When you are forced to use cold approaches to get customer conversations, there is a framework to use for formal meetings

  • Even though Book - The Mom Test.. How to talk to customers and learn if your business is a good idea when everyone is lying to youBook - The Mom Test.. How to talk to customers and learn if your business is a good idea when everyone is lying to you

    Metadata:

    author: Rob Fitzpatrick

    title: The mom test: how to talk to customers and learn if your business is a good idea when everyone is lying to you

    Dat...
    suggests The first thing to ask yourself when planning customer conversations is how to get warm introsThe first thing to ask yourself when planning customer conversations is how to get warm intros

    Conversations are much easier when you know the person or get an introduction through a mutual friend that establishes your credibility and reason for being there in the first place
    This idea ...
    , it also defines a useful template for how to structure cold intros (cites verbatim) :
    • You're an entrepreneur trying to solve horrible problem X, usher in wonderful vision Y, or fix stagnant industry Z. Don't mention your idea.
    • Frame expectations by mentioning what stage you're at and, if it's true, that you don't have anything to sell.
    • Show weakness and give them a chance to help by mentioning your specific problem that you're looking for answers on. This will also clarify that you're not a time waster.
    • Put them on a pedestal by showing how much they, in particular, can help.
    • Ask for help.
  • However: the point of cold calls is to stop having them eventually (is this true when you are using this as sales strategy with social media b2c?)
  • An important note: These conversations are easy to screw up. As such, you need to be the one in control. You set the agenda, you keep it on topic, and you propose next steps.