Last year, I had the opportunity to do growth at a startup, build an experimentation framework, and generate the most amount of leads in company history.
Here’s what I did:
Figure out the market segments we can potentially serve to and build a list of companies in those segments.
Find connections in those companies for warm intros.
Pick 10 companies from each segment with 1st-degree connections and reach out.
Do not sell. This is the time to test the market pull.
Understand what they want, and what they don’t want.
Understand their objections.
3. Generate Ideas
Now that we understand the signal, scale it.
Pick a north star metric and brainstorm creative ideas to grow that metric.
We aimed for 100 ideas.
It could be anything – a tweet, a meme, a partnership, a sponsorship, a blog post, a change in messaging on the website, or a new feature.
Start prioritizing ideas based on impact and effort.
Pick 3 of them with low effort and high impact.
It’s time to run experiments.
Write a one-pager with the end goal of these experiments, run them for a week and check back for results.
Keep building the momentum.
Many experiments will fail. For the one that works, double down !!
P.S. – We got 80% of the results with just a tweet.