Growth Hacking Strategies For Rapid Growth

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    19-Jan-2017

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<ul><li><p>#FlightClub @RolandFrasier</p><p>Native Commerce &amp; Digital Marketer</p><p>5 Strategies For Uncommonly Rapid Growth</p></li><li><p>Can You Finish The Maze In 20 Seconds Using Just Your Eyes?</p><p>Start</p><p>Finish</p><p>#FlightClub @RolandFrasier</p></li><li><p>Can You Finish The Maze In 20 Seconds Using Just Your Eyes?</p><p>Start</p><p>Finish</p><p>#FlightClub @RolandFrasier</p></li><li><p>Lateral Thinking:Move outside the implied rules of the system</p><p>Start</p><p>Finish</p><p>#FlightClub @RolandFrasier</p><p>What assumptions are impeding your speed right now?</p></li><li><p>Disruptive Thinking: Make new rules or a new system</p><p>Start</p><p>Finish</p><p>#FlightClub @RolandFrasier</p><p>What assumptions are impeding your speed right now?</p></li><li><p>This is a sample of bold text on a full color slide. This is good for quotes, stats, dividers, etc.</p><p>#1 Unbox</p><p>#FlightClub @RolandFrasier</p></li><li><p>Think Laterally Ask how can I grow 10x 100x?</p><p> Most people and business focus on Optimization which yields Linear Growth</p><p> We also want to focus on Innovationwhich yields Exponential Growth</p><p>#FlightClub @RolandFrasier</p></li><li><p>The police receive an anonymous tip and raid a house to arrest a suspected murderer. They dont know what he looks like but they know his name is John and that he is inside the house. </p><p>#FlightClub @RolandFrasier</p><p>The police bust in on a carpenter, a taxi driver, a mechanic and a fireman all playing poker. Without hesitation or communication of any kind, they immediately arrest the fireman. How do they know they've got their man?</p></li><li><p>Apply Lateral Thinking What pre-conceptions about your life or </p><p>business are currently holding you back?</p><p> What factual assumptions are you making that may not be actual facts?</p><p> What language patterns are you using as you frame possible solutions that may lead you to make incorrect assumptions?</p><p> Frame growth questions in terms of ideal desire + constraint...</p><p>#FlightClub @RolandFrasier</p></li><li><p>Build A $50k/Month Content Team Generating Organic Traffic</p><p>#FlightClub @RolandFrasier</p><p>How Can We Get $18M/Month Of Traffic For Only $50k/Month?</p></li><li><p>#FlightClub @RolandFrasier</p><p>How Can We Buy A $375k Company For $50k With No Financing?</p><p>Their Price, Our Terms / Our Price, Their Terms$375k Price(205k) Carve Out Annual Renewals(120k) Assign MRR For 12 Months( 50k) Cash Payment---------$375k Total Payments</p></li><li><p>#FlightClub @RolandFrasier</p><p>How Can We Get $1+ Fan Page Likes For &lt; 7 Cents?</p><p>Step 1: Topic Feeder Pages &gt; 5-7 Cent Likes </p><p>Step 2: Interest Pages &gt; 10-15 Cent Likes </p><p>Step 3: Primary Page&gt; 30 Cent To $1+ Likes</p><p>Use topic pages to send traffic to Interest pages and multiple </p><p>interest pages to prop up primary FB page.</p><p>70k+ likes in 30 days on $5k ad spend.</p></li><li><p>How Can You Raise Email Delivery, Open + Click-Through Rates?</p><p>#FlightClub @RolandFrasier</p></li><li><p>But Tech Isnt Enough. So</p><p>#FlightClub @RolandFrasier</p><p>How can we prove the receiver actually wants our emails?