This guide is based on Mixergy’s interview with Max Teitelbaum.
Max Teitelbaum didn’t have money to buy leads for his new business, so he won customers without spending a dime. It was all done by finding customers without funding, so we invited him to teach you how to do it.
Max is the cofounder of WhatRunsWhere, which helps companies spy on their competitors’ ads so they can buy more profitable display media.
Here are the actionable highlights from the interview.
Max called people who had canceled after a free trial of WhatRunsWhere and invited them to sign up at a reduced rate, and it was easier to get them to sign up again than to close prospects who had never heard of his company.
When WhatRunsWhere had so many former customers that Max didn’t have enough time to call them all individually, he sent them emails about product updates and special offers.
Max appeared as a guest on webinars teaching people how to buy media, and he was able to convert webinar participants into new customers without paying anything upfront.
Max wrote a guide to getting started in media buying and published it on the Blue Hat SEO blog, and it brought prospects to WhatRunsWhere’s website.
If Max had brought a laptop to the first trade show he attended, he would have been able to close several customers, but he used a tablet that slowed down the signup process by more than 10 minutes, so he only got one person to sign up.
A customer emailed WhatRunsWhere that he was leaving because of an issue with the operating system, but Max fixed the problem within 20 minutes and responded personally, and the customer stayed.
Max uses sales management software to store notes about where prospects are in the sales pipeline, and this lets him see exactly what he needs to do next to follow up with each prospect.
Watch the full interview now
Written by Sarah Brodsky, based on production notes by Jeremy Weisz