A checklist of sales tactics for your side projects.

The Side Project Sales Checklist is a comprehensive, chronologically ordered list of sales tactics that you can try with your next side project. The list is free and open source so feel free to suggest your own additions anytime.

Pre-Launch

This section pairs nicely with the Pre-Launch section of the Marketing Checklist, so be sure to check that out too.

Competitor Research

Move fast. Speed is one of your main advantages over large competitors. - Sam Altman, President of YCombinator

• Find out what your competitors’ sales funnels are like (sign up and go through as much of their process as possible).
• Determine your competitors’ key lead generation strategies (see the list of lead generation strategies below).
• Find out the experience level of your competitors’ salespeople (look for listings on job boards or at employee Linkedin accounts).
• Make a list of your competitors’ customers (see these tools for researching competitors):

Finding competitors’ customers

• Check their Twitter followers, mentions.
• Look through their Facebook fans.
• Find people who follow them on Linkedin.
• Check their website. Some companies list customer stories on their websites.

Customer Research

Research is formalized curiosity. It is poking and prying with a purpose. - Zora Neale Hurston, Novelist

• Talk to potential customers in your contact list. Get their feedback on your idea, ask them if they might be interested.
• Attend meetups or conferences for your target market.
• Reach out to your competitors’ customers, find out what they like/don’t like.
• Find blogs and trade journals potential customers might read.

Sales Funnel Setup

The top salesperson in the organization probably missed more sales than 90% of the sales people on the team, but they also made more calls than the others made. - Zig Ziglar, Author and Speaker

• Know the difference between prospects, leads, opportunities, and customers.
• Create an ideal sales funnel diagram, experiment with alternatives.
• Set up a Customer Relationship Manager (CRM) or spreadsheet to store leads (see this list of CRMs).
• List your key lead generation strategies and their costs.

Lead generation strategies

• Paid advertising

• Content marketing (blog posts and social media)

• SEO

• Cold outreach (calls, emails, Linkedin messages)

• Event marketing (conferenes, meetups, sponsored events)

• Create multiple cold email messages to test.

• Create a cold sales call script.

• Practice your cold sales call script with a friend or mentor.

Lead Capture/Generation

Your customers are the lifeblood of your business. Their needs and wants impact every aspect of your business. - John Rampton, Serial Entrepreneur

• Set up a new leads email list and signup form (see this list of email marketing tools).
• Set up on-site messaging to capture leads and engage customers (see this list of live chat tools).
• Add new lead signup form to company blog posts and social media accounts.
• Buy email or lead lists.
• Find email addresses with a tool like Hunter.
• Find email addresses on public social media profiles.
• Scrape websites with lists of leads using a tool like import.io.

Post-Launch

This section pairs nicely with the Post-Launch section of the Marketing Checklist. Sales and marketing are really two sides of the same coin, so you’ll probably need a little of both.

Direct Outreach

You should be talking to a small number of users who are seriously interested in what you’re making, not a broad audience who are on the whole indifferent. - Jessica Livingston, Founding Partner at Y Combinator

• Send early access notification to leads identified in research.
• Send a coupon code to potential leads to let them try your product free or at a discount.
• Send a coupon code to close friends and family members to let them try your product.
• Reach out to your social media followers, ask them to try your product.
• Cold call ~20 people who might be good customers.
• Ask your current customers for introductions to other potential customers.
• Offer a referral bonus to current customers who send you new leads.
• Start an email campaign to prospects and leads.

Running a sales email campaign

• Send three cold emails per day over 7 days. Experiment with messaging, take note of what works.
• Send three follow up emails per day for 7 days. Experiment with messaging, take note of what works.
• Scale it up. Find more prospects, set up an automated drip campaign, rinse and repeat every month.
• There’s also a really comprehensive how-to article here.

Recurring

• Make cold calls.
• Send email campaign.
• Connect with potential customers on social media, reach out when they accept.
• Find/create a personal sales mantra and repeat it weekly before doing your sales tasks.
• Meet with a “real” salesperson. Learn from their energy, successes, and failures.
• Follow up with leads and current customers to make sure things are going well.