</p><p> Order Receipt</p><p> Welcome Email</p><p> Preparing Your Order</p><p> Shipping Confirmation</p><p> Login Info</p><p>How can we ensure more people open and click?</p><p> A/B Test Subject (10%)</p><p> A/B/C Test Body (10%)</p><p> Mail Remaining 80%</p><p> Bonus (To Opens Only)</p><p> Close (To Clicks Only)</p></li><li><p>This is a sample of bold text on a full color slide. This is good for quotes, stats, dividers, etc.#2 Hop</p><p>#FlightClub @RolandFrasier</p></li><li><p>People Think In Ordered Lists On A Scale Of 1 To 10 The Top 3</p><p> You currently occupy a rung on some ladder</p><p> To move up, you really have only 3 strategies</p><p> Move up the ladder by paying your dues</p><p> Hop to a different ladder</p><p> Create a new ladder where you are #1</p><p>#FlightClub @RolandFrasier</p></li><li><p>Beer</p><p>#FlightClub @RolandFrasier</p><p>Imported Beer</p><p>Mexican Beer German Beer Japanese Beer</p><p>Domestic Beer</p><p>#1 In USA #1 In Germany</p><p>Lite Beer Craft Beer Beer With An Orange</p></li><li><p>Brands Find New Categories</p><p>#FlightClub @RolandFrasier</p><p>32,000 Types Of Beer In Over 100 Categories</p></li><li><p>Theres Always A New Category</p><p>There Are Over 2,800 Categories + Sub-Categories For Kindle Books</p><p>#FlightClub @RolandFrasier</p></li><li><p>#FlightClub @RolandFrasier</p><p>Ladder Hop By Differentiating Your Value Curve</p><p>Step 1: Identify 3 to 7 key value factors for your industry, product or service</p><p>Step 2: Which factors should be reduced below industry norms </p><p>Step 3: Which factors should be raised above industry standards</p><p>Step 4: What new benefits should be created that are not currently offered</p><p>Step 5: Which features should be eliminated that the industry offers </p></li><li><p>#FlightClub @RolandFrasier</p><p>Ladder Hop By Differentiating Your Value Curve</p><p>Offe</p><p>ring L</p><p>evel</p><p>Low</p><p>High</p><p>Key Value Factors</p><p>Price</p><p>Quality</p><p>Package Newness Origin</p><p>Service Speed</p><p>Competitor</p></li><li><p>#FlightClub @RolandFrasier</p><p>Ladder Hop By Differentiating Your Value Curve</p><p>Offe</p><p>ring L</p><p>evel</p><p>Low</p><p>High</p><p>Key Value Factors</p><p>Price</p><p>Quality</p><p>Package Newness Origin</p><p>Service Speed</p><p>CompetitorYour Product</p></li><li><p>#FlightClub @RolandFrasier</p><p>Differentiate Your Value Curve</p></li><li><p>Differentiating To $3.3 Billion</p><p>#FlightClub @RolandFrasier</p><p>Amazon Fixed Price</p><p> FBA</p><p> SEM: $1.35B Spend</p><p> No Acquisition</p><p>Jet ($1B @ $50 CPA) Variable Price: Smart cart lets users pay less </p><p>(bundle, no returns, no credit card = pay less)</p><p> No FBA: Bundling = &gt; Retailer Profits</p><p> No SEM: $20M/Month Mass Marketing</p><p> Acquisition: Retailers can get customer info</p></li><li><p>Differentiating To $2.8 Billion</p><p>#FlightClub @RolandFrasier</p><p>Amazon Warehousing + </p><p>Marketplace</p><p> Ads: 3% of Revenue</p><p> Not Industry Specific</p><p> 33% Of Online Sales</p><p>Wayfair ($62 CPA $76 ICV) Storm OMS: Minimizes warehousing, </p><p>integrates with 7k suppliers/7M SKUs</p><p> Advertising: 12% of Revenue</p><p> Industry Specific: Carries products Amazon </p><p>does not, Investing in AR via WayfairView</p><p> 33% Of Online Home Furnishing Sales</p></li><li><p>Can You Ladder Hop To A Higher Valuation?