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Last active Jul 20, 2017

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

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
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