Each issue will start with a review of the framework we're developing to find a good problem to solve.
1) I started stressing that one of the questions you need to answer is Why now? Timing is a key, and casual, factor in startup success.
2) Then, following a combination of your own curiosity and the well-known Five Whys methodology, center your search on **existing actions, events or processes related to the bigger context**.
3) Then we use the filter of accessibility to find an engagement point. In our case study, these are publicly accessible events. (There are other kinds of engagement points, beyond events, but I've started there.) Find and focus on a person. Paid subscribers can access more about how to find the right person.
4) Today, we will talk about how to successfully start a conversation.
First, some high-level principles of outbound sales.
You're not selling your product. You're goal is to start a conversation. A conversation can be "No, thank you. Not now. Not interested." In sales, and in life, "No." is a complete sentence.
Everyone is overwhelmed with messages. You need to earn their attention and deliver value in the first few sentences.
Now is not the time for scale. We learn from the Lean Startup to start in small batches. I start with ten.
How to get your prospect's contact data. Here we have to tread carefully and take a global perspective. There can be regulations and laws that govern this.
Let's dive into our chosen engagement point, publicly accessible events, and I'll outline some tools and tactics I use.
Remember: You can earn free access through referrals. Read more about that here:
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