Coaching call with new founder Paulina Sáez

Transcript of episode 25

Matthias:
Welcome everyone to the new episode of the Audience Explorer podcast. I am so happy to have Paulina Sáez here. Hello, Paulina!

Paulina:
Hi Matthias, how are you? Thanks for having me.

Matthias:
Great. Thank you. I hope you too. Paulina is a founder from Thailand, and I’m meeting with her today to have a coaching call; a coaching call about getting a clear understanding of your audience. In that case, Paulina’s audience. And we will do that by exchanging some questions and answers. And let’s see where this will take us.

Paulina, first of all, so nice to meet you. Thank you for coming.

Paulina:
Yes. Nice to meet you too. I’m excited to be here.

Matthias:
Give us a little background first. So, a little bit about yourself and your back story. How did all this get started and what do you do today?

Paulina was fired and “redesigned herself”

Paulina:
Okay.

So, first, some of my professional backstory. So, I started working as a corporate finance analyst at a bank, first, and then at a consulting firm in Chile. That’s where I’m from. And then I moved to a tech startup to work in the commercial area. And there I did like a variety of tasks. I was in charge of the business intelligence initiatives, doing all their revenue reports, budget, forecasting.

And then also, I supported the sales manager, leading the sales meeting, help the sales force with sales enablement initiatives. Also, I did work with the CRM. And also, did my fair share of strategic tasks like, for example, creating a go-to market strategy, business cases for new ventures. I even had to give some presentations to a couple of prospects and partners. So, I did a little bit of everything there and maybe people that have worked on startups might be familiar with this.

Last year, I got fired, at the end of last year, and I decided to start traveling. So, I’m in Thailand right now.

Matthias:
Hmm. Wow.

Paulina:
Yeah, the other side of the world for me! So, I took about six months just to relax and get to know new places and new people, you know?

Matthias:
Yeah, sure.

Paulina:
But then I started to work part-time as a freelancer, at the usual platforms. So, now, I’m writing content, writing articles, guides, e-books, learning materials, white papers, all. And also doing some consulting work for companies in the financial industry.

Matthias:
Wow, that’s pretty exciting.

Paulina:
Yeah, it’s – Well, I decided to work in this mainly because I have a background in finance. And also, I did some research and found that financial companies invested a lot of money into marketing and content creation. So, there was a feed there. So, I decided to take on that.

But the truth is, I’ve always wanted to start something on my own. So, I’ve always been working on things by my own. So, a few years ago, I enrolled in the “30 x 500” course by Amy Hoy and Alex Hillman.

Matthias:
Ah, I recently saw a video by Amy Hoy, very impressing!

Paulina:
Yeah, it’s really good. She’s very knowledgeable.

Back then, I didn’t have enough time to work on that. My work was consuming most of my time, and I got home super tired. Now, I have much more free time, so I decided to give entrepreneurship another shot.

Paulina is researching several possible audiences

So, for the last year, I’ve been researching audiences, which I enjoy doing a lot and even managed to launch a couple of consumer products, like info products too. But recently, I decided to go full B2B.

I already was working as a freelancer for other businesses, but I wanted to get out of the freelancer pathway. So, I decided to be more active on Twitter. I decided to create more content and I took 40i challenge, where I am writing a thread every day for a year, until the end of the year. So, there’s forty-five threads in total. This, motivated by another Twitter, he’s Bernie. So, thanks Bernie. And I have been focused on creating threads, mainly focused on how founders can sell more to businesses.

So, that’s what I’m doing right now. I’m researching that audience in particular. I’ve already been doing small launches, but now I’m fully focused on exploring this audience.

Matthias:
Okay.

At first, this sounds like a very broad audience, founders who want to sell to businesses. Could this be anything; any product or service that they want to sell?

Paulina:
Actually, yes, but I’ve been focusing more lately on Software as a Service founders.

Matthias:
Okay.

Paulina:
So, tech founders mainly.

Matthias:
Okay.

So, this is a little narrowed down now. You’re focusing on SaaS founders.

Paulina:
Yeah.