Optimizations

• Set up tracking for different lead generation channels in order to:

• Determine ROI (return on investment) of lead generation methods

• Determine average cost of acquisition

• Identify blockages in your sales funnel (where are people dropping off?).

• Survey new customers about your sales process, see if they have suggestions (see this list of survey tools).

• Determine your average customer’s lifetime value (LTV) and cost of acquisition (CAC).

• Implement a lead scoring system to determine your best prospects.

• Focus your outreach efforts only on the highest quality prospects.

• A/B test your cold email and phone messaging.

• Upsell current customers on new offerings.

• Collect and display testimonials from current customers.

• Record your sales calls and critique them alone or with a friend.

A checklist of tactics for marketing your side projects.

The Side Project Marketing Checklist is a comprehensive, chronologically ordered list of marketing tactics and ideas that you can try with your next side project. The list is free and open source so feel free to suggest your own additions anytime.

Pre-Launch

This section pairs nicely with the Pre-Launch section of the Sales Checklist, so be sure to check that out too.

Competitor Research

I have been up against tough competition all my life. I wouldn’t know how to get along without it. - Walt Disney

• Make a list of competitors (see this list of tools to research competitors).

Competitor data to collect

• Link to their website.
• “One-liners” and taglines competitors use.
• Pricing and business model.
• Blog/RSS link.
• Social media links.
• Key employees on social media.
• Subscribe to RSS feeds of your competitors’ blogs.
• Follow your competitors and their key employees on social media.
• Monitor competitors’ websites for changes.

Site monitoring tools

• Site Alerts
• Versionista
• Page Delta
• Subscribe to industry newsletters, magazines, trade journals etc.
• Use Google Trends to do initial demand and search volume research (check out this article for specific tips).

Customer Research

If we knew what we were doing it wouldn’t be called research. - Albert Einstein

• Find people in your contact list who might be future customers. Get their feedback on your idea.
• Attend meetups or conferences for your target market.
• Meet another entrepreneur who has a similar or competitive product.
• Make a list of your competitors’ customers:

Finding competitors’ customers

• Check their Twitter followers, mentions.
• Look through their Facebook fans.
• Find people who follow them on Linkedin.
• Check their website. Some companies list customer stories on their websites.
• Reach out to your competitors’ customers, find out what they like/don’t like.
• Create an “early access” list for potential future customers.

Public Relations Preparations

• Create list of tech, startup, and industry blogs.
• Create list of local small business journals (eg: Crain’s Chicago).
• Create list of local bloggers and journalists in your industry.
• Create a “Media Kit” page (check out this example).

Website Setup

• Come up with a name and domain name.
• Write a site tagline and elevator pitch.
• Create a logo (see this list of logo creation tools).
• Set up a landing page (see this list of landing page tools).
• Create “About” and “Contact” pages.
• Create Pricing page (see this list of pricing models):

Pricing ideas

• Create a free or trial tier for your paid product.
• Offer a 100% satisfaction/money-back guarantee.
• Make product invite-only to start.
• Offer free/discounted access for early adopters/beta testers.
• Add social media follow links to landing page.
• Set up analytics to learn about who signs up, bounces, etc.

Analytics platforms

• Google Analytics
• Mixpanel
• Kiss Metrics
• Webmaster Tools
• Set up on-site messaging to capture leads and engage customers as they land on your site (see our list of live customer chat tools).
• Test your website for common SEO, speed and security problems like broken links, missing page titles and insecure pages (see Checkbot).

Email Setup

See this list of email marketing tools for services that make managing email easier.

Email is the Jason Bourne of online: somebody’s always trying to kill it. It can’t be done. - Unknown

• Set up email address to send and receive emails.
• Set up email list and signup form.
• Create a standard email template for your brand.
• Create transactional emails for when users sign up/purchase.

