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20 способов продавать с первого дня. Как быстро и дешево проверять идеи и не просить инвестиций - Тренды против нормы
Проблемы на старте Есть 2 беды на старте большинства проектов:
Попытки продать идею инвестору. Многие думают, что их проект слишком технологичный и непростой и поэтому им сразу нужно поднять как минимум $1M. Подход когда-то работал, но дураки-инвесторы быстро перевелись, остались только умные, которые под идею денег не дают. При этом основатели проекта могут убить полгода на переговоры и презентации, выступления на всяких бесполезных стартап-конкурсах. Гораздо разумнее это время посвятить продажам и клиентам. Влюбиться в первую попавшуюся идею. И вбухать в нее много денег и усилий. Некоторые сразу делают “платформу” всего и для всех, тратят годы на ее создание, чтобы однажды, потратив год-два и несколько миллионов, убедиться, что “звездолет не летает”.Но как показал опыт:
Хорошие проекты выбирают инвесторов, ровно так же как инвесторы выбирают проекты. Скажу больше — денег всегда сильно больше, чем достойных команд и проектов. Поэтому рынок стартапов, это рынок не инвесторов, а основателей. Почему? Толковых основателей и проектов мало, а инвесторов и денег — много, если не в России, то в мире. 99% идей различных платформ или мобильных приложений можно проверить очень быстро и дешево, не ввязываясь в кровопролитные, дорогие разработки. Секретный рецепт В чем секрет? Продавать с первого дня. А разве так можно? Да, вот как минимум 20 способов, как быстро и дешево проверять идею, экономику, спрос и воронку продаж будущего продукта, до создания самого полноценного продукта и крупных инвестиций в него.
Важно оговорить, что я понимаю под “продажами” и “ценностью” — не совсем то, что пишут в wikipedia.
Под “продажей ” я понимаю процесс донесения ценности от одного человека другому . Ключевое слово “ценность”, которая должна подтверждаться обратной связью в виде денег, или других метрик, например retention (возвращаемость пользователей). Но что такое ценность ? Под ценностью я понимаю удовлетворение потребности человека более лучшим способом, чем тот, который у него уже есть . Дешевле, быстрее, круче, как угодно. Отсюда важные свойства ценности:
Ценность всегда субъективна — она только в голове человека-потребителя, Ценность всегда относительна — относительно того, что у человека уже есть. Ценность изменчива — человек постоянно улучшает способы удовлетворения потребностей. То что было ценным вчера (например, телефон с кнопками и проводами), может уже не казаться ценным сегодня (на фоне iPhone, например). Пара проверочных вопросов:
Является ли создание “портала недвижимости” ценностью с точки зрения посетителей сайта? Ответ — нет, это ваши личные затраты, они никого не волнует. С точки зрения пользователя ценность — быстро и дешево найти нужный объект или быстро продать объект по нужной цене. Является ли презентация стартапа инвестору ценностью в глазах инвестора? Ответ — нет, это лишь затраты времени. С точки зрения инвестора ценность — найти хороший актив в плохой ситуации раньше других, так чтобы отношение доходности к рискам было выше определенного уровня. Теперь с полным пониманием дела, перейдем к вариантам того, как нам максимально быстро и дешево начать доносить ценность (то есть делать продажи) и не отвлекаться на затраты, типа разработки продуктов и фич, на которые нет спроса или у которых нет ценности.