Matthias:
Yes, SaaS founders like me. I’m sort of founder of a SaaS too. So, yeah, these tech people. Okay. And the people you’re trying to help, what’s their environment? Are they solo or do they have a small team or are they already have a business, like 20 people or so? What do you think is the environment of those people you’re trying to help?

Current audience idea: SaaS founders who want to sell to businesses

Paulina:
Well, the main people I’m focusing right now are people that have already started; have already started selling to businesses but decided they want to get more. Usually, they get like at least a team of salespeople and their charge. So, they are trying to get more businesses to work with them and to sell more to businesses.

It’s not like this founder that is just starting and just struggling to think about how he can start selling to businesses, but they’re a little more advanced.

Matthias:
Ah, okay.

Paulina:
But they’re not this huge enterprise, like corporations or startups that are selling to – I don’t know – like the big names.

Matthias:
Yeah, yeah.

So, they are already on the way. It’s not that they are sitting there and thinking, “Oh, where I do get my customers from?” So, the early phase, but a little later where they already have sales people.

Can you tell us an example of a founder trying to sell to a business? How would they do that? What are the steps required?

Pain 1: Optimizing their time-consuming processes

Paulina:
So, as they already started selling to businesses, they are trying to optimize the process. At the beginning, they are just starting to learn mostly how to sell to businesses, and they started hiring and they are parts that stage. And now they are seeking to optimize their sales processes. Now, they are seeking for ways on how to validate the process, like the different parts of the selling process, make adjustments, always looking for how they can or when should they hire more people to grow; looking at the equilibrium between getting more sales from businesses and hiring new people or investing more in the business to make it grow. So, that’s what they will be doing with sales right now.

And also, they have already leveraged that network. Because every founder, I’ve found that at the beginning, they tap on their network; they start talking with people that they know that are in their professional networks or friends or colleagues or people from their community. And now they’re seeking more ways on how they can scale this network effects and reach out to more people. And also, in like a kind of organic way and also partly with like outreach with, for example, initiatives or activities.

Matthias:
Mm-hmm.

So, they start out using their networks, as you say. They start with the people they know they have. Do they have sales calls with them or what do you think is the other main channels that they’re using, when you look at the desk of such someone who is trying to sell, which channels would he use, or she use?

Paulina:
That’s the interesting part about looking at these companies, because founders at this stage, they usually don’t sell directly anymore. Usually, founders should do their first sales by themselves. I heard a podcast about someone talking that the first 50 sales calls have to be done by the founders. But after that, it has to be delegated to someone else, for example, a sales representative.

So, usually they’re not doing sales calls, but they are trying to position themselves as an authority. And in different networks, usually, there’s – now I’m moving in LinkedIn and Twitter.

Matthias:
Yeah.

Paulina:
So, I’ve seen a lot of founders creating a lot of content and engaging with their audience. For example, the founder of Profit World does this really good. He produces a lot of content through Twitter and also through LinkedIn, and also, he chairs a lot of the content that the company itself creates. But he also creates himself a lot of the content. So, what I’m seeing here, in this stage, is they positioning themselves by creating content for their industries.

Matthias:
Ah, yeah. So, they switch they slowly switch from sales calls, where they have learnings. I think the main topic why or the main reason why you should do your first sales calls by yourself is because of learning.

Paulina:
Yes.

How Paulina meets her audience, currently using messages

Matthias:
You talk to people, you learn what they need, what they think about, what’s their way of thinking, where the pain points are and so on. So, that after a while, I think if you don’t learn anything anymore, let’s say after the 30th or 40th call, you will have a good understanding. So, yeah, that’s a point. They proceed to content marketing positioning as authority. Okay.

Where do you know all this from? Did you meet someone from your space? Let’s say from your audience? Did you have a have a call with them or have a research session about that? Or how did you get this knowledge right now?

Paulina:
Usually, through communities; like I engage with them, mainly through Twitter. I DM them. I send them direct messages or some Discord servers, and also at Reddit.

So, usually I haven’t had yet, a customer call to like a research call or discovery call with them, with any of them. Just through messages, mainly.

