🗣 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 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 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 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 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
Facebook & LinkedIn groups SME Prep or Assistance in working with corporates
👨🔬 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
Which product stream would they pay for? Subscription or pay per lead? Pain-point/JTBD
Is not having title, contact, method or intro preventing them from getting new clients? Survey
Survey Incentive
Free B2B needs analysis call Source of respondents
“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.”
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 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? 3rd party recommendation service 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
Facebook Experiment
Process Pieces
