How to Craft a Successful Go-to-Market Strategy ; Startups Slaying Go-To-Market; Your Go-to-Market Guide with Mona Bijoor, Founder JOOR

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Hey, It's Alex!

Welcome to your Weekly Traction Briefing, where we break down how to Get Sh!t Done and grow your business. If this briefing is helpful to you, share it with your friends so they can grow with you & thousands of other entrepreneurs.

🍵 THIS WEEK'S TEA

Looks like another founder may be off to prison for trying to play the "growth at all costs" game JP Morgan paid $175M for Charlie Javice startup for them to find out it may be a bunch of lies. But my question is - how did JP Morgan's legal team miss that? Looks like Nasty Gal founder is launching an SPV so you can invest in startups. The go-to-market is actually unique. There are some dope women building sustainable food systems. Did you know that it takes startups on average 4 years to even start scaling? Startups that try to scale too fast fail more often. Maven's decade-long journey to product market fit should inspire you to stop trying to scale fast. Get their timeline and strategies here.

Let's get into your weekly briefing!

💸 HERE'S YOUR TRACTION BRIEFING

Founder: Mona Bijoor | Company: JOOR | Location: New York, NY

Receipts: Mona is the mastermind behind JOOR, the go-to online global B2B marketplace connecting brands and retailers, and a pro at building successful marketplaces across consumer and luxury goods industries.

💸 HERE'S YOUR TRACTION BRIEFING

How To Get Customers To Say Yes - Particularly In The Early Stages

Create FOMO -"We went live with 40 brands and from there we could say, "We have Diane Von Furstenberg on, we have Rebecca Minkoff on, we have Rag and Bone on - you’re not on! "Because it was a marketplace, we could say they are looking at Diane’s catalog but they are not looking at your catalog. You’re missing out." - Mona Bijoor - Want to get early customers on board with your business idea? Use the power of FOMO! HERE is how Mona enticed early customers to join her platform by creating a sense of urgency!

🛠️ MORE TOOLS TO GET IT DONE: 7 Great FOMO Marketing Tactics That Drive Sales here

🤗 JOIN THE COMMUNITY: Ready to grow your revenues consistently? Want access to the right people & expand your network? Tired of going at it alone? Join our community membership waitlist here.

How To Build An Efficient & Frictionless GTM Strategy

Apply the Kanban Methodology - Mona swears by The Kanban Methodology for improving her GTM strategy. The Kanban method is a great way to manage your workflows and optimize them for success. It's especially helpful when creating a go-to-market strategy, as it gives you a visual representation of the tasks that need to be done and the progress you're making. This can really help you identify any bottlenecks, prioritize your tasks, and improve your overall efficiency. Learn exactly how Mona uses this method for success HERE.

🛠️ MORE TOOLS TO GET IT DONE: Get Nicole Bassett's tips to crafting a successful GTM strategy HERE.

How To Develop A Successful Go-To-Market Strategy

Keep Iterating - "Go-to-Market is never one and done. You test a lot of things. All you’re trying to do in the early stages is trying to get better instincts around your business so you can make better judgement calls with data going forward." - Mona Bijoor. In the early stages, a lot of trial and error will be involved in crafting your GTM strategy. Keep testing and iterating your tactics to sharpen your business instincts and make data-driven decisions for future success. HERE is how Mona successfully experiments with each tactic.

🛠️ MORE TOOLS TO GET IT DONE: Get the best practices for testing HERE.

THIS WEEK'S GROWTH GUIDE

Take the unknown out creating a successful Go-to-Market Strategy.
Learn how to scale by mastering different growth channels in the Traction Library.

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A Step-by-Step Guide for Scaling to $1M with Paid Ads, Anna Konchar Owner Anna Konchar

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🍵 Here's Your Weekly Tea

The state of tech does not represent the economy.  I needed to hear this going into the new year walking the streets of Mexico City and listening to Pivot with the QUEEN Audi Cornish. She’s right. Tech is not a great indicator of how the rest of the world is doing. Why? An exorbitant amount of cash funds many tech companies that often use the cash to overindulge in things like hiring. The “rationale” is that the more bodies, the more output. Here’s the thing - the tech layoffs you're hearing about every day are not a signal the economy is doing “bad”. It’s a signal that tech companies have to stop yo-yo-ing with people’s livelihoods to achieve growth at any cost. Did Amazon need to hire 300,00 people in 2020? No. Did Facebook need to hire 23% more people in 2021? No. Did Twitter need 7k employees? No. These companies (Minus Twitter. They were just a mess in general) were trying to capture artificial value inflated by a once-in-a-lifetime pandemic that left us at home stranded and stuck shopping and on social media. Unfortunately, the employees suffer from the greed of these companies. So turn off those news notifications and take a deep breath, babe! There's REAL value to be made in business this year. Let's get it!