20 способов продавать с первого дня и делать MVP быстро и дешево
Ручные продажи и Custumer Development. Продажи вживую — главный способ продаж на старте. Почему? Потому что онлайн — кастрированная версия офлайна. Конверсия в продажи в офлайне в норме выше 30%, а в онлайне около 1%. Это способ, с которого нужно начинать в любом случае. Схема похожа, что для b2b продаж, что для b2c продаж. Контакт -> Звонок/Сообщение -> Встреча -> Контракт. Понятно, что в разных проектах разные этапы этой воронки, но основа одна и та же. Короче, если у вас нет продукта, вы делаете коммерческое предложение и начинаете его продавать, либо формулируете гипотезы и начинаете проводить целевые интервью с людьми.Landing Pages + Трафик. Это самый известный и популярный метод проверки разных идей. Быстро сделали посадочную страницу в Tilda, прикрутили систему аналитики, запустили рекламу, посмотрели конверсию в регистрации или нажатия на кнопку, сравнили это с аналогами.Промопсты в Fb или VK на целевую аудиторию. Это отличный метод проверки идей даже без создания сайта. Вы можете посмотреть охват, количество откликов и комментарии, дальше списаться с теми, кто поставил лайки или оставил комментарии.Реклама или рассылки с A/B – тестированием. В FB можно запускать одну и ту же рекламу на разные аудитории. Или рекламу на одну аудиторию с разными креативами (картинками, сообщениями) и по стоимости кликов и конверсиям смотреть, какой вариант больше всего зацепил аудиторию. Аналогично в рассылках в Mailchimp, можно ставить разные заголовки и смотреть статистику, что больше открывают.Краудфандинг. Boomstarter, Kickstarter и т.п. Современный краудфандинг делается не столько с целью собрать денег под продукт/идею (это крайне сложно), сколько для того, чтобы проверить спрос на будущий продукт. Если люди готовы давать деньги на продукт и верят в команду — это лучшее подтверждение из возможных.Объясняющее видео и его промо. Так делали dropbox на старте, опубликовав свое видео в HackerNews. Это видео может быть частью краудфандинговой кампании или самостоятельным объяснением, для публикации, например на ProductHunt.Конструктор готовых модулей WordPress. На площадке themeforest можно найти всевозможные модули для того, чтобы собрать любой функционал как из Лего-кубиков. Хотите сделать клон Gropuon или Udemy или Airbnb? Пожалуйста, покупаете за $50-100 модуль и начинаете работать.Интеграции с помощью Zapier . С помощью этого чудо-сервиса можно интегрировать сотни других сервисов друг с другом. Например, вам нужно получить email из Facebook, потом отправить ему письмо через Mailchimp и разместить заявку в AmoCRM? Несколько кликов и это все работает.Тесты и опросы в Typeform. Делаем опрос и промотируем его в соц.сетях. Это позволяет собирать и фильтровать нужную аудиторию. Некоторые на typeform даже интернет-магазины делают.Сбор сообщества. Делаем закрытую группу в FB/VK/Slack/Telegram и собираем туда людей полезным контентом. Важный нюанс — для сбора сообщества нужно иметь понятную цель, почему люди будут туда вступать. Самый популярный способ — борьба главным конкурентом. Например, вам не нравится ЕГЭ в школах, можно начать бороться с этим, писать разные статьи на этот счет, на которые будут откликаться те, кто вас поддержит. Сообщество является отличным источником и клиентов и партнеров.Ручное моделирование функционала/консьерж -сервис. Даже Facebook тестировал AI чат-ботов не с помощью AI, а с помощью живых людей. Идея в том, что сложную функцию можно сначала выполнять вручную в Excel, например и только после того, как ценность доказана – автоматизировать.Цифровой прототип/мокап. Делаем кликабельный прототип в balsamiq, axure, figma и его показываем клиентам.Бумажный прототип (или на 3d-принтере). Делаем на 3D-принтере или из картона. Так например сделали Google, выпустив картонные CardBoard.Одна простая функция. Если уж и программировать, то только одну самую главную функцию. WhatsApp начинался с одной функции “мой статус”, Google с функции “поиск”, Facebook со сравнения фото двух однокурсников (нравится или нет).Предзаказ и 100% гарантия возврата. Это чем-то напоминает краудфандинг. Гарантией 100%-го возврата мы убираем риски клиента, при этом получаем деньги на счет, что является лучшим подтверждением нужности продукта.Бесплатная помощь, бесплатные консультации. Например, можно консультировать на профильных форумах, делать бесплатный аудит сайта и т.п. Это способ получить первых клиентов и портфолио.Мероприятия, вебинары. С помощью timepad, eventbrite. Мероприятия отличный способ собрать аудиторию, пообщаться с ней вживую и сделать много полезного контента. Один из лучших как проверки гипотез, так и стимулирования продаж.Лидогенерация для других. Сначала продаем продукт конкурентов, занимаемся отладкой своей системы продаж (это самое сложное) и потом, когда появится наш продукт – замещаем.Гостевые посты. Пишем там, где наша аудитория уже собранаБесплатные доски объявлений/блоги и т.п. Размещаемся на avito, ebay и т.п. – где уже есть наш трафикВидеозапись и презентация (pdf) , которую я делал в рамках курса “Антистартап ” VIDEO
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Алексей Черняк co-Founder, exCEO - Groupon Russia (Darberry.ru)
Сооснователь ProductUniversity.ru
Сооснователь UnitedInvestors.ru
Учился в МИФИ, проходил EMBA в Stanford
Интересуюсь разными бизнес-моделями, когда возникает задача, пытаюсь найти 10 вариантов решений, решил вести об этом блог.
