Lean Startup Sales | Pulling in Thousands with Zero Lines of Code
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The document outlines strategies for enhancing employee wellness through various services such as massage therapy, interactive seminars, and ergonomic consultations. It emphasizes the importance of understanding client needs, using empathetic communication, and ensuring measurable outcomes to de-risk the engagement. The presentation also details a structured approach to program implementation, including timelines and satisfaction feedback loops.
Lean Startup Sales | Pulling in Thousands with Zero Lines of Code
- 1. Pulling in thousands with zero lines of code By Melanie Weinberger
- 2. PowerPoint, Google Docs, and a stick of gum By Melanie Weinberger
- 3. The power of empathy By Melanie Weinberger
- 11. Find your north star.
- 12. Help millions of people live well.
- 14. The concierge MVP toolbox 1. Better than mediocre website template 2. PowerPoint 3. Google docs 4. Paper 5. eLance 6. Balls
- 15. Prospects give you power. They will give you the answers here Build into their needs here
- 16. Start with an email.
- 17. 1 2 3 4 5
- 18. In person > phone > email
- 19. Core Desire Contextual Insight+
- 20. This is who we are and what we do for you better than anyone else. Executives Buyer Employees
- 23. “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.”
- 25. Build Rapport
- 26. It’s not about you. Or your features. 1
- 27. It’s about their success.
- 28. Build listening into your presentation 2 “Why did you invite us in?” “What does success look and feel like for you?”
- 30. Find a human truth that levels the playing field 4
- 31. Tell a choose your own adventure story 5
- 32. 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
- 33. Evoke trust (or is it envy?)6
- 34. De-risk the buy7
- 35. Find an opportunity to give first
- 36. 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
- 37. Provide a comfortable test-in period
- 38. Test pricing Don’t put it on your website
- 39. Be honest. It’s not unproven. It’s an invitation to a VIP startup alpha.
- 42. Concierge MVP
- 43. Think through the full customer experience 1 2 3 4
- 44. Now think about how to make it absolutely delightful. 1 2 3 4
- 45. Logistics are a pain. So we handled them.
- 49. 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.
- 51. When it hurts, it’s time to quantify & clear up bottlenecks
- 52. 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
- 53. Survey evolution
- 55. Live the why.