Let's get into your weekly briefing!

💸 HERE'S YOUR TRACTION BRIEFING

Founder: Anna Konchar | Company: Anna Konchar | Location: Des Moines, IO

Receipts: Marketing Queen Anna Konchar went from scaling political campaigns to scaling her own business, raking in a cool $4M in just 4 years, all while working a leisurely two days a week!

Here's your traction playbook...

How To Run Experiments Through Facebook/Instagram Ads

Test Your Ideas - "As far as finding my ideal audience, what I actually do is I use Facebook and Instagram ads to test out ideas for me and my clients - almost like a focus group."- Anna Konchar. Anna is a master of experimenting through Facebook and Instagram ads to test out her ideas and to find what works! Her top tips: 1. Come up with a few ideas to test, about two or three should do! Get creative and don't be afraid to try new things. 2. Get crystal clear on who your ideal client is, understand their demographics, interests, and pain points. 3. Connect with them by telling them your company's big why and how you can help them solve their problems. 4. Always keep experimenting, track and measure your results and tweak as necessary until you find the winning formula. Get her in-depth playbook here.

🛠️ TRACTION TOOLS: How to get it done...

Get Facebook advertising trends & tips to succeed in 2023 here . How businesses test and learn through experiments here. How you should be thinking about performance and ROI when paying for ads on social platforms. Joy Tang, Founder of Mai, teaches you how to use ads to you saturate your market. Learn more here.

How To Get Your Visitors To Convert

Create a Funnel That Works - Creating a funnel that works is key to turning visitors into customers. Just like a real-life funnel narrows at the bottom, the goal is to guide your visitors towards a specific action, such as making a purchase or signing up for a newsletter. A well-designed funnel can increase conversions by making it easy for people to take the next step in their customer journey. It also helps you identify where people are dropping off, so you can make adjustments and improve the overall effectiveness of your funnel. Without a solid funnel, you're leaving money on the table. With a great one, you're watching conversions soar! Get her actionable tips here.

🛠️ TRACTION TOOLS: How to get it done...
How to create a powerful marketing funnel. Get the step-by-step guide here. How she built a marketing funnel to convert their PR Here's how Julie Schechter, Founder of Small Packages, used this strategy to 5X her revenue.

How To Work Less and Still Earn

Reinvest In Your Business - Anna has been able to escape the grind that comes with corporate America by creating a successful business. She not only works less, but she also makes approximately $1,000,000 each year. Anna knew from the get-go that if she wanted her business to soar, she had to put her money where her mouth is and invest in growing it. She also knew that her time is valuable and that she shouldn't waste it on tasks that didn't bring in the dough. These key tips allowed her to make more money while working fewer hours. Learn more here.

Support Anna in Scaling Impact: You can find Anna here and you can also learn how to make passive income everyday here.

🤓 ACCESS YOUR TRACTION LIBRARY: Whether you are struggling with a limited budget or don’t know what channels to focus on, the Get Sh!t Done Traction Library is here to support you. Access your library here.

JOIN THE COMMUNITY: Join our community membership waitlist here.

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How to Use Organic Marketing to Scale to 7-Figures; Finding Your Target Audience; Owning Your Marketing Data with Ceata Lash, Founder PuffCuff

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Hey, It's Alex! 💛

Welcome to your Weekly Traction Briefing - your 5-min weekly growth playbook where we break down what's happening in business, how to Get Sh!t Done, and how to grow. If this briefing is helpful to you, share it with your friends so they can grow with you & thousands of other entrepreneurs.

