MKB Masterclass – GROEI je bedrijf 2.0

De LEAN LEAD Generation een masterclass voor MKB-ondernemers

Wil je je bedrijf sneller laten groeien dan anderen in de markt of voel je de dagelijkse druk en kom je aan de lange termijn nauwelijks toe?

Voor ambitieuze en ervaren ondernemers die op willen schalen.

Deze Masterclass is ontworpen in samenwerking met de Hogeschool Rotterdam

Wat je doet

Bepaal in één dagdeel je groeistappen aan de hand van bewezen modellen gebaseerd op Design Thinking, Lean Startup en de Innovation Curve.

Ga aan de slag met gelijkgestemde ondernemers en gemotiveerde studenten. Combineer de lessen van startups met jou uitdagingen in de praktijk.

Je eindigt de dag met een concreet plan, acties en om je aannames voor groei te testen.

We helpen je bij:
✔ Meer klanten krijgen en winst maken
✔ Kansen benutten in hands-on social media

Wat je krijgt:
✔ Leer de social media trends en impact op je bedrijf
✔ Je past Business Development methode direct toe
✔ Bepaal je een oplossingsrichting en duidelijke actieplan

Unieke aanpak

Je leert sneller van ondernemerservaringen, gemotiveerde studenten en kundige begeleiders.

Trends, discussies en brainstorming wisselen elkaar in hoog tempo af. Je maakt keuzes en bepaalt directe actie.

Neem de eerste stap:

Spar met ondernemers en studenten en leg de basis voor gerichte groei.



Waarom…

…. wij deze Masterclass geven?

Ondernemers, studenten en de Hogeschool Rotterdam profiteren van een sterkere regionale economie. Wij willen bijdrage door deze partijen effectief bij elkaar te brengen.

…. studenten geïnteresseerd zijn?

… ik bouw op ervaring van ondernemers en doorloop in één ochtend de eerste 4 weken van mijn afstuderen.

…. ondernemers één ochtend investeren?

Leer van collega ondernemers. Spar met studenten. Neem directe actie en leg de basis voor nieuwe groei.



Schrijf je in:

Eventbrite – lean-lead-generation-ticket

MKB Masterclass – GROEI je bedrijf

De LEAN LEAD Generation een masterclass voor MKB-ondernemers

Wil je je bedrijf sneller laten groeien dan anderen in de markt of voel je de dagelijkse druk en kom je aan de lange termijn nauwelijks toe?

Voor ambitieuze en ervaren ondernemers die op willen schalen.

Deze Masterclass is ontworpen in samenwerking met de Hogeschool Rotterdam

Wat je doet

Bepaal in één ochtend je groeistappen aan de hand van bewezen modellen gebaseerd op Design Thinking, Lean Startup en de Innovation Curve.

Ga aan de slag met gelijkgestemde ondernemers en gemotiveerde studenten. Combineer de lessen van startups met jou uitdagingen in de praktijk.

Je eindigt de ochtend met een concreet plan, acties en om je aannames voor groei te testen.

We helpen je bij:
✔ Meer klanten krijgen en winst maken
✔ Kansen benutten in hands-on social media

Wat je krijgt:
✔ Leer de social media trends en impact op je bedrijf
✔ Je past Business Development methode direct toe
✔ Bepaal je een oplossingsrichting en duidelijke actieplan

Unieke aanpak

Je leert sneller van ondernemerservaringen, gemotiveerde studenten en kundige begeleiders.

Trends, discussies en brainstorming wisselen elkaar in hoog tempo af. Je maakt keuzes en bepaalt directe actie.

2x pilot sessie in Juli

We testen een nieuw format en profiteer daar nu van!
Neem KOSTELOOS deel aan deze pilot sessie in juli (ter waarde van 500 euro)



Waarom…

…. wij deze Masterclass geven?

Ondernemers, studenten en de Hogeschool Rotterdam profiteren van een sterkere regionale economie. Wij willen bijdrage door deze partijen effectief bij elkaar te brengen.

…. studenten geïnteresseerd zijn?

… ik bouw op ervaring van ondernemers en doorloop in één ochtend de eerste 4 weken van mijn afstuderen.

…. ondernemers één ochtend investeren?

