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Process Pieces

🗣 Terminology

Target lead - The LE an SME has specified is the business they’d like as a customer
Current customer - An SME seeking business opportunities with a LE
Le Map Connection - If one of you LinkedIn connections joins Le Mat AND if you’ve done a mutual intro with someone then you become AND it looks through your Google contacts to see if they’re a contact

🚀 Product Elements

Customer Segment

Must work or want to work with LEs
Market research of industry with highest proportion that works with corporate
Industry that is willing to use digital methods to do outreach
Potentially not too long in the game as may know the in’s and outs of who to speak to in different organisations - potentially worth speaking to someone who has worked with multiple corporates

Product questionnaire

What is the name of your business?
Website of your businesses
LinkedIn profile
What industry is your business in?
Which industry are your customers and target customers from? (Multi-select)
Which businesses would you like to target?
[If financial services] dropdown of all businesses
Who are you existing clients?

Intro’s

We get their LinkedIn profile and the clients they’re working with
Can see their connections and the industries they’re in
Can see their LinkedIn referrals (bottom of page)
Scrape review data from G2 and other review sites to add that to their profile to make them more credible
MATCH
If a company is looking for an intro to Std Bank and another company looking for an intro to OM (both sides have the opposite as customers) then they are asked if they would be willing to intro exchange
Based on
Target leads
Current customers
Industry match
Intro question
If one of you LinkedIn connections joins Le Mat AND if you’ve done a mutual intro with someone then you become AND it looks through your Google contacts to see if they’re a contact Le Map Connections
You then get asked if 2 of your Le Map Connections who are not connected should meet
Based on
Reviews/testimonials
Connections

Problems & Questions

SMEs will be competing against each other
Do we need LE’s to be on Le Mat intro marketplace?

Content, Language, Copy, Value Props

Sources

Survey responses
User interviews
Twitter
Quora
Facebook & LinkedIn groups

SME Prep or Assistance in working with corporates

Help them with BBEE
Procurement policy
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👨‍🔬 Experiments

Areas to validate

Customer Segment
Which industry is our SME customer in?
Product
Title of a target lead in an organisation you’d want to acquire as a lead
Contact details of a person in target lead
Advice on how to make contact with the provided people in the target lead
Intro through someone else in the marketplace
Pricing/Business Model
How much would they pay?
Which product stream would they pay for?
Subscription or pay per lead?
3 free leads then pay
Pain-point/JTBD
Is not having title, contact, method or intro preventing them from getting new clients?

Survey

Survey Incentive

Voucher to Takealot
Free B2B needs analysis call
3 free contact details
R300 in credit

Source of respondents

Le Map FB account
FB & LinkedIn groups
“As a business where 75% of our revenue comes from corporate clients, we’ve felt the excruciatingly painful and blind journey of trying to get into these businesses and land them as customers. We’re looking at building a new tool which helps SMEs get the necessary intel to get into these businesses.

First things though, we need to validate that there is a business here (people would pay). Please fill in this survey to us understand what you need to land corporate clients.
Everyone who completes the survey will receive R300 in lead gen credit.”
Delta LinkedIn

Validation Objective


Survey Questions

To qualify for this survey you need to:
Have between 250 - 2,000 employees
Have or want to have corporates as customers
Be somewhat involved in acquiring new business for your company (Owner, CEO, Business Development, Sales)

Ask demographic questions to qualify audience and ensure they would work with LE
What is your email address
Which industry is your business in?
How many employees in your businesses
Corporate clients outside of OM
If SMEs ever acquire email addresses of their leads
If they ever cold email
If they ever do cold outreach on LinkedIn
Acquisition of new leads painpoint - qualify
[maybe open text to not be restrictive] How did you land your corporate clients?
Intro
Referral
Cold email
Phone call
Pitch/demo
3rd party recommendation service
Would you pay for:
Receiving the title of a target lead in an organisation you’d want to acquire as a lead (finding out who to speak to)
Receiving contact details of a person in target lead
Receiving advice on how to make contact with the provided people in the target lead
Receive an intro through someone else in the marketplace
Are you able to get reviews/testimonials from your old clients

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User interviews
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Facebook Experiment

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https://www.wordstream.com/blog/ws/2017/02/28/facebook-advertising-benchmarks
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