Matthias:
Okay.

Paulina:
And also, I find them also in these communities I’m in.

Matthias:
So, Discord channels or communities in general.

Paulina:
Yeah.

And Twitter or LinkedIn too.

Matthias:
Yeah, LinkedIn would be great, I think, because it’s more the business world, the B2B world. They are very present there. Yeah.

Paulina:
Yes. Yes.

Although they also hang out on Reddit, too. Especially SaaS founders, they have still contact with – Mostly, they have a background in tech, so they usually hang out also in these forums like the Hacker News, the Y Combinator community or for example, there’s a Sub Reddit that’s called SaaS, too. They hang out there at startups.

So, usually, I try to ask a lot of questions there and also send them private messages there. So, that has been my research so far.

Matthias asks to imagine “their” desktops

Matthias:
Mm hmm.

And when we look at the desk of such a person, what kind of tools, for example, would they be using? I ask because then it sometimes makes sense to find out who is the follower of those tools, for example, to find more of those people. What are some typical tools they are using in the sales process?

Paulina:
So, in the sales process, as they’re not involved directly in the sales process, they may have, for example, whenever you have sales, they usually set up CRM in the beginning.

Matthias:
Mm hmm. To keep the customers.

Paulina:
Yeah, customer relationship software and to manage mostly their salespeople. But as they are not directly related to sales, they usually use more productivity tools. I’ve seen, for example, they focus a lot on communication tools like Slack, for example. Slack, mainly; that’s the main thing they use. And also, some email software like Super Human and Gmail also. They have this Gmail plugins. And also, some scheduling software, like Calendly I’ve seen or also, they use a lot of Notion to. So, mainly like productivity tools.

But if I go and see what they the other people use, like the people that are involved in sales, they use more like this type of, for example, CRMs like Salesforce or HubSpot mainly and also data or customer intelligence software or analytics or databases, for example, Apollo or data.com, I’ve seen they’ve used. So, it depends.

That’s the interesting thing about B2B that you have a lot of people involved in the same problem, but everyone sees it differently and tackles the problem in a different way. So, even if with the tools they use, like they use different tools for tackling almost the same problem at the end.

Matthias:
Hmm.

So, it’s a broad tool landscape. Wow.

Paulina:
Yeah.

The tools are too generic, let’s look at their jobs-to-be-done

Matthias:
So, maybe it doesn’t make so much sense to follow all those people who follow those tools because they might have different reasons for using the tools. It’s not always a founder who is trying to sell to B2B who uses such tools. There are many more other people who use those tools, but it might be a starting point.

Let’s dive a little bit more into the job that the members of your audience need to get done. You say they are not directly involved into the sales process. They are doing something else. What is the main job that you think you will be able to help them with?

Paulina:
For founders, I think that the main job for them, I’m thinking about a founder that’s in a growth stage that has, for example, between 10 and 20 people in charge in their teams. I’m thinking they are seeing how to scale. And in sales, how to get more with the resources they have. For example, I was reading about a guy that was asking how to get more out of their demos. So, for example, they have very few people that have to do a lot of demos. So, they are in the process of optimizing their tools and their resources.

So, for example, in that case, one of the solutions the community recommended for him was that he needed to qualify better, their leads. So, he was already getting a lot of leads, but they were not all qualified. So, he did a lot of sales calls that ended in nothing, because they were not the target customer or prospect they were looking for, or it wasn’t warm enough or it didn’t have like the attributes they were looking for.

So, I think mainly, the main job they want to achieve is to scale; scale their resources and their processes. I don’t know if it makes sense

Matthias:
So, getting more systematic, for example, inventing systems for those processes that are repeatable. For example, sometimes I sit down and say,

• “Okay, what do I do in the morning when I open my email system?”
• “Oh, Okay, I need to have a quick overview.
• Then I get the main emails that I need to answer, throw away the rest” and so on.

And after a while, I said, “Hey, let’s write this down”, because every morning I asked myself the same question, “How do I deal with all these emails?”