🍵 THIS WEEK'S TEA

I think we should all breathe a bit. Seeing how some stepped up for SVB makes me a bit hopeful. To be fair, many of these other banks will have a stellar quarter from companies and individuals moving money. What we do NOT want is there to be a high concentration in big banks. Regional banks are necessary. BUT there's still a huge problem and it disproportionately affects communities of color and regions with high rates of unbanking. SVB has a huge opportunity to diversify and not be so concentrated in tech. Quite frankly, I'm interested in seeing how non-big tech industries are innovating. Speaking of concentrated risk - only 5 people maintain Bitcoin. Only 1 is a woman. I think a lot about scaling unintended consequences. What happens when something gets so massive and there are only a few gatekeepers that don't look like you? The lack of women leadership seems to be spreading like wildfire. There are now NO women leading big tech companies. With departures of people like Susan Wojcicki and Sheryl Sandberg, Silicon Vallye is now an even bigger boys club. This isn't just a problem in big tech. High-profile leaders like Jacinda Arden are stepping down to prioritize themselves. I'm here for it but also worried. With all the progress being made, it seems like we're taking steps back. These women aren't the problem. Dissecting why women step down tells me that the system is suffocating them.

🤗BECOME A MEMBER: Ready to grow your business? Join a powerful, hyper-connected, and supportive community helping you grow your business, reduce overwhelm, and teaching you how to hit goals consistently. Explore our membership HERE. Accepting New Members for Q1 2023 until March 31st.

👑 Founder: Ceata Lash | Company: PuffCuff | Location: Marietta, GA

🧾 Receipts:  From being a freelance graphic designer to building a 7-figure business, Ceata has used her husting skills to engineer her dream product and successfully brought it to market. She has now created a successful and well-known brand from nothing more than an idea.

💸 HERE'S YOUR TRACTION BRIEFING

Your Target Market Might Not Be Your Actual Market

Keep Testing - Testing is an essential part of product development and a great way to discover the reasons behind why people are attracted to your product. Through testing, you can get feedback from your target audience and use it to customize the features that matter most to them. It also allows you to identify any potential issues or concerns and make adjustments before launch. Taking the time to test your product can go a long way towards helping you better understand your target customers and ultimately find your product's perfect fit. Learn how PuffCuff did it HERE.

🛠️ MORE TOOLS TO GET IT DONE: 5 Steps to Find Your Target Audience(With Examples!) HERE.

Own Your Data

Build Over Buy - "Own as much of your data as you can - Own your customers - Ceata Lash. Owning your own data is an essential part of any successful marketing strategy. By collecting first-party data, you can personalize your messaging and create stronger connections with your target audience. Plus, having access to your own data can help you identify opportunities and generate reports so you understand your customers better. In the end, owning your own data allows you to diversify your marketing portfolio, maximize ROI, and ultimately boost conversions. HERE's how Ceata did it.


🛠️ MORE TOOLS TO GET IT DONE: Learn how small businesses can make data-driven marketing work HERE.

All Money Is Not Good Money

Be Selective When Seeking Funding - When it comes to accepting funding, it's important to be selective and have a strategic plan in place. It's essential to take into account not only the potential money you may receive but also the potential pressure and risk of losing ownership of your company. Building a strategy that includes an effective repayment plan can help ensure that accepting investment won't lead to a loss of control or ownership. Additionally, this strategy can help set you up for success as you scale your business. Learn more HERE.

🛠️ MORE TOOLS TO GET IT DONE: Understand your relationship with money HERE..

RSVP TO THIS MONTH'S TRACTION TRAINING

• Thursday, March 23rd @ 1pm EST: Q2 2023 Planning Party: Create Your Growth Strategy, Plan & KPIs. RSVP

• Wednesday, March 29th @ 1pm EST: Ethical Storytelling for Founders: How to Sell Your Vision with Confidence. RSVP

• Thursday, March 30th @ 7pm EST: Tea & Town Hall ☕. RSVP

THIS WEEK'S GROWTH GUIDE

Learn PR for entrepreneurs, how to measure and understand the ROI of press, and how to DIY, etc.
Learn how to scale by mastering different growth channels in the Traction Library.

🤗 BECOME A MEMBER: Ready to grow you? Join a powerful, hyper-connected, and supportive network helping you grow your business, reduce overwhelm, and teaching you how to hit goals consistently. Explore our membership HERE.

