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PURPOSE OF THE BUSINESS

• Find
• Get
• And keep a customer (happy!)

IN OTHER WORDS: PRODUCE VALUE TO CUSTOMERS

HOW TO FIND CUSTOMERS?

FIND

• Meet at Events
• Search and call
• Ask for referrals
• Make them find you

HOW TO GET THEM

GET

• Sales!
• Customer vs. Internal processes
• Low risk - or no risk?
• Human to Human

HOW TO KEEP THEM

KEEP

• Customer service
• Communication
• Active development
• Stay focused
• Forget competition

BUT WHAT DO THEY VALUE?

WHAT DO THEY VALUE?

• Meet them
• Talk with them
• Ask actively
• Use your own product

BUT REMEMBER FASTER HORSES!

GET SOME ONE TO PAY AS QUICKLY AS POSSIBLE!

BENEFITS OF PAYING CUSTOMERS

• Commitment to trials
• Valuable source of R&D
• Sales coach
• Pricing?
• Reference

NOT ALL CUSTOMERS ARE GOOD CUSTOMERS

HENCE: FOCUS!

TREAT THEM AS YOU WOULD LIKE TO BE TREATED

READ / LISTEN

• Monetizing Innovation
• Negotiation Genius
• Pre-Suasion
• Platform Revolution
• Made to Stick
• Focus