Blog Setup

Content Marketing is all the marketing that’s left. - Seth Godin

• Choose a blogging platform (see this list of blogging platforms for your side project).
• Research keywords that you’d like your site/blog to rank for.

Keyword research tools

• Ahrefs

• SpyFu

• SEMrush

• KeywordTool.io

• Moz Keyword Explorer

• KWFinder

• Google Keyword Research

• Create anchor posts or pages for keywords you’d like to rank for.

• Have a blog post brainstorming session (see this big list of blog post ideas).

• Add email signup form or link to all blog posts.

• Add social media follow links to all blog posts.

Social Media Setup

Social media is the ultimate equalizer. It gives a voice and a platform to anyone willing to engage. - Amy Jo Martin, CEO of Digital Royalty

• Search for availability of names on social networks using KnowEm.
• Choose the social media accounts you’ll use.

Major social media platforms:

• Facebook

• Twitter

• Linkedin

• Pinterest

• Instagram

• Snapchat

• YouTube

• Standardize profile image, background photo, links and call to action across social channels.

• Put premium content behind “pay with a tweet”.

Post-Launch

This section pairs nicely with the Post-Launch section of the Sales Checklist. Sales and marketing are really two sides of the same coin, so you’ll probably need a little of both.

Free Promotional Channels

I don’t care how much money you have, free stuff is always a good thing. - Queen Latifah

• Post your product on directories and review sites (Matt McCaffrey has compiled a great list on Github or you can use a service like Instaaa).
• Write and distribute a Press Release (here’s a comprehensive guide from Wajeez, or you can use one of these distribution tools).
• Write and distribute an eBook, exchange it for email signup.
• Write and distribute a white paper, exchange it for email signup.
• Give free access to influential bloggers in the industry.
• Build a “best of” page with your best blog posts that you wrote or contributed to other sites (ProBlogger calls this a “Sneeze Page”).
• Make sure all blog posts have high quality images (see this list of free stock image sites).
• Create an online course or guide around your product/industry (be sure to check out this list of course management tools).
• Run an influencer marketing campaign.
• Run a link-building campaign.

Link building strategies

• Skyscraper campaign
• Ego baiting
• Interview/expert Q&A post
• Guest posting
• Broken link building
• Get interviewed on podcasts
• Become a source on Help a Reporter Out
• More strategies on Backlinko.com

Link building tools

• Ahrefs - Two-week free trial
• Majestic
• Rank Signals - Free
• SEMrush
• Serpstat - Free limited account

Paid Promotional Channels

You must spend money to make money. - Plautus, Ancient Roman playwright

• Try a few social, search, and commission-based advertising platforms (see this big list of advertising platforms if you aren’t sure where to start).
• Sponsor a local meetup or conference for your target customers.
• Sponsor podcasts your customers might be listening to.
• Sponsor/advertise an industry newsletter (check out Newsletter.city).
• Set up a user referral marketing system.

Referral marketing platforms

• Harry’s Prelaunchr (free, open source)

• CleverTap (offers a free tier)

• Expect Referrals

• Frederick

• Genius Referrals

• InviteBox

• InviteReferrals

• Referral Candy

• Viral Loops

• Girafi

• Campaigned

• Run an engagement contest with prizes or free products for winners.

• Run retargeting ads to target users who have been to your site before.

Recurring

Blogging

Blogging is like work, but without coworkers thwarting you at every turn. - Scott Adams, Creator of Dilbert

• Build/update publishing calendar for your blog.
• Regularly post blog posts on your blog(s).
• Solicit guest posts from early customers and fans of your product.
• Repurpose existing blog posts:

Repurposing blog posts

• Record/post video of you reading the post on YouTube.
• Turn posts into a podcast.
• Create an infographic based on the post.
• Create a presentation of your post (see the list of presentation software below).
• Promote your blog content:

Blog promotion techniques

• Send post to your email list.
• Promote on your social media.
• Email friends and relatives, ask them to share if relevant.
• Send to other bloggers for feedback, ask to share if they like it.
• Add your latest blog post or landing page to your email signature.