Leer van collega ondernemers. Spar met studenten. Neem directe actie en leg de basis voor nieuwe groei.



Schrijf je in:

Eventbrite – lean-lead-generation-ticket

The tools we used to BUILD a business in 365 days

I have helped others in their startup. Since showing is must more effective than advicing my goals was to:

‘BUILD a business in within a year.

 

Additionally the goal was to have a business information in the palm of my hand.

With a bit of pride I can say: “mission accomplished”

startup tools ibc kozijnen met logo

These are the scale up tools we used. Learn and build your business faster.

How 2018 started

The year started with a trusted business model. A dedicated team ready to start. And a customer problem we could solve.

new ibckozijnen-logo-rgb
Nordic Comfort, Dutch Design.

We combined the best Nordics isolation standards with Dutch construction traditions.
Direct access to skilled labour and low cost resources allowed us to create high quality products with competitive prices.

With the customer insights in place and a proven prototype, we moved to the next challenge:

How to SELL 10X and BUILD a business?

5 Innovation curve SELL 10x I want to have

6 Innovation curve BUILD I want to have

Tools that BUILD the business

Like there is a mobile app for everything. There is a tool for each entrepreneurial challenge. A year of testing, using and learning gave the had the following as a result.

IBC Kozijnen Processflow and tools.jpg

The ‘IBC Kozijnen’-process in a nutshell

Customers arrive on our website (Chrome) when leaving their details. Outlook notifies us with an email.

At the same time a new customer and a lead is added to Pipedrive. This programs helps us to track and follow up on our sales effort
We use “Bereik” an online virtual number to talk to our customers.
ScheduleOnce makes our agenda available for them.
We use Dropbox for business to store and share files within the team.
Invoices are made with InvoiceNinja. It is used to collect payments and incoming revenue streams.
Mollie is the IDEAL payment provider.
Zapier helps us to communicate to all systems.
For customer projects and installations we use Asana

The tools that made the difference

Pipedrive

The number of leads and associated actions triggered us to look for a better way to manage our sales actions.

Pipedrive offered the solution. It proved to be a robust sales pipeline management. It provides a good overview of our sales, and enabled us to focus on priority deals.

It is easy to setup and integrate with other tools. We added most other tools to Pipedrive.

Bereik.io

A fixed number anywhere any time

We have a small team traveling and working on many locations. Still we field the need to have need to have office hour support. Instead of hiring one receptionist we used ‘Bereik’ (Dutch for ‘Range’).
With this tool we shared one fixed number. This is transfer the number to our mobile phones.
With ‘Bereik’ we could handle incoming and outgoing calls from any location by any person according to a schedule that worked best for us.

ScheduleOnce.

Customer appointments made easy

ScheduleOnce allows our customers plan site visites at a time that works for us both. Instead of going back and forth between agendas. Customer select a moment that works for them from timeslots we have allocated upfront.

It helped us increase customer satisfaction, efficiency and conversion rate.

Asana for Small Business is a guide that.puts you in control of your business and shows you how to effectively manage it. It simplifies team-based working. We use is to manage delivery actions, schedule work and communicate about specifics tasks with the team members on customer locations.

 

 InvoiceNnja

manages the incoming revenue stream

Creating invoices and tracking payments can be very time consuming. We wanted to be able to sent invoices within minutes, stay on top of accounts and get paid faster. InvociceNinja solved that problem.

With the IDEAL payment provider MOLLIE we had customers go through smooth payment process.

Zapier finally helped us bring all tools together. Copy pasting one set of information to the other was history. It takes a bit of work to figure our the ‘Zaps’ but they payoff is worth it.

What we look to add to add toolset:

Now our focus goes to promoting multiple sales funnels and systemically capturing customer feedback and recommendations.

If you have useful tool for us, we are like to hear your suggestions and learn from your experiences.

 

 

Find the most effective way to attract customers.

You have taken the first important steps in  The Innovation Curve.  In the ‘PROTOTYPE your solution’ you have solved the problem for you customer.

Now it is time to test your business model. Are you able to SELL your product 10x and create the income you hope for?

If you are new here, do check out Step 1 (START a Business) first.

WhatsApp Image 2018-03-01 at 4.22.07 PM

With test customers as your first ambassadors your have gained the confidence your product solves a problem.  Now you have actually reached the most challenging part of your mission.

