The only thing that distinguishes them from other geeking out is that you have one sentence of next steps at the end of the call.
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One way to compensate is to take the implicit software offer (you're not just buying software, you're hiring expertise) and make it explicit
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If you're selling e.g. email marketing software, for your first ten customers, you can literally just write all the campaigns.
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For every reason people have for today not being a good day to do it, test whether a fanatically dedicated free person fixes that or not.
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We made a sale for Appointment Reminder from someone whose only way of getting data into the system was to fax it to us. Guess the cheat.
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If you guess "CEO signs up for HelloFax, receives the fax, and types 600 patient names and phone numbers by hand" you have good instincts.
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End of conversation
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"We very much WANT to be doing setup support, because it's extremely efficient time spent for CLTV-boosting, referral fodder, and research" is a laughably under-leveraged position. But yeah, keep writing support off as a cost center.
Thanks. Twitter will use this to make your timeline better. UndoUndo
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