HTE407BKK
Lead Generation Sprints through Design and Hustle
Faculty
Leart Zogjani
Founder of Skins Agency, co-founder of Symbolt.io
Course length
Duration
Total hours
Credits
Language
Course type
Fee for single course
Fee for degree students
Skills you’ll learn
Overview
This course is almost a fully practical approach, and thus, may be considered as a “bootcamp with real-life drills for customer acquisition” that will help you find and use the mechanics of how to understand a target audience. Through the course, you will be able to build a lead list for your start-up and potentially find your first few customers. This course will challenge you to do and build your own theoretical concepts a posteriori from your first-hand experience.
Learning highlights
- The objective of this course is to help you walk through the initial process of user and/or customer acquisition for your business. By the end of the course, you should be able to replicate the process for any other business and have a clear understanding of the top of the sales funnel, understand how to design for a particular audience, and how to build the right communication for it.
- You will learn how to find where your audience lives, how their psychographics play a role in your sales and marketing, and how to build relationships which can bring revenue to your business.
Course outline
15 classes
Session 1 Diagnosis
Going through a diagnostics (discovery) session, we will simulate the process with a few use cases from the class. During this process, you will clear out your short-term vision, will clarify your current state, and make a clear plan of action for bringing the vision to life.
Session 2 Users vs. Buyers vs. Decision maker
In this session we will first map out the value chain of the start-up to clear out who are the decision makers, the users, and the buyers throughout the B2B sales cycle; whereas we will try to look at the decision making process of the B2C businesses. We will show some use cases and then each of you will clarify and build your own chain, and pinpoint the people to target in the organizations. For each target audience, you will find the channels through which they can be reached while leveraging your current resources. You will try to get in touch with them.
Session 3 Target audience - Demographics
After having clarified where to find your audience, and having conversed with them, you will start explaining the demographics, finding the channels for each group and start building a lead list from there.
Session 4 Psychographics
A deep dive in the psychographics will help you build the basis for good marketing tactics. Through this session you will explore your lead list from an intimate level. You will write down their aesthetic and language preferences, and you will explain their day, triggers, and purchase behavior. Afterwards, you will group and categorize them.
Session 5 Competition analysis
Through competition analysis, as well as feature and value comparison, you will be able to build the knowledge for handling objections that come from leads, as well as build the basis for messaging that will differentiate your start-up within your market. In this session, you will build your competition matrix, as well as audit their sales and marketing channels.
Session 6 Positioning, value proposition
Having clarified your audience, and your competition, you will now dive into your values. You will learn about brand strategy, build your positioning statement, clear out the look and feel, and review the messaging and your story.
Session 7 Building channels and materials
Now that you have all your map built out, it’s time to execute. In this session, you will start using the tools you need to build your lead generating channels. Those could be: Design of ads, posts, landing pages, business cards, emails, content building, events, webinars, lead magnets, etc.
Session 8 Pitching and Meetings, and negotiations
As your initial meetings start to kick in, you will need the follow-up materials to push your leads down the funnel. In this session, we will talk about your company blurb, emails, decks, setting up and managing meetings, LoIs, MoUs, etc.
Session 9 Building Funnels and CRM
This session is about hygiene. You will be talking to a lot of people. Receiving a lot of emails, and very soon will forget who you talked to about what. So we will build up the funnel and start using CRM tools to be able to nurture your leads.
Session 10 Let the games begin
It’s time to focus on your game and bring it all in. Any challenge will be solved together with the class and pitching in each other’s network and resources for each other will be the core focus. Yet, whoever manages to use those resources best and fast, will be able to score more!
Session 11 Hustle hard
Continue building your lead list and nurturing them. Do the hustle.
Session 12 Hustle hard
Continue building your lead list and nurturing them. Do the hustle.
Session 13 Hustle hard
Continue building your lead list and nurturing them. Do the hustle.
Session 14 Hustle hard
Continue building your lead list and nurturing them. Do the hustle.
Session 15 Aligning the findings to your marketing plan
You’ve done it! You managed to prove that your idea has value to your customers. People are willing to pay for it, and you’ve built a big enough lead list and system to scale and start selling once your product is ready. So let’s bring it together with your marketing plan that you’ve created in previous classes and get ready for scaling.
Course materials
Books
Prerequisites
Have completed an MVP. Ideally have gone through Consumer Psychology.
Methodology
-Lectures -Presentations -Individual practical & team work. -Start-up project
Grading
Leart is a founder of Skins Agency and co-founder of Symbolt – branding strategist, and lecturer. With Skins Agency, he has worked with over 120 companies, organizations and startups from 12 countries, helping them build: successful crowdfunding campaigns, brand infrastructure to scale in over 500 locations, and grow rapidly.
His focus is producing visual design outputs through a behavioral psychology-backed approach. Thus he is partnering up very close with startups throughout their journey for brand strategy, visual identities, campaigns, and UX/UI.
See full profileApply for this course
Lead Generation Sprints through Design and Hustle
by Leart Zogjani
Total hours
45 Hours
Dates
Jan 08 - Jan 26, 2024
Fee for single course
€1500
Fee for degree students
€750
How to secure your spot
Complete the form below to kickstart your application
Schedule your Harbour.Space interview
If successful, get ready to join us on campus
FAQ
Will I receive a certificate after completion?
Yes. Upon completion of the course, you will receive a certificate signed by the director of the program your course belonged to.
Do I need a visa?
This depends on your case. Please check with the Spanish or Thai consulate in your country of residence about visa requirements. We will do our part to provide you with the necessary documents, such as the Certificate of Enrollment.
Can I get a discount?
Yes. The easiest way to enroll in a course at a discounted price is to register for multiple courses. Registering for multiple courses will reduce the cost per individual course. Please ask the Admissions Office for more information about the other kinds of discounts we offer and what you can do to receive one.