And so, I made different lists. The main inbox, I move the important stuff to another folder that I’m going through afterwards, and so on. So, I wrote all this down and created a kind of system. And so, every morning now I can pull out those systems.

Would this be something that such a founder would be doing when scaling; defining processes, defining systems for their people?

Paulina:
Yeah, I think in the founder’s lens, what they’re trying to achieve is to make more strategic decisions, for example, in processes or systems, that can impact more what everyone does. And that’s why I think founders use so much of these productivity tools, because it lets them achieve this instead of just being on the day-to-day tasks. And also, I think that founders also need to – Sorry, I got lost a little bit.

Matthias:
Never mind.

Would the founder work on systems for their people to become more efficient, to make it easier to scale? Because if you want to scale, chaos might come in and a system would prevent the chaos.

Pain 2: Fighting back with the chaos inside a startup

Paulina:
Yeah, exactly. What they are doing is they’re trying to fight back with the chaos. In this scale, I’ve seen they have so much going on, they had to sit down, prioritize, see what’s important, see what’s not important. They will get a lot of these emails, as you said, they will have like a lot of proposals, but they won’t see the results. There’s not a direct correlation between what they are doing and the amount of new customers they are receiving. So, they know or eventually they know that they have to be more strategic about what they are doing.

So, establishing processes for that and prioritizing and setting the right goals in this stage is super important for them to scale in this part.

Matthias:
Mm hmm.

Ah, these are some positive factors that could influence the situation. You just mentioned, for example, more a more strategic view, taking a more strategic approach, setting goals, for example. Yeah, this sounds like things where you can help them, right?

For example, if you help them to focus, I don’t know how you want to do this, but if you help them to focus, for example, or to get a good strategy or to transform the strategy into tactics with day-to-day operations, this could help them very much, I think.

Are there any approaches where you already think about, “how can I solve this? How can I help them?”

Transitioning from problem to solution space

Paulina:
Yes, I mean, the solution, I don’t know, I always start thinking about solutions as I do my research. That might be a problem sometimes because I already want to start building something. And I’ve made that mistake in the past, like building too early.

Matthias:
Yeah, me too. Same thing.

Paulina:
You end up doing something that nobody wants them.

Matthias:
I did that four or five times, at least.

Paulina:
Yeah, it happens a lot. So, I don’t want to make the same mistake again. So, there is a lot. At this stage, these founders, at least, they have a lot of problems and I can find them in a lot of ways:

For example, lately as a freelancer, I’ve been able to work with a couple of early-stage founders with a strategic planning, for example, about how or what other income streams they could integrate into their business plan or into their businesses. For example, I don’t know, there were some guys that were considering just going to – they wanted to do content just for consumers, but they were also searching, talking with some people to do some strategic partnerships. So, I told them, “You could create content for them, too. You should establish this as a formal income stream, a formal customer. You could have institutional customers or make partnerships.” So, they could be doing that.

Paulina started with consulting and proceeds with content

And so, I’ve already, in a consulting way, I’ve been able to help them. And also, I think that with the content I’m already making on Twitter, I do like with lately, in the last week, the last threads have been me researching real life examples of cases where with different problems around B2B sales, how founders have solved these issues and recommendations from real life examples. So, maybe those two things have tackled that problem.

Now, what I’m doing is solving their problems in this way, with tips, recommendations, advice or consulting. But I don’t know how scalable that is. So, I don’t know if that makes sense.

Matthias:
Yeah. So, in your consulting job, you learned about them, you talk to them, you have seen their problems; what’s going on. And now with your further research, you can have the approach that you give tips how to solve these situations.

I think it might be possible, if you have seen enough of those, for example, if you have seen 10 or 20 founders who have had these problems and if you already help them in a freelance and consultant kind of way, you can then think about more like automation, for example, “Can I automate this? Can I create courses or video lessons? What can I create that doesn’t require my time anymore?”

Paulina:
Sure.

Matthias:
Yeah, the main idea, I think, is when you get more of an audience, you don’t want to spend more time, right?

Paulina:
Yeah, totally.

Paulina thinks about scaling what she currently does

Matthias:
Yeah.