</p><p>IndustryEdu. ServicesPublishingBus. ServicesRE Services</p><p>Multiple8.5</p><p>10.1812.5216.13</p><p>IndustryEntertainmentDiversifiedFinance Serv.Retail Internet</p><p>Multiple12.6119.8235.2942.14</p><p>A 4X Valuation Bump By Hopping Categories</p><p>Source: valuationacademy.com/industry-specific-multiples#FlightClub @RolandFrasier</p></li><li><p>#FlightClub @RolandFrasier</p><p>How To Hop From 10th Past 1st In Search?</p></li><li><p>#FlightClub @RolandFrasier</p><p>Skip Right Past #1 - #9 To New Category Space 0</p></li><li><p>Skip Right Past #1 - #9 To New Category Space 0</p><p>#FlightClub @RolandFrasier</p></li><li><p>How To Appear In Space 0</p><p> Identify Question Queries (Answer The Public)</p><p> Find Queries That Already Have Answer Box Results</p><p> Make Better Content</p><p> Must Be On Page 1, Not #1</p><p> Format To Match Paragraph, List/Table</p><p> Answer Queries In Title, Caption, Label + Header</p><p> Entice Click-ThroughtUsing 6+ Items In List</p><p>#FlightClub @RolandFrasier</p></li><li><p>Ladder Hopping Questions What ladders and what rung are you on now?</p><p> Can you hop to another ladder to move up faster?</p><p> Are you currently in the right value curve? Category? Industry?</p><p> Could you reposition your model to compete better?</p><p> Can you hop to the top of search with Snippets?</p><p>#FlightClub @RolandFrasier</p></li><li><p>This is a sample of bold text on a full color slide. This is good for quotes, stats, dividers, etc.</p><p>#3 Model</p><p>#FlightClub @RolandFrasier</p></li><li><p>Deep Dive Your Competitions Business Models</p><p> Use the Lean Canvas or Business Model Canvas to clone their business models</p><p> Review these models and design your own based on the best parts of theirs</p><p> Experiment with different variations of business models to find the best path</p><p> Gather ideas for tests, test and optimize</p><p>#FlightClub @RolandFrasier</p></li><li><p>Disruption = Applying Different Business Models To Your Industry</p><p> Landlord (Physical/IP)</p><p> Affiliate</p><p> Pay As You Go</p><p> Publisher</p><p> Franchise</p><p> Manufacturer/Sales Rep</p><p> Wholesaler</p><p>#FlightClub @RolandFrasier</p><p> Broker</p><p> Reseller/VAR</p><p> Retailer</p><p> Network Marketing</p><p> All you can eat</p><p> Direct Seller</p><p> Subscription </p></li><li><p>Experiment With Different Pricing Models</p><p> Free (Ad Supported)</p><p> Freemium</p><p> Value Based</p><p> Tiered/Volume</p><p> Feature + Add-Ons</p><p> Low Price</p><p> MSRP/MAP</p><p>#FlightClub @RolandFrasier</p><p> Free + Paid Support</p><p> Cost + or x Cost</p><p> Portfolio/Suite</p><p> Commodity </p><p> Razor + Blade</p><p> Premium/Luxury</p><p> Discount </p></li><li><p>#FlightClub @RolandFrasier</p><p>How Can We Quickly Expose New Sites To Existing Traffic?</p></li><li><p>#FlightClub @RolandFrasier</p></li><li><p>Affinity Traffic: SimilarWeb.com</p><p>#FlightClub @RolandFrasier</p></li><li><p>#FlightClub @RolandFrasier</p><p>How Can We Quickly Build A 1 Million Name Mailing List For A New Property?</p></li><li><p>Modeling Questions What business models are your competitors using now?</p><p> How would you change your existing business model knowing what </p><p>you know about your competitors?</p><p> Can you apply different business or pricing models to your industry to </p><p>disrupt it?</p><p> Whats working for other people in and outside your industry that you </p><p>can adopt to improve your business?