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With Love & Impact,

Alex Batdorf
Chief Get Sh!t Done Officer

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How To Get To A 98% Sales Conversion Rate and Hit A 12,000% Engagement Rate!🤯 with Kate Bradley Chernis, Co-Founder & CEO Lately

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🍵 Here's Your Weekly Tea

Last week, I spoke to a community of entrepreneurs just starting. Someone asked my thoughts on branding. Around the same time, someone else asked if I could stop using cuss words while I spoke. I proceeded with my potty mouth and the person who didn't like the cussing decided it wasn't for them. I respected the hell out of that decision! It was the PERFECT case study in real time. One of the primary failures I see founders make in positioning is trying to be for everybody. Sorry to break it to ya babe but you're not selling air . While it's important to be clear on who you serve, it's just as important to know who you do NOT serve. When you aren't clear on the latter, your brand doesn't stand for anything and suffers in communication from sales to marketing to fundraising, etc. The coolest thing about what happened was that it was clear who our brand spoke to based on who showed up and stayed and who left. I LOVE THAT! Indifference leads to inaction. Great brands make you want to do something.

Let's get into your weekly briefing!

💸 HERE'S YOUR TRACTION BRIEFING

Founder: Kate Bradley Chernis | Company: Lately | Location: New York, NY

Receipts: AI tech co-founder, Kate is the queen of marketing and sales. She's been able to get Lately to nearly a million in ARR, has raised 3.7 million, hit 98% conversion rates and increased her clients' engagement by 12,000%.

Here's your traction playbook...

How To Get A 98% Sales Conversion

Build Trust - Lately has been able to hit 98% conversion by building trust, not only with their community but across their entire industry. Using their own technology, they have created content that resonates with their target audience. This has worked really well for them. According to Kate Bradley Chernis, Lately has been mentioned by someone online at least once everyday. They are now seen as an authority in their field and have so far been able to hit a staggering 98% conversion rate!

🛠️ TRACTION TOOLS: How to get it done...
Everything starts with trust. Learn more here. Slay Your Sales: Learn here how Sophia Stone scaled a 7-Figure Fintech business by mastering sales. 5 Ways To Build Trust In Your Sales Processes: Here.  

How to Kill It At Marketing

Master One Thing At A Time -  "You don’t have to be everything to everyone, you only have to do one thing really well. And once you can do that well then you can do the next thing. So don’t do paid, owned, and earned - don’t do it all. Pick one. Pick one channel." - Kate Bradley Chernis. Taking a one-channel-at-a-time approach gives you the opportunity to master each one. It also gives you more insight into what's working for your business and what's not. Because let's face it, not every marketing channel is right for your needs.

🛠️ TRACTION TOOLS: How to get it done...
Here are the 4 P's in marketing that you need to consider when choosing a marketing strategy. What Marketing Channels Should You Add To Your Strategy?: Here's how to determine which channels will work best for your business and long-term goals.

How to Navigate The Ups and Downs of Entrepreneurship

Timing is Everything - Entrepreneurship is lawless. It comes with constant ups and downs, and you will probably fuck up more than once. Kate's greatest takeaway from her broad experience is that timing is everything. Every mistake that they have ever made has led them to where they are and will be a factor in their continued success. So when the lows get low, know that they are stepping stones for greater things to come.

Support Kate in Scaling Impact: Kate is looking for investment to help her scale Lately even further. Feel free to connect with her here

🛠️ JOIN A COLLABORATION: Get it done together...

*There are limited spots to join our collaborations for non-members

• October 26th @ 1PM: Operations Office Hours & #AskMeAnything: Get feedback on how to set up and scale your company operations. RSVP here.

• October 27th @ 6PM: How to Navigate Setbacks in Entrepreneurship: Get the frameworks for getting to your most brilliant ideas following a setback. RSVP here.

• November 10th @ 12pm EST | The Don't and Don't-You-Dares of Copywriting: Join copywriting expert Kate Bradley Chernis for a tactical, cliff-notes-style run-through of writing essentials that will make you lean forward and think DUH.. RSVP here.

JOIN THE COMMUNITY: Join our community membership waitlist here.

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Learn Customer Acquisition Unit Economics, 7-Figures Bootstrapped Before Raising Capital with Lauren Nagel, founder Scale It For Me LLC.)

