Getting a startup noticed is hard, as Dave Gerhardt, a marketing specialist who worked at various tech companies, noticed. Nobody wants to hear from yet another company, but the founder could act as the spoke-person, bringing:Trust : People want to buy from people, not faceless companiesExpertise & Content: We all wanna hear from the expertsAuthentic Leadership: The founder should be authentic & interesting individuals.

Founder Led Marketing

Elevator Pitches are too abstract. Try an explainer instead. The goal of the explainer is to get the attention of your potential audience. The format is like this: <ol><li>You know how __________________ (insert the problem or old way of doing things that you aim to change)? </li><li>Instead of __________________ (problem/old way), we have a __________________ (solution/new way). </li><li>We call it __________________ (name of the product or category). </li></ol>Ex: “You know when you go to a website u have to fill out forms to do anything? “Instead of making people jump through hoops, Drift is like having a 24/7 assistant..."

The Explainer

Dave proposes a 3 stop process to market a company through its founder:<ol><li>Craft a simple authentic & compelling story</li><li>Publish consistently using social media & podcasting</li><li>Creating a feedback loop with other thought leaders</li></ol>The founders are usually lacking the time, but startups who are movements need a leader. So:<ul><li>The founders need to make time</li><li>The marketing team can rally around the founder & do the heavy lifting: planning, editing, publishing, measurement. </li></ul>

3 Steps to begin Founder Led Marketing

If you are the founder of a tech startup stop thinking of yourself as the CEO.
Become the CSO, Chief Storytelling Officer.

In the early days, nobody will be interested in telling your story for you. You, the founder, have to take the lead. You have to think of your company as a media company and become a publisher:<ol><li>Engage on Twitter & LinkedIN</li><li>Start a podcast.</li><li>Be on a constant press tour, by engaging with other thought leaders.</li></ol>Consistency is key: Stick to the niche. Stick to the schedule. You need to do it for at least 6mo before seeing any tangible results.

Become a Publisher

The first step is framing the founder’s story. The founder is the leader of this movement, but the story must tie back to the company. Dave recommends answering these stories: <ol><li>What is the founder’s (company's) backstory? </li><li>What’s the problem your business exists to solve?</li><li> Who’s the villain your customers are facing? </li><li>What’s the solution that you offer? </li><li>What are the benefits of using your product? </li><li>What’s life like before and after using your product?</li></ol>

The Founder's Story Kernel

<ul><li>Nothing is more authentic than the voice (and face) of a person. </li><li>The podcast can be the foundation for short form content. One podcast can generate audio snippets, posts or slideshows.</li><li>Can help connect with influencers that will amplify your message</li><li>It can serve as a way to engage the early adopters of your product</li><li>The production of a podcast can be automated so that it scales in terms of production and distribution.</li></ul>

The Power of Podcasts

<ul><li>There are two ways to get followers: education & entertainment. Most will try too hard to be entertaining—not a good fit. Instead, focus on education. Any founder can educate. </li><li>Show consistent clarity of thought. </li><li>Compress ideas down. Present in a quick and readable way; remember that everyone is scanning, and you want them to read your material. </li><li>Be a contrarian. Be different. The feed is noisy. Strong opinions stand out. </li><li>Participate in conversations. Comment, ask questions etc</li></ul>

Tips for being a valuable though-leader as a founder

A niche is a specialized segment of the market for a particular kind of product or service. When you have a niche, it means that you have a clear focus on your intended, targeted customer for today. Not the vision of the product you are selling, the product you are selling right now. The niche works best when you create a villain. It gives you a conflict, and allows for conflict resolution. You want your brand’s product or service to be seen as the resolution to that struggle - a hero to save the day.ex: Drift's enemy were website forms.

Focus on a niche & an enemy

Dave was the CMO for Drift, where he struggled getting attention. He turned to the founder to break through the noise ... 

You're part of an elite group of builders, creators, and innovators who have accomplished something few can claim: you've founded a company. Now the challenge of standing out in the crowd begins-and how you differentiate yourself counts. Building a brand and growing a business can be expensive and time-consuming. But you have a key advantage and secret strategy, one that will set you apart no matter your industry, product, or company size. You have a story, and it's one of your most valuable assets. In Founder Brand, marketing expert Dave Gerhardt reveals how to build your brand by positioning yourself as the story, heart, and soul of your business. This is a tactical guidebook that first shows you how to tell your story, then how to put your story to use as a marketing strategy. You'll learn how social media provides a bridge between you and your customers, the platforms that are appropriate for your business, and how to measure results to truly determine value. This book is the ultimate resource for founders, CEOs, and marketing teams trying to find their company's niche, strategize for the future, and create brand awareness that establishes the credibility and trust your products deserve.

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You're part of an elite group of builders, creators, and innovators who have accomplished something few can claim: you've founded a company. Now the challenge of standing out in the crowd begins-and how you differentiate yourself counts. Building a brand and growing a business can be expensive and time-consuming. But you have a key advantage and secret strategy, one that will set you apart no matter your industry, product, or company size. You have a story, and it's one of your most valuable assets. In Founder Brand, marketing expert Dave Gerhardt reveals how to build your brand by positioning yourself as the story, heart, and soul of your business. This is a tactical guidebook that first shows you how to tell your story, then how to put your story to use as a marketing strategy. You'll learn how social media provides a bridge between you and your customers, the platforms that are appropriate for your business, and how to measure results to truly determine value. This book is the ultimate resource for founders, CEOs, and marketing teams trying to find their company's niche, strategize for the future, and create brand awareness that establishes the credibility and trust your products deserve.

DAVE GERHARDT

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