doing
dig in deeper
- understand why
- tell me more
competing products
- dont despair
- ask what they like/ dont like
- what would it take for you to switch *****
near the end, ask for referrals
- warm leads respond much better than cold leads
- doesnt have to be on the call
- can ask for intro email
after the interview
- follow up
- make changes
- do more interviews until you stop learning new things (at least 10)
videos
ycombinator
- how to run a user interview
- how to find product market fit
nanohop.com/mc18.pdf
cold email to get informational interviews
matthew du pont - the unusually difficult guide to job searching
- similarities - we are both entrepreneurs. start narrow to braod.
- right person
- right company
- right conversation
- offer to help
intermission
- offer times -
- offer venue - less/more commitment
- send at the right time
- follow up at least once
epic failing. james s tayler
risk reward using bayes
- take action
- reduce uncertainty
- revise probability
- calculate expected value
- repeat
thomas smale, fe international
how to sell your business
mike taber how to followup via email
closing the loop
- making the decision, telling you
4 reasons why people dont reply
- never received it
- received but dismissed
- received with best of intentions - meant to reply
patio11: busy people are busy people. follow up more than feels comfotable.
why we dont follow up enough
- incorrect value association between when we hit send and when we get a response
- Time constraints
- emotionally painful, it sucks to feel like ur repeating yourself
does following up work?
https://twitter.com/SamNeter/status/968090271421534208
game
- open rate 26.7% worst 94/?/26.7
- reply rate 5.9% avg 29/5.9/0.6
- % blocking tracking (emails got a response where tracking pixel was blocked) 62.5%/11.3%/3.1%
email sequence inside bluetick
followup strategies that work
- WHEN: select situation/schedule where it makes sense
- ACTION: clear CTA
- PERSONALIZATION: use their name
- AUTOMATION: easy to send it out at scale, schedule call, testimonials
example: design follow up process
- demo request
- schedule
- follow up
- demo
MUST CLOSE FEEDBACK LOOP ****
Learn How to Automate your followups: course