#FlightClub @RolandFrasier</p></li><li><p>This is a sample of bold text on a full color slide. This is good for quotes, stats, dividers, etc.</p><p>#4 Iterate</p><p>#FlightClub @RolandFrasier</p></li><li><p>#FlightClub @RolandFrasier</p><p>Product Iteration Should Never StopPSF/PMF + PFM (People + Fun + Money)</p><p>Kaizen ABI ALWAYS Be Iterating</p><p>If you dont someone else will be</p><p>Its why AirBnB isnt Hilton or Marriott </p><p>Its why Newspapers didnt start Craigslist</p><p>Its why Blockbuster never saw Netflix coming</p><p>Image Source: Ash Maurya</p></li><li><p>Build &gt; Measure &gt; Learn Shorten the BML loop with Fast Feedback</p><p> Build MVP First OR Start With Your Existing Product/Service, then Test it.</p><p> Measure Results</p><p> Learn What To Test Next From Data Analysis</p><p> Create Product Iteration that better solves the customers problem. Verify leaps of faith, value hypothesis + growth hypothesis</p><p>#FlightClub @RolandFrasier</p></li><li><p>Accelerate Feedback With</p><p> Mentors: Virtual (Videos, Books, Etc.) + Live (Unpaid Deep Relationships)</p><p> Masterminds: Paid formal + Unpaid informal</p><p> Strategic Partners: From your network, mentors and masterminds</p><p> Fans: Your early adopters and best customers are okay with flawed MVPs. Genchi Genbutsu + Sakichi Toyodas 5 Whys</p><p>#FlightClub @RolandFrasierImage Source: Ash Maurya</p></li><li><p>Business Model PivotsZoom-In</p><p>Zoom-Out</p><p>Technology</p><p>Platform</p><p>Channel</p><p>#FlightClub @RolandFrasier</p><p>Value Capture</p><p>Growth Engine</p><p>Customer Need</p><p>Customer Segment</p><p>Business Architecture</p></li><li><p>Iteration Questions Do you currently have a BML Loop to continually improve PMF</p><p> Are you working with people you like, have fun and make $ with?</p><p> What can you do to accelerate feedback and iterate better + faster?</p><p> How can you best engage your biggest fans in the BML loop?</p><p>#FlightClub @RolandFrasier</p></li><li><p>This is a sample of bold text on a full color slide. This is good for quotes, stats, dividers, etc.</p><p>#5 Leverage</p><p>#FlightClub @RolandFrasier</p></li><li><p>Leverage TIME COP DOC</p><p> Trends</p><p> IT</p><p> Momentum</p><p> Employees</p><p> Customers</p><p>#FlightClub @RolandFrasier</p><p> Ops</p><p> Platforms</p><p> Distribution</p><p> Overstocks</p><p> Content</p></li><li><p>Trendwatching.com is an excellent source of info on innovations and trends across all industries</p><p>#FlightClub @RolandFrasier</p></li><li><p>Ebrace Marketing Trends</p><p>#FlightClub @RolandFrasier</p><p> Audio Personal Assistants (Siri, Alexa, Google Now, Cortana)</p><p> Conversational Commerce (Chatbots)</p><p> Messaging App API Integrations</p><p> Unified Commerce</p><p> Augmented + Virtual Reality</p></li><li><p>Leverage Momentum</p><p> Objects in motion tend to stay in motion.</p><p> Chunk for tiny wins</p><p> Leverage people + businesses that alreadyhave momentum</p><p> OSP = Your super power + others superpowers means no still starts</p><p>#FlightClub @RolandFrasier</p></li><li><p>#FlightClub @RolandFrasier</p><p>OPP = Other Peoples Platforms</p></li><li><p>How Can You Create $50k/Month Of Branded Content For $3k Per Month With No Contractors Or Employees?