Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
Here’s how I got my first B2B customer ($300k) after 6 iterations of my sales cycle:
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
I was working for KangarooHealth, a remote patient monitoring startup in 2020, as their first non tech hire. We were a platform that synced your health metrics from your medical devices - BPM, weight, blood glucose, etc onto the cloud for your doctor and loved ones to monitor. We used AI to triage high risk patients.
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
At the beginning of 2020, the pandemic started, so this presented enormous opportunity for us to get our product into people’s hands. Iteration 1: I would put together a list of 6-8 doctors’ clinics in my founders’ area, and she would go in person to talk to doctors. Didn’t work because doctors are busy.
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
Iteration 2: We would send them gifts/swag and hope they would notice us. We hoped that by emulating big pharma, we would appear much bigger than we actually were. Wasted a bunch of money on swag because when they looked us up, our website was shit and looked sketchy 💀
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
Iteration 3: Investor network. Got some warm intros, but no deals done because we were too new. No one wants to put their patients at risk with an new AI medtech product. Nature of the health industry to be really adverse to new tech.
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
Iteration 4: Cold emailing. We cold emailed using a database and a few different email domains. Doctors get hundreds of emails a day from other specialists, patients, etc. we were lost in the sauce. Also, they get a ton of emails from other pharmaceutical reps too.
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
Iteration 5: Cold calling. The third day and 150 calls later I cried in front of my founder because I had only gotten nos. When I did get through, it was to the clinic manager. The clinics’ manager job is to reduce noise and increase op flow for the drs and patients. We were just a spammy rep to them.
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
Iteration 6: Faxing. After getting a few yes’ in my second week cold calling, clinic managers would ask me to send a follow up fax with info. Now, faxes are only used for important information, like bloodwork or prescriptions. Everyday office managers sort 10s of faxes, without really looking at the specific content.
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Sam is at FarCon ✦ pfp
Sam is at FarCon ✦
@samantha
We realized that we could just fax our product info to the doctors and it would get to their desk without having the office manager gatekeep the content, because they only sort faxes, they don’t read them. And that’s how we got our first sale! Through a fucking fax 😹
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ken pfp
ken
@tipsysquid
amazing how communicating through a different medium can instill authenticity. this is a great social hack!
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