Cross the Chasm to Sales Growth in Your Start Up
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Cross the Chasm to Sales Growth in Your Start Up

Get your first customers to come back for more and tell their friends. The best way to grow is by Word of Mouth.
4.4 (9 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
975 students enrolled
Created by Peter Urey
Last updated 2/2015
Current price: $10 Original price: $20 Discount: 50% off
5 hours left at this price!
30-Day Money-Back Guarantee
  • 1 hour on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Build confidence in making the investment required to win your first clients
  • Teach you the technique for turning your first clients into recommenders
  • Prevent you from wasting your money on the wrong sort of sales activity
  • Give you a full appreciation of the six areas that customers can rate you as a business before deciding to tell their friends
  • Help you understand the core concepts of sales strategies which are proven and used by the most successful business whatever their size
  • Get you making your first sales which helps eliminate the stress of a start up business
View Curriculum
  • Entrepreneurial drive
  • Severe distaste for wasting your own money
  • Passion for making sales
  • Sincere desire to understand and meet the needs of customers
  • Willingness to explore the experience of those who have trodden the path before

Discover what the best authors on Start Ups have to say before deciding to invest time and money buying and reading their text books.

The Chasm was identified by start up guru, Geoffrey Moore in his classic "Crossing the Chasm."

It's the slump in revenues between the initial burst of sales after launch and long term sustainable growth in mainstream market. It's the killer for most start ups and we tell you how to avoid languishing in it before you run out of cash.

All start ups have to Cross the Chasm. In this course we describe the two ways to do it as outlined by Moore in his world renowned books. They are mandatory reading before going into business. You get the summary in this course so you can get off to a good start before reading the books in full.

We also highlight the single most important maxim in business growth from Fred Reichheld in "The Ultimate Question."

"The only way to grow a business is to bring your customers back for more and get them to tell their friends."

Take this course and learn how to do it.

Also learn about Ansoff's Matrix and the 4 selling situations in which you will be required to turn customers into unprompted advocates. Each situation requires a different approach and we will teach you what to do in each case when you take this course.

The business genius, Ansoff, identified the four situations you will logically encounter as a start up.
You will be either selling
Existing Products to Existing Customers,
New Products to Existing Customers,
Existing Products to New Customers,
or the most difficult New Products to New Customers

In each situation, the way you win new customers and turn them into your best marketing assets will change and we tell you what to do in each scenario.

Understand what customers are most concerned about.
Address their fears and get them to tell their friends that you got it right.

Learn about the six points where customers will judge you.
Knowing about the 6 customer touch points will focus you on the right places to invest time and money.

Understand and meet customer needs consistently to the point that they recommend and become your sales and marketing engine.

This proven approach will save you time, money and build your confidence.

This is the fastest way to familiarise yourself with the work of the best thinkers in the field of business start ups.

We look forward to working with you as you take this course.

Who is the target audience?
  • Anyone giving serious thought to the most effective way to win new customers for their start up business or to help prepare their business plan
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Curriculum For This Course
Introduction and Intended Outcomes
1 Lecture 04:16

We work on the assumption that the only way to generate sustainable sales for a start up is to identify the clients who will gain most from doing business with you and to get them to come back for more and tell their friends.

There are two ways to make contact with your first mainstream customers and six points of contact where they can pass an opinion on you and decide if it's worth recommending you to friends.

Humans are fundamentally riddled with fears and if you can relieve the appropriate fear and create the story that others can tell on your behalf then you will generate sales at low cost and with maximum impact.

Preview 04:16
Crossing the Chasm
2 Lectures 08:21

Here we begin your introduction to the concept of The Chasm. It's the gap in time and sales between finding your first sales and breaking into the richer and more predictable mainstream markets. The faster you leave The Chasm the better.

Preview 03:10

There are two ways to engage with your first customers and start turning them into people who will advocate to the Mainstream clients. One is to target and contact based on being outbound into the market. This is known as the Bowling Pin Model based on Crossing the Chasm by Geoffrey Moore. The other is the Freemium which relies on bringing clients to you because all costs in early adoption have been removed. Try it without risk before engaging more fully. This is common in software as a service sales.

In both cases the objective is turning your best customers into advocates - the proven and most impactful way of generating sustainable sales revenue.

The Two Ways to Engage Your First Customers
The Ultimate Question
1 Lecture 02:58

The Ultimate Question tests how successful you are in converting your best customers into people who come back for more and tell their friends.

Preview 02:58
The Basic Concepts of Sales Strategy
2 Lectures 10:14

The lecture highlights the 6 points at which customers will form their opinion before recommending to their friends.

The 6 Customer Touch Points

We identify the points at which a customers touches your business and can pass an opinion before deciding to recommend. The emphasis shifts across these points according to which strategy you have adopted. Here we describe in more detail what the touch points mean at the level of practical execution and the emotional response of your clients.

Preview 08:00
The 4 Strategies and Handling the 6 Touch Points
6 Lectures 26:09

Ansoff applied common sense logic to the 4 different sales scenarios. He identified new and established markets and new and established products and the 4 combinations. Sales strategy has a different emphasis in each case.

Ansoff's Matrix

Logically you will be working either with a new or existing product and new or existing markets (customers) which means there are four combinations of start up type and four proven strategies that work best. We describe the scenarios and the typical client concerns and the broad approach to winning new business.

Preview 04:38

Using the example of the Dell PC launch, the requirement is to find a differentiator which allows you to promote a plausible message on price. Dell took cost out of the supply chain and passed it on to customers. The market were easily persuaded that it was a commodity product equivalent to the existing market leader and that provided Dell could "deliver" on the promise of direct delivery the choice to switch would be an easy one.

Established Products into Established Markets

In this scenario focus on the advantages of the unique selling point of the new product. In this case study we look at the All in One printer which initially faced market resistance because of the fear that it might represent a central point of failure - one bit fails and you lose all four devices. The imperative was to allay all fears by proving them to be baseless and promoting the message at every opportunity.

New Products into Established Markets

In this scenario the market already have clear expectations and prior experience. You will need to focus an a salient aspect of the product which gets the market talking and promote the advantage with a singleness of purpose. You may need to leverage a price advantage which provides a good reason to buy but support it by promoting the feature which makes the market sit up and take notice.

Established Products into New Markets

This is the most difficult scenario a start-up can face. You are disrupting the market so the promise of future benefits needs to be life changing. You will require evangelical zeal and your people need to believe with near biblical levels of passion and sincerity. You may regard the concept as the best thing since sliced bread but remember that once upon a time the market was sceptical even about that concept.

New Products into New Markets
Summary of Strategic Technique and Actions
1 Lecture 06:28

In this lecture we summarise the key lessons from Crossing the Chasm, the Ultimate Question, the 6 Customer Touch Points and Ansoff's Matrix to help you form a Sales Strategy for Growth irrespective of your circumstances. We add some practical tips on getting your message across

We introduce the concept of sales growth being like getting a viral conversation started and simplifying the key message into 12 words or less

Preview 06:28
About the Instructor
Peter Urey
3.7 Average rating
252 Reviews
11,340 Students
20 Courses
Business Coaching Courses for when it's hard to ask for help

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About Peter Urey.
Trained to advanced level in personal coaching techniques including Clean Language and Symbolic Modelling, Hoshin Planning, Business NLP and HP's Leadership Development Programme.
Experienced coach for Hewlett Packard, Symantec, Canon, Epson plus many more.
Educated in Law at University of Oxford.
Aged 56, married 29 years, 3 adult children.
Student of Clean Language and Symbolic Modelling under Marian Way, author of Clean Approaches for Coaches.
Black Belt in Karate.

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