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Welcome to the Growth Ramp Roadmap to Get 1,000 Customers in a Year!
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Made with ๐Ÿ’— by Growth Ramp
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Please do not use this material in presentations, blog posts, in your agency, or other forms of "content marketing" without prior written permission.
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Questions? Feedback? Recommendations? Email jason@growthramp.io.
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Procedure
How ToHelpful ResourcesNotes
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Step 1Start here ๐Ÿ‘‰๐Ÿ‘‰๐Ÿ‘‰ Make a new copy for yourself. (File -> Make a copy).If you are unsure what a cell is for, you can hover your mouse to read the tooltip note. Hover your mouse over this cell to see for yourself!Whenever you are ready, you can...
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Step 2Watch our go-to-market strategy video on YouTube to get a step-by-step overview of the entire process.A Go-to-Market Strategy for Startups (To Get 1,000 Customers in a Year)This is a YouTube video which goes over how to use this spreadsheet.Apply to hire Growth Ramp - www.growthramp.io/start
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Step 3Click on the "Growth Ramp" tab. You can change the "Starting Traffic," "Target Average Conversion," and "Avg. Customer MRR" to your website's numbers.Listing "Starting Traffic" will help you benchmark your current numbers. It does not change the traffic Growth Ramp because the exact growth ramp will be faster, depending on your market conditions.
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Step 4Click on the "VOC" (Voice of the Customer) tab. Choose the questions you'd like to ask your customers. Add a column for each question you ask.Voice of the Customer Techniques Which Can Lead to 9.8X YoY GrowthMake sure to ask questions about the customer's past or present experience. Otherwise you may be acting on information that will never become true.
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Step 5Email your customers, free trial users, or potential customers to collect the VOC data. Customer interviews will give you more qualitative data. Surveys will give you more quantitative data.This Dastardly Email Outreach Program Put Us in the Top 25th Percentile of All Marketers. Hereโ€™s How to Beat Us at Our Own Game.You should aim for an open rate of 60-80% and a reply rate of 20-40%.
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Step 6If you're optimizing your price, click on the "Pricing" tab. For each customer segment, list out the four prices for your customer's willingness to pay range (see notes for each cell). Chose the price that fits your pricing strategy.Pricing Strategy: How to Price Your ProductIf you do not have product-market fit (e.g. 40% of customers saying they'd be very disappointed if your product were to disappear), my recommendation is to price your product on the low side of the willingness to pay range. After you hit PMF, word-of-mouth will make it easier to acquire customers.
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Step 7Click on the "GTM Strategy" tab. Rank your customer acquisition channels by impact, confidence, and ease. Focus on the channels with the highest score.What a Go-To-Market Strategy for Startups Should Look LikeThe I.C.E. numbers are a to somewhat standardize how you should prioritize your marketing experiments. These numbers are not an exact science, just your hypothesis.
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Step 8Click on the "Alternatives" tab. List out each of your competitors with spaces. Check to make sure the domain and URL are accurate.Competitor Intelligence: How to Deal with CompetitorsYou need to find both direct and indirect competitors because potential customers often don't know the difference. Direct competitors solve the same problem in a similar way and to a similar audience that you do. Indirect competitors solve the same problem, but either in a different way or to a difference audience.
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Step 9Click on the "Positioning" tab. Double check to make sure the Meta Title and Heading 1 (H1) are correct. You can list each product's category in Column E. This will help you understand which niche in your industry to target first.How a Unique Selling Proposition (USP) Helped GEICO, Fedex, and Dominoโ€™s Rise as Market LeadersCommon positioning mistakes I see are:
1) People attempting to position their startup for everyone, which then resonates with no one.
2) Failing to create a unique sales proposition, which helps the buyer understand the specific value your company delivers.
3) Creating a new niche or positioning the startup where there is no demand.
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Step 10Click on the "Comparison KWs" tab. Here's a list of bottom-of-the-funnel keywords which primarily target product-aware customers.Comparative Advertising and Content MarketingThese keywords will attract the 2nd most likely customer to buy from you. Furthermore, you can also rank these pages for your competitors branded keywords.
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Step 11Click on the "Category KWs" tab. List out your product category keywords. These product keywords target solution-aware customers.How to Find Powerful Product Keywords That ConvertFor eCommerce startups, I recommend thinking about describing the product and understanding the outcome your buyer wants. For example, let's say you offer tea. Descriptive product keyword categories would include "best green tea," "best black tea," or "best herbal tea." Outcome-focused product keywords would include, "best tea for sleep," "best tea for a headache," and "best tea for the flu."
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Step 12Click on the "KW Generator" tab. This tab lists all keywords for you to target. Copy and paste these into the keyword research tool of your choice. We use Ahrefs.Using PPC? Once you've created content for these pages, it's easy to generate high-converting ad traffic. Simply create a single keyword ad group (SKAG) which targets the same keyword (e.g. one SKAG should include: "salesforce alternative", +salesforce +alternative, and [salesforce alternative]). Alternatively, you can target the Salesforce Facebook page and send traffic to this landing page. This becomes near-perfect message match!
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Step 13Click on the "Keyword Research" tab. Paste in the keyword research information into this tab. If you focus on SEO, you can change the target rank position here.No Keywords Easy to Rank For? I Call "Bullcrap"The article on the left will give you a process to find SEO keywords, even if you feel it is difficult to find high volume keyword, easy-to-rank keywords. It also lays the foundation for the fundamentals of SEO keyword research.
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Step 14Get to work executing on your roadmap! :)Or apply to hire Growth Ramp to work with you or do it for you. You can apply to hire Growth Ramp here - www.growthramp.io/start
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