Email

Any email that contains the words ‘important’ or ‘urgent’ never are, and annoy me to the point of not replying out of principle. - Markus Persson, aka “Notch”, creator of Minecraft

• Send a regular email newsletter with blog posts, use cases, customer stories, etc.
• Promote email list on social media.
• Send 20 cold emails per week to connect with early customers and get direct feedback.
• Send new users a personal email introducing yourself.

Social Media

We have technology, finally, that for the first time in human history allows people to really maintain rich connections with much larger numbers of people. – Pierre Omidyar, Founder of eBay

• Schedule regular social media content (try these social media tools to help automate the social media process).

Content ideas

• Show what happening “behind the scenes” (eg: pictures of your workspace, in-development features, etc.).
• Blog posts from your blog (or partners’ blogs).
• Special offers or discounts.
• Relevant news, advice, or blogs.
• Funny or inspiring quotes.
• Polls or questions for your followers.
• Suggested books.
• Useful tools or websites.
• Join Facebook and Linkedin groups where your product might be beneficial.
• Send exclusive offers to Linked
  In/Facebook Group owners.
• Join Twitter chats related to your industry/product.
• Give early users discounts for taking pics with your product.

Public Relations

The art of publicity is a black art; but it has come to stay, and every year adds to its potency. – Thomas Paine

• Ask bloggers with list articles to add your site to their content.
• Reach out to small business journals, reporters, bloggers. Inform and ask for coverage.
• Reach out to podcasters, try to get featured on their show.
• Find professors and students with .edu sites to link to your content (good for SEO).
• Find reviews or lists of similar products. Ask to be added or leave a comment about your product.
• Guest post on other blogs.

Guest posting

• Build a list of blogs that are a good fit for your product and accept guest posts. Save their contact form/information.
• Write a few posts on your own blog first (to use as a demonstration).
• Create a list of “pitches,” blog post ideas with a title and one paragraph summary that might grab bloggers.
• Pitch the blogs one idea each. See what they respond to.
• Help promote your posts via social media, email lists, etc.
• Reach back out in a month and try another pitch. Try to become a “regular”
• Leave non-spammy comments on blog posts related to your industry or product.
• Join and participate in forums related to your product or industry.

External Sites

• Answer relevant questions on Q&A community sites (check back regularly)

Q&A Communities

• Stack Overflow
• Quora
• Industry or geographically specific forums
• Product Hunt For more information on how to launch here, read this.
• Leave comments on Slideshare presentations.
• Review industry-related books on Amazon, Goodreads.
• Register to be notified of topics on Reddit and Hacker News with F5Bot.
• Create/publish presentations relevant to your industry.

Presentation Software

• Google Slides
• Prezi
• Slides.com
• Slideshare

Optimizations

• Run a customer poll (can also generate content for your blog or social media channels).
• Create another side project to promote your product (read more).
• A/B test your landing/payment pages (check out this introduction to A/B testing).
• A/B test email newsletters and promotions.
• Implement Twitter cards on your blog posts.
• Implement rich snippets in Google search results.
• Analyze user signup flow (check out the teardowns here).
• Test your website on multiple platforms, make sure speed is good.
• Use Website Grader to pinpoint website improvements.
• Create and track weekly traffic and growth goals.
• Time social media posts and email newsletters to when your audience is most likely to respond.
• Make sure each page on your site has a clear call-to-action.
• Audit and improve your conversion rate (see this checklist for detailed steps you can take)
• Set up automatic analytics reports to be emailed to you each week.
• Experiment with various signup form locations, colors, and sizes.
• Add “Exit Intent” popup to your blog/site.
• Create an FAQs page.
• Verify your website’s tags are correct with Google Tag Assistant.
• Watch a first time user use your product.
• Collect and display testimonials from happy users.
• Survey or poll your users for feedback (see our list of survey tools for lots of great options at any budget).
• Use Monkey Test It to find bugs and broken links of your site. Set up an alert to notify you on breakage.
• Use Checkbot on your website to test for and fix SEO, speed and security problems.