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Thursday, September 16, 2021

5 things you need to win your first customer – TechCrunch


A startup is a phenomenal factor. It’s the tangible consequence of an concept birthed in a storage or on the again of a serviette. But ask any founder what actually proves their startup has taken off, and they’re going to nearly immediately say it’s after they win their first customer.

That’s simpler stated than completed, although, as a result of profitable that first customer will take much more than an Ivy-educated founder and/or a celeb investor pool.

To start with, you’ll have to craft a powerful best customer profile to know your customer’s ache factors, whereas growing a aggressive SWOT evaluation to scope out options your clients can go to.

Your goal customer will choose an answer that can assist them obtain their objectives. In different phrases, your objectives ought to align with your customer’s objectives.

You’ll additionally need to create a shortlist of influencers who’ve your customer’s belief, determine their decision-makers who make the decision to purchase (or not), and create a mapped listing of objectives that align your customer’s objectives to yours.

Understanding and executing on these things can assure you that first customer win, offered you do them effectively and with sincerity. Your traders can even see the fruits of your labor and be comforted understanding their {dollars} are at good work.

Let’s see how:

1. Craft the best customer profile (ICP)

The ICP is a good framework for determining who your goal customer is, how large they’re, the place they function, and why they exist. As you write up your ICP, you will quickly see the ache factors you assumed about them begin to change into extra actual.

To create an ICP, you will need to have a powerful articulation of the issue you try to resolve and the shoppers that have this downside essentially the most. This shall be your baseline speculation. Then, as you develop your ICP, maintain testing your baseline speculation to weed out inaccurate assumptions.

Getting crystal clear right here will set you up with the correct launchpad. No shortcuts.

Here’s how to get began:

  1. Develop an ICP (Ideal Customer Profile) framework.
  2. Identify three goal clients that match your outlined ICP.
  3. Write an issue assertion for every recognized goal customer.
  4. Prioritize the issue assertion that resonates with your product essentially the most.
  5. Lock on the goal customer of the prioritized downside assertion.

Practice use case:

You are the co-founder at an upcoming SaaS startup targeted on simplifying the procuring expertise in automotive showrooms so patrons benefit from the course of. What would your ICP appear like?

2. Develop the SWOT

The SWOT framework can’t be overrated. This is a good construction to articulate who your rivals are and the way you present up in opposition to them. Note that your rivals will be direct or oblique (as a substitute), and it’s essential to categorize these buckets accurately.

#Note-Author Name – Ram Iyer

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