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Инвестиции в яйца Больше не нужно знать SQL 100 тыс. подписчиков в TikTok за 9 дней и конкурс по этому случаю Как я недавно стал КМС по стрельбе из блочного лука Время удивительных распродаж IT-бизнесов Вся экономика всех стран и режимов на примере двух коров. Самая полная коллекция Опыт санкций против ЮАР — наиболее близкий аналог санкций против РФ С кем мы проводим больше всего времени Форумы —> Соцсети —> Мессенджеры —> Форумы —>? Куда вложить $100k в ноябре 2022. Некоторые результаты опроса Как понять, что вы занимаетесь действительно перспективной технологией? Она должна попасть под санкции Стагфляция и 10 прогнозов от Нуриэля Рубини В какие активы перекладывают деньги состоятельные граждане в 2022-м Сериал «Годы». Удивительно точное попадание в прогноз будущего Человек живёт там, где живёт его внимание. А не там, где сидит его зад Тренды рынка такси и кладовок у дома. Евгений Львов. Проекты: «Везёт», «Складно». Выпуск подкаста #14 10 фактов про «стартапы-единороги» в 2022-м году Уроки истории за 5000 лет. Самый краткий пересказ 20 бизнес-идей и стартапов, достойных копирования в 2022 и 2023-м году Философия ИИ и Метавселенных. Интервью с Антоном Кузнецовым. Выпуск подкаста #13 Неявные признаки богатого человека Не спится? Хороший сон как сервис Куда вкладывать деньги во время рецессии? Возвращение челноков Тренды ИИ. Интервью с Татьяной Шавриной (Сбер, соавтор ruGPT-3) Выпуск подкаста #12 Инвестиции в сельхоз фермы и их автоматизацию Хорошая инвестиция — не то, куда хочется зайти. А то, откуда не хочется выходить Инвесторы, становитесь предпринимателями 103 крупицы мудрости от Кевина Келли Конспект книги «Богатство, война и мудрость» Бартона Биггса Сколько будет стоить бессмертие? Кто сделает PayPal для крипты? Пора прекращать писать Локализация проектов для выхода за рубеж Вывод бизнеса в Китай. Ольга Болкунова. Выпуск подкаста #11 Куда вкладывать. Что сейчас ищут инвесторы Хочешь заработать? Найди варианты подработок для других Маркетологи уходят, продавцы остаются Сценарий Китая. Интервью с Марком Завадским (ex-Aliexpress). Выпуск подкаста #10 Время для групповых покупок 1984. Джордж Оруэлл. Самое время перечитать Что делать лично мне? 12 курсов по цене одного от Product University Рынок акций — это прежде всего шоу Дополненная реальность (AR) для ритейла Рынок недвижимости Москвы. Интервью с Дмитрием Потаповым. Выпуск подкаста #9 Инвестиции в недвижимость в метавселенных. REIT’s для виртуальной недвижимости Инвестиции в музыкантов Не важно сколько денег привлекаешь на старте, важнее — от кого Откуда берется ценность цифровых активов? Автор — Алексей Черняк co-Founder, exCEO - Groupon Russia (Darberry.ru)
Сооснователь ProductUniversity.ru
Сооснователь UnitedInvestors.ru
Учился в МИФИ, проходил EMBA в Stanford
Когда возникает задача, пытаюсь найти 10 вариантов решений, решил вести об этом блог.