</p></li><li><p>Reduce Inventory Costs</p><p>Leverage Other Relationships</p><p>Access Sales Rep Networks</p><p>Tap A Customer Base</p><p>Add Brand Affinity Credibility</p><p>Leverage Celebrity</p><p>How Can You Leverage Strategic Partnerships To</p><p>#FlightClub @RolandFrasier</p></li><li><p>Viral: Viral Coefficient &gt; 1.0Stick: Acquisition &gt; Churn.Paid: Marginal Revenue &gt; COCA</p><p>How To Amplify Growth?</p><p>How will your existing customers help you to get more customers?</p><p>@RolandFrasier | Image Source: Ash Maurya</p></li><li><p>The Growth Grid</p><p>@RolandFrasier</p><p>Product Leads Acquisition Activation Retention Referrals (Per Activation) Total Revenue DPL LTV</p><p># # % # % # % # % $ $ $</p><p>Product 1 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 2 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 3 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 4 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 5 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 6 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 7 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 8 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p><p>Product 9 1,000 100 10.00% 10 10.00% 1 10.00% 2 0.2 $1,000 $1 $1,000</p></li><li><p>@RolandFrasier | Image Source: Ash Maurya</p><p>Can You Find The Constraint?</p></li><li><p>@RolandFrasier | Image Source: Ash Maurya</p><p>How To Remove Constraints?</p><p># Of VisitorsPer Week</p><p># Of Leads Per Week</p><p># Of Trials/Renewals</p><p># Of ReferralsPer Week</p><p>Revenue</p><p># Of Leads Per Week</p><p># Of Customers Per Week</p><p>Goal</p></li><li><p>Successful Leverage Plays Dropbox, Uber, Harrys, Groupon, Blue Apron = </p><p>Bribes</p><p> One Plus, Naked Wines + Gmail = Waiting List + Invites</p><p> Etsy, Udemy, Tinder = Live Events</p><p> Facebook, Lyft + Yelp = Geo Launch</p><p>#FlightClub @RolandFrasier</p></li><li><p>This is a sample of bold text on a full color slide. This is good for quotes, stats, dividers, etc.</p><p>Thank you!</p><p>#FlightClub @RolandFrasier</p><p>Slide Number 1Can You Finish The Maze In 20 Seconds Using Just Your Eyes?Can You Finish The Maze In 20 Seconds Using Just Your Eyes?Lateral Thinking:Move outside the implied rules of the systemDisruptive Thinking: Make new rules or a new systemSlide Number 6Think LaterallySlide Number 8Apply Lateral ThinkingSlide Number 10Slide Number 11Slide Number 12Slide Number 13How Can You Raise Email Delivery, Open + Click-Through Rates?But Tech Isnt Enough. SoSlide Number 16People Think In Ordered ListsBeerBrands Find New CategoriesTheres Always A New CategorySlide Number 21Slide Number 22Slide Number 23Slide Number 24Slide Number 25Slide Number 26Slide Number 27Slide Number 28Slide Number 29Skip Right Past #1 - #9 To New Category Space 0Skip Right Past #1 - #9 To New Category Space 0How To Appear In Space 0Ladder Hopping QuestionsSlide Number 34Deep Dive Your Competitions Business ModelsSlide Number 36Disruption = Applying Different Business Models To Your IndustryExperiment With Different Pricing ModelsSlide Number 39Slide Number 40Slide Number 41Slide Number 42Modeling QuestionsSlide Number 44Product Iteration Should Never StopBuild &gt; Measure &gt; LearnAccelerate Feedback WithBusiness Model PivotsIteration QuestionsSlide Number 50Leverage TIME COP DOCSlide Number 52Ebrace Marketing TrendsLeverage MomentumOPP = Other Peoples PlatformsSlide Number 56Slide Number 57How To Amplify Growth?The Growth GridCan You Find The Constraint?How To Remove Constraints?Successful Leverage PlaysSlide Number 63</p></li></ul>