indie.vc webinar: Bootstrapping—Lead Generation and Script Writing

indievc_webinar1.md

Presenter: Nima Elyassi-Rad

Blog post

Notes

• Lead-gen flow: Prospect -> Lead -> Sales Qualified Lead (SQL) -> Customer
• Research:
  • Why are you in business?
  • Exactly who are you helping?
  • What specifically are you doing for them?
• CRM Template
• Services for improving mundane/routine aspects of lead-gen: upwork, mechanical turk, clearbit
• Script writing:
  • State your reason/aim upfront
  • Say the person’s name. Upfront and at the end.
  • Don’t sell, help
  • Be human. Read your script to someone wholly unfamiliar with your space. Optimize for language that sounds like you’re having a dialogue with the prospect.
  • 80% rule. Be respectful, but persistent.
• On markets:
  • Segment them into tiers
  • Then templatize the messaging targeting each tier
  • Be really high-touch with your tier 1 folks (check their Twitter accounts, seek out personal lines). Automate interactions with tier 2+.
• Say no to vanity metrics. Open rates and clickthrough rates say something about your subject line, but not your actual messaging.
• Key takeaways:
  • No tricks. Always be experimenting.
  • Never forget the three major 🔑s: why, who, and what?
  • Sales = Activity x Skill