lean startup sales | pulling in thousands with zero lines of code
DESCRIPTION
Often times when building a product based company, founders overlook the power of empathy. How does your customer want to feel? And what can you provide to deliver that peace of mind? In this talk, Melanie Weinberger will share the techniques she used to bring in over $20,000 in sales at Fit Steady before a single line of code was written. You'll also learn repeatable B2B sales techniques that will help you pull your customer all the way through the sales funnel. Melanie is the founder of Fit Steady, a corporate wellness marketplace that allows companies to book on-site wellness activities for their office. She is also the founder and Executive Producer of the WELL Conference, a conference aimed at elevating the lives of millions of people through compelling content that helps people take care. She cut her teeth in sales during 9 years in the advertising industry, most notably leading digital strategy and business development for a startup in New York City before starting her own company.TRANSCRIPT
Pulling in thousands with zero lines of code
By Melanie Weinberger
PowerPoint, Google Docs, and a stick of gum
By Melanie Weinberger
The power of empathy
By Melanie Weinberger
Find your north star.
Help millions of people live well.
Experiment priority chart
The concierge MVP toolbox
1. Better than mediocre website template 2. PowerPoint 3. Google docs 4. Paper 5. eLance 6. Balls
Prospects give you power.
They will give you the answers here
Build into their needs here
Start with an email.
1
2
3
4
5
In person > phone > email
Core Desire Contextual Insight +
This is who we are and what we do for you better than anyone else.
Executives Buyer Employees
Stand for something.
Transactions vs. Reactions
“If Coca-Cola were to lose all of its production-related assets in a disaster, the company would survive. If all consumers were to have a sudden lapse of memory and forget everything related to Coca-Cola, the company would go out of business.”
Build Rapport
It’s not about you. Or your features.
1
It’s about their success.
Build listening into your presentation
2
“Why did you invite us in?” “What does success look and feel like for you?”
Match your prospect’s energy.
3
Find a human truth that levels the playing field
4
Tell a choose your own adventure story
5
We provide a growing list of on-site wellness services
Group exercise classes
Chair and table massage
Fitness Massage
Interactive seminars and
1-on-1 consultations
Nutrition & Wellbeing
Work-station setup for posture alignment
Ergonomics
Evoke trust (or is it envy?) 6
De-risk the buy 7
Find an opportunity to give first
Timelines make it tangible
• Talk with you to understand your internal dynamic and goals
• Establish program foundation
• Conduct employee
survey to gauge class type and timing preferences
Learn 1
Plan 2
Perform 3
Progress 4
• Identify metrics of success
• Plan schedule • Announce program
to employees
• Send out invites and open sign-ups
• Begin program!
• Monthly attendance reports sent to you
• Monthly satisfaction surveys conducted with employees
• Adapt classes/plan as needed based on feedback & results
2.5 wks. ongoing
Provide a comfortable test-in period
Test pricing Don’t put it on your website
Be honest. It’s not unproven.
It’s an invitation to a VIP startup alpha.
Concierge MVP
Think through the full customer experience
1 2 3 4
Now think about how to make it absolutely delightful.
1 2 3 4
Logistics are a pain. So we handled them.
Scrappy marketing support
Paper feedback loop
We deliver real, tangible results.
79% improvement in stress levels.
Spredfast came to Fit Steady with a goal of increasing their employees' access to wellness building activities. After conducting our employee wellness survey, we found that stress levels were top of mind for their team. We brought in our team of massage therapists for a day of easy-in, easy-out 20-minute corporate chair massage sessions. The results were remarkable. Participating employees moved from 0% feeling very good, to 79% feeling very good as related to their tension and stress levels.
When it hurts, it’s time to quantify & clear up bottlenecks
2. Send sales email
1 minute
1. Collect company info
10-‐15 minutes
3. Email Correspondence
30 minutes
4. Phone Call
45 minutes
4. In-Person Meeting
90 minutes
5. Survey Creation
25 minutes
6. Report Generation
120 minutes
9. Align Resources
90 minutes
8. Contract Finalization
90 minutes
GO TIME!
OR
7. Phone Call
45 minutes
7. In-Person Meeting
90 minutes OR
Survey evolution
Live the why.
welltransformation.com
Thank you!
Melanie Weinberger @melruns fitsteady.com welltransformation.com