You're viewing an archive of Get Sh!t Done Weekly Email Traction Briefings. Join free to receive your weekly 5-minute growth playbooks & grow alongside thousands of entrepreneurs

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🍵 Here's Your Weekly Tea

I’m sure you’re probably tired of hearing about the same ol’ guys getting funding. You know - Steve from Stanford. There’s a reason Steve from Stanford keeps getting funding. No, it's not what people usually complain about. I’m going to be hella real with you and you’re probably not gonna like the reality but here goes... It’s VERY rare for founders to get a deal off of an "idea" from institutional investors. There’s a HUGE difference between VCs and friends and family - don't conflate the two. In the rare chance when a "napkin deal" happens, it’s typically because that founder had a prior exit and/or has successfully fundraised before.  Can I let you in on something else? Founders who successfully fundraise signal or show investors that they can successfully raise another round because that's the name of the game. Once you raise, many founders keep raising until an exit. It's exhausting AF. How is fundraising ability signaled to investors? Through your network. Stanford Steve has access to a network that has the money to invest in the next round. Annoying? Yeah. But it is what it is. So what can you do? "Well if you don’t have that network, then you will have to raise capital on the merit of your business. That’s a higher bar to clear and requires more work and often bootstrapping." Aren't you happy Get Sh!t Done is all about that #Traction?  Get the fundraising

Let's get into your weekly briefing!

💸 HERE'S YOUR TRACTION BRIEFING

Founder: Lauren Nagel | Company: Scale It For Me, LLC | Location: San Jose, CA

Receipts: A marketing Queen and serial entrepreneur, Lauren Nagel has led marketing departments and has also scaled her business to the millions - even before seeking any funding. She's been able to do this by implementing scrappy marketing and understanding customer acquisition.

Here's your traction playbook...

How To Master Organic Marketing

Find The Voice Of Authority: Lauren Nagel's strategy for successful organic marketing is pretty straightforward. She looks for voices of authority within a specific industry. And by voices of authority, she doesn't mean traditional brand ambassadors, but rather people within the industry whose judgement and advise is trusted and sort after. People whose stamp of approval means everything. By acquiring this group of people, she is able to influence others to jump on board with her idea. Learn here how they use this strategy.

How To Validate Your Concept & Save Money

Cut Off The Middle-Man & Go Directly To Your Customers: Interview the users of your product at scale, i.e. interview as many people as possible. The best way to know if your product/service actually serves a purpose is by speaking to who it will serve. Although research from other sources is still necessary, the only way to validate your concept is by speaking and listening to your target customers. Here's how Lauren and Scale It For Me did this.

How To Lower Your Customer Acquisition Cost

Understand Your Unit Economics: - "The kind of holy grail is this LTV to CAC ratio, and you want an LTV to CAC ratio of 3:1 or greater. If your LTV to CAC is below that number stop. Reevaluate your product, create more value so you can charge more or go into a less expensive way to acquire your customer." - Lauren Nagel. The best way to know if your customer acquisition strategy makes sense is by understanding your unit economics. Get granular and find out how much is would cost to acquire one customer. Do the math. If the math doesn't add up, change your strategy and find cheaper ways to go about customer acquisition. Learn here which numbers you need to look out for when building your customer acquisition strategy.

Support Lauren in Scaling Impact: If interested, try out FindKeep.Love as an advertising platform, or simply tell your friends about their services.

TRACTION TOOLS: How to get it done...

• Orgasmic Operations® = Pleasurable Profits: Learn how operations play into the client-facing side of business - sales, onboarding, user experience, etc. Secure your spot here.

• Your Team’s Orgasmic Operations® Support: Learn how to define roles for your team so you can successfully handle project management, team communication, etc. Secure your spot here.
  

• LIVE Office Hours & AMA: Come to ask questions and get feedback on how to set up and scale your company operations. Secure your spot here.

• Set Yourself Up For Growth From Day One In Your Business: Learn how to set yourself up to scale your impact from the very start of your business, and do it on your own terms. Secure your spot here.

• The Ultimate Guide to Calculating, Understanding, and Improving CAC in 2022: CAC is an important business metric. If you want to earn a profit while increasing your customer base, learn more here.

• Focus On The Unit Economics: Here's how our Queen Millie Tadewaldt focuses on positive unit economics to fuel scale of a multi-million dollar empire without funding.