So, what could be some good ways, for example, to create something that scales for you to be able to help more people like that or more founders like this?

Paulina:
Well, the first thing that comes to mind is some type of – for selling info products, always, content is the first thing that I would do to scale myself and my advice as you were talking about. You can do courses, lessons or maybe a guide, a research list; there are infinite ways, with info products, on how you can help these founders with content. So, that’s what I would do with what I’ve learned with them so far.

What I’m trying to do now is like make this little MVP’s content for them to use. And also, at the same time, seeing what sticks, so I won’t end up like creating a whole course about something that no one wants or that won’t help no one, for example. So, it’s like, now what I’m trying to do and what I think that would be useful for them would be creating this content that they can use with real life examples or use cases, and also from experts on certain subjects that could help them guide their journey towards scaling their B2B SaaS business.

Paulina and Matthias discover they are both thinking about how to write more

Matthias:
Yeah, the advantage of this strategy, I think it’s a good one. The advantage is that you can start small, like you do today with Twitter threads, then you can go to little essays, then to blog posts, then to more content like little white papers or courses or whatever. So, you can try to see what works. And if something fails, you can analyze without spending too much time into a big book, for example. Don’t write a one-year book first, and then maybe it could fail. So, it’s really a good strategy that you’re taking there.

I’m considering something similar for myself. I subscribe to the Ship 30 for 30 Writing Challenge in January. There’s a big writer’s community who is meeting, and they want to challenge themselves to write one essay every day. So, it’s wow. I don’t know how this will work, but I’m looking forward to that to get into this writing habit, right?

I’m always scared about the blank page. When I finish a blog post, I think, “It wasn’t so hard. So, why were you so scared about this blank page?” And they say, “No, don’t have a blank page. Simply create five headlines and then start filling them.” They have a lot of little tricks and best practices. So, I’m very much looking forward to doing that.

Paulina:
Awesome.

Matthias:
And that’s exactly what they said. They said, “Start small, start writing 250 words and try whether those 250 words already work. And if they work, then write a thousand words. And if those work, then write something bigger.”

Paulina:
That’s right.

Matthias:
So, this this could be a good strategy. Yes.

Paulina:
Awesome.

Now, how about a more precisely defined persona?

Matthias:
Getting back to your audience; when you describe this founder, could you put the knowledge that you have into some categories, like, for example, goals, aspirations, challenges and needs? If you take these four categories and you put your knowledge into that, for example, what are the goals of that founder persona?

Paulina:
The goals for them would be to escalate their business. So, they’re trying to achieve more growth through getting more B2B customers for their business.

Matthias:
Okay, scaling, growing.

Paulina:
I think that would be the main goal.

Matthias:
And why would they want to do that; what’s their dream, what’s their aspiration?

Paulina:
So, their aspiration might be they want to get their business to the next level. And also, maybe fine, because many times, they are clear on what their target customer is, but other times, they’re usually in this stage, as they are trying new things to scale, they are trying to get also new target audiences.

So, a secondary need there or what they are trying to achieve there might be also, “What other types of audiences or prospects or target audiences are we not considering that we can consider now?” Or the other challenge for them is, for example, to get a really well-defined, ideal customer profile for their target customer, which one would they be?

So, they are trying to tweak the different assumptions they have about their target customers to make their efforts more efficient. So, they’re not ending with this huge mountain of leads that leads them nowhere. So, maybe those are their needs now and their aspirations like personal aspirations?

How do founders want to feel after the transformation?

Matthias:
For example, yes.

So, what feeling do they want to have after they scaled? What does it make them feel?

Paulina:
I think they want to feel accomplished. They want to feel safe. Also, maybe they feel like they don’t know what they’re doing. They’re feeling insecure about if they are able to get the company to grow with them. So, maybe they’re trying to find that security in themselves or they’re reaching someone else to find that confidence in themselves and a team where in which they can support themselves to achieve their goal of scaling their business.