Can you attract enough customers in the most effective way?

Be prepared a though challenge ahead. Finding and selling to customers is the most difficult part of your startup Journey. Solve this riddle and you have proven your business idea.

This is a disciplined approach for continuous testing your sales efforts. It will continue during the ‘BUILD a company’ and ‘SCALE steps’.

Step 5 – Sell 10x

In this step, you will find your customers and validate a heath of business idea.

5 Innovation curve SELL 10x I want to have
It is about learning how to sell your product best. Discover the best way and right moment to approach him with your product. You will learn to experiment with sales channels and be able to calculate the return.

Understanding your market and optimizing sales effort is a never ending activity.  Solving this riddle is creating the foundation of your business. Done well and you are ready to BUILD your business

We will help you build a disciplined way of testing and measuring your sales efforts. We will give you the tools that helps you to see the progress.

Testing the market helps you move forward. With trial and error you iterate and improve your sales efforts. You can maximize your learning  by creating bitesize measurable actions. With examples you will see how to test these in different ways and measure the effect.

In this section, you will find helpful tools and examples to guide you forward.

Journey dilemma   Action
How do I know what to offer to my customer when? Customer Journey mapping
How do I attract and sell to my customers best? Build a Sales Funnel
How do I know my sales efforts are successful? Monitor your Customer Factory Blueprint
How do I test the best sales channel to use? Apply the Bull Eye Model

 

Taking a Step Back; Do you really understand your customer?

 

This is a continuation post, read the previous post that explains our assignment to BUILD a company for window panels.

Here’s a summary of our journey – After talking to potential customers and experts, we decided to make a market-segment pivot. Moving from housing associations to “Homeowners looking to renovate their house in the Amsterdam area”

 

We also identified new assumptions:

  1. We can find renovating homeowners.
  2. Homeowners find it difficult to find the right product and supplier.
  3. We can deliver a solution that meets the need of our customers.

We tested Assumption No.1 within three weeks. We were able to capture the attention of “renovating homeowners”. We were create a steady stream of demand.

 

Our test case (Hypothesis)

Test card - Assumption 1By spending xyz Euro on online ads we are able to talk to at least 20 homeowners. They have a problem we can solve. They are willing to provide us with additional information.

This test passed with success.

While talking to customers we learned they had difficulties finding the right information to select a supplier they trust. This validated our the 2nd assumption.

With the first two assumptions validated we were happy with the results in  “SELECT your customer” step.

 

Next, we focused on our 3rd assumption:

We can deliver a solution that meets the need of our customers?

 

IBCKozijnen Innovation Curve startup journey vo1

Since we deliver a commodity product we thought light about the PROTOTYPE  part. Innovations on the product have been done in the past, therefore our focus moved to efforts on SELLING our product 10x.

The next step

How do we fulfill the demand with our product? How do we build a sales system that works? What should our sales price be? Does this prove our business case and finally can we turn our customers into ambassadeurs?

5 Innovation curve SELL 10x I want to have

The results
We proved that the assumed margins were realistic and the business case was healthy.
We are able to create a smooth sales flow run by a small team.
The satisfied customers referred us to others.

What we learned
We found an effective way to attract customers. We needed a way to manage that.
We focused on creating a sales system (a SELL 10x activity). In a matter of weeks a sales system was created to allowing a small team to work together smoothly.

However we are too unhappy with number of leads won.

While being busy selling to our customers we realized too many leads were lost. We lost sight of customer problems. We were pushing our product into the market instead of understanding customer problems and needs.

Why do we lose? Did we really understand their needs? Do we focus on the right activity on the right time?

This made us realize we should go back a view steps and really understand the customer.
What is most important when purchasing our product?
What are his challenges in solving his problem?

In order for us to better understand them, we returned (to one of our suggested tools) – the right side of the value proposition canvas.

Right side Value Proposition - Innovation curve

With the customer conversations we can validate and improve the Value Proposition Canvas and win more leads.

 

Want to know more about the Value Proposition? Watch this video and learn all you need to know.

https://youtu.be/ReM1uqmVfP0

In next weeks post we will zoom in to the way the customers solves his problem now.   How is the current customer journey for homeowners?