• Validate Your Idea: Tiffany Dufu validated her concept with a landing page. Find out how here.

• Benefits of Brand Ambassador Marketing: Here's why your business could benefit from brand ambassador marketing.

JOIN THE COMMUNITY: Join our community membership waitlist here.

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She Bootstrapped to $100M Valuation (NO VC) 😱 How to Scale Storytelling & Sales with Stephanie Nadi Olson, founder We Are Rosie

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🍵 Here's Your Weekly Tea

Cardi B should be a case study on how to amplify others in business. The quintessential of "don’t talk about it, be about it." From Meg the Stallion to Normani to GloRilla. Here’s what I love about how Cardi moves - she’s unapologetically all that she is while making room for others. This is unfortunately rare in startups where we are socialized to be paranoid about "competition" and cutting each other down. The beauty of Cardi B’s collaborations is in how she speaks love into them. Many of the women she has collaborated with in the last couple of years have leveraged her star power to move ahead but she doesn’t hold that over them. On the contrary, she uses her platform to talk them up and tells the world why they deserve to be there. I rarely see this in the music industry, let alone business. None of us rise without others speaking love into us and into rooms we wouldn’t otherwise have been considered for. Remember Cardi B the next time someone needs you to speak love into them. There’s enough room for us all. Stop holding your breath.

Let's get into your weekly briefing!

💸 HERE'S YOUR TRACTION BRIEFING

Founder: Stephanie Nadi Olson | Company: We Are Rosie | Location: Atlanta, GA

Receipts: After quitting her job, Stephanie went on to create a multi-million dollar platform that connects big brands to top-notch marketers. Her success has largely come from her amazing ability to use storytelling in her sales and marketing to help her close deals and get the word out there.

Here's your traction playbook...

How To Master Sales Through Storytelling

Learn How To Tell Your Story:  "The best sales is storytelling and it’s really conversational. You don’t need to go read a book about how to sell. Go learn how to tell a story, go learn how to be really engaging in conversation, go do improv, go figure out how to listen to to people really well." - Stephanie Nadi Olson. While many people assume there's a playbook on how to be a great salesperson, they often forget the human element that comes with selling. Learning how to convey your messaging in a way that resonates and paints a picture will perhaps be the greatest sales skill you'll ever gain. Learn how Stephanie Nadi uses storytelling to boost her sales here.

How To Use Organic Marketing

Never Underestimate The Power of Word-of-Mouth: Have you ever had an experience that was so good you just had to tell your friends about it? Whether it's a new service or a new restaurant, your seal of approval would probably influence their future decisions on the same experience. Word of mouth is one of the most powerful ways that you can use to advertise your business. The key to great word of mouth marketing is providing consistently exceptional service to your customers so you are always their first referral. Here's how We Are Rosie leveraged WOMM to grow their business by 60% in one year.

How To Get People On Board With Your Vision

Communicate Your Why: We hear it all the time, define your why. The importance of having a clear why for your business is that it makes people understand you and your motivation for running your business. It is the best way to draw in not only partners, but also employees who are excited about your vision and mission for the company. Your why draws out empathy and also helps you get to your what. Here is more on Stephanie's why and how it influenced We Are Rosie's growth.

Support Stephanie in Scaling Impact: If you know any marketers who could use We Are Rosie, please send them their way!

TRACTION TOOLS: How to get it done...

• Your Team's Orgasmic Operations Support: This session will talk about how to define roles for your team to handle things like project management, team communication, knowledge base, etc. Secure your spot here.

• Set Yourself Up For Growth From Day One In Your Business: Learn how to set yourself up to scale your impact from the very start of your business, and do it on your own terms. Secure your spot here.

• Effectively Use Word-of-Mouth Marketing To Scale: Here's how our Queen Ceata Lash used WOMM to scale to 7 figures

• Tips On How To Use Storytelling In Sales: Storytelling can help you hit your sales quotas faster. Learn how to use it here.

• How To Draft Your Why Statement: Learn how to effectively communicate your purpose here.

• Master Sales: Learn how fellow Queen Stephanie Neale bootstrapped a 7-figure consultancy and mastered sales here.

JOIN THE COMMUNITY: Join our community membership waitlist here.

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