Matthias:
Yeah, I’m asking for this for the “feeling side of things”, because this can be totally important in the messaging, in your marketing, for your business. What does it make them feel? Safe, secure, confident. These are powerful words. You can use them in your marketing to have things like, “Grow your business to be safe and secure.” “Grow your business to become the person you want to be. You want to become the business you want to be.” All these soothing statements to make them feel really, really good.

Yeah, this is an important thing. Not only their goals, like scaling, growth, new audiences or like challenges; focusing on a clear target customer, but also making them feel good. That’s also a big portion of marketing. Yeah, right.

Paulina:
Yeah, it makes sense.

Matthias:
Nice. Founder persona like that, with their goals, with aspirations, with the challenges.

Having a more diverse audience increases the odds of having success

Oh, by the way, this “he or she” thing: Do you think that founders are more men or more women? Or what is the group that you are targeting?

Paulina:
At least almost all the people I talk with or that I encounter are men.

Matthias:
Okay.

Paulina:
I haven’t sat down and think about it, actually. But yeah, most of them are men.

Matthias:
Interesting. Yeah.

Paulina:
Yeah.

Matthias:
For my podcast here, I’m trying to get a mixture of men and women. For example, recently I met with Nesha Mutuku from America, and she was such a fabulous person. So, if you listen to that episode, you will get a sense of what I mean. She’s so enthusiastic about her business.

She built something about personal finance: people have difficulties keeping their budget safe. So, for example, she’s making an app. When you have that on your phone, and you walk into Starbucks, you get a message like, “Hey, you are at Starbucks, you can spend $15 here.” Or if you walk into Gucci, the app says, “Hey, you’re walking to the luxury store, don’t overspend. You are in danger to spending more!” and so on. So, it’s a nice thing that they are trying to do.

So, it would also be an interesting question to how can you create a mixture of men and women to learn both sides, right? Women founders, for example, how do they think? Men founders, how do they think? So, this could also be an interesting topic to study.

Paulina:
Yeah, totally. I will consider it. And maybe through – there’s a lot of institutions that back up women founders that are doing great jobs, and also with underrepresented communities. So, yes, I think that maybe partnering with them or trying to reach out to them would be a really great idea to get a sense of the diversity also in these goals and their needs and their challenges, too.

Matthias:
Yeah, I can totally imagine that a woman thinks differently. I can’t imagine how she thinks because I’m a man, but I have experience that they have a different view on things. And that’s really interesting view. Sometimes, much more practical, much more pragmatic, much more disciplined than men. It’s amazing. So, study different people to find out. Yeah, that’s nice.

Paulina:
Yes, totally.

Summarizing the characteristics of Paulina’s audience

Matthias:
So, let’s summarize for a moment. You help founders who sell to B2B companies, you want to help them scale

Paulina:
SaaS founders, yes.

Matthias:
SaaS founders, right?

Paulina:
Yeah.

Matthias:
So, they have 10 to 20 people in their team, they are already on the way. It’s not that they are starting out, but they are already somewhat on the way and they are asking themselves, “How can I do more with what I have now? How can I organize myself and my business? How can I organize my people better? For example, how can we focus on more targeted leads, better leads to have the demos and the sales conversations more successful?”

Paulina:
Yes, exactly.

Discovering inner motivations (at least in men)

Matthias:
I also found this other point interesting where you said there’s no real correlation, or they don’t feel a correlation, between what they do and the success they have. This could be a really, really interesting and deep point where you can help them because that’s a thing I totally resonate with. Sometimes, when the day is over, I think, “What did I do today? Did I move anything? Did I do anything that makes sense? Or did I just fiddle around and keeping my ship afloat?”

So, it’s such a big point, especially for men. They’re always asking themselves, “Am I successful? Am I achieving something?” You said in the other point, under the aspiration category, you said, “They want to feel accomplished. They want to accomplish something.” And that’s a big thing for a man, at least.

So, this could be a real big thing where you can help them to feel this sense of accomplishment, or sense-making, or achieving goals, doing something that makes sense, that has sense. This is always a big thing.

So, if you can help them with like, “What was your day like?” “Oh, lots of chaos. I did a lot of stuff.” “Oh, which categories did this have?” “