Want to learn the best business insights from remarkable speakers at Slush 2023, but don’t have the time to watch the full speeches on YouTube?
You’ve come to the right place. Below is a summary of a speech by Lindsey Scrase, CRO at Checkr.
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<p class="h1-rich">🤏 TL;DR</p>
The article discusses the journey from product insight to acquiring the first customer, highlighting the importance of understanding customer pain points, being tenacious in customer acquisition, and ensuring customer success. Action items include identifying pain points and value proposition, talking to customers, focusing on a narrow target market, utilizing networks, personalizing messaging, considering partnerships, events, and PR, ensuring successful customer onboarding, gathering feedback, building self-serve capabilities, and maintaining confidence and optimism. tl;dr: The article emphasizes the importance of understanding customer pain points, being tenacious in customer acquisition, and ensuring customer success in the journey from product insight to acquiring the first customer. Action items include identifying pain points, talking to customers, focusing on a narrow target market, utilizing networks, personalizing messaging, considering partnerships, events, and PR, ensuring successful customer onboarding, gathering feedback, building self-serve capabilities, and maintaining confidence and optimism.
<p class="h1-rich">✨ Summary</p>
The Journey from Product Insight to First Customer
- The importance of translating product insight into customer value
- Checker's founders, Jonathan and Daniel, found their insight in 2014 while working for a delivery startup called Delive
- They discovered the pain point of pre-hire screenings and developed the first background check API
Focused and Tenacious Customer Acquisition
- The importance of being focused in customer acquisition
- Start smartly with a narrow focus and gradually expand
- Utilize various channels for customer acquisition, such as networks, outbound prospecting, partnerships, events, and PR
Manifesting Customer Success
- The need to ensure customer success and advocacy
- Early engagement may require unscalable actions to build strong relationships
- Transition to more scalable methods by incorporating feedback into the product and building self-serve options
Conclusion
- The journey from product insight to acquiring the first customer is a challenging process
- Maintaining confidence, optimism, and focus is crucial throughout the journey
- Success is achieved by understanding customer pain points, being tenacious in customer acquisition, and ensuring customer success
<p class="h1-rich">✅ Action Items</p>
- Identify the pain points and value proposition for potential customers.
- Talk to as many customers as possible and ask open-ended questions to understand their perspective and the value that can be provided.
- Focus on a narrow target market and be smart in customer acquisition strategies.
- Utilize your network to acquire early customers and make it easy for them to help you.
- Be tenacious in outbound prospecting and personalize your messaging to increase response rates.
- Consider partnerships, events, and PR to increase brand awareness and customer acquisition.
- Ensure successful customer onboarding and engagement by providing personalized support and addressing product gaps.
- Continuously gather feedback, adapt, and scale your product and engagement strategies.
- Build self-serve capabilities into your product to enhance the customer experience and drive growth.
- Maintain confidence and optimism throughout the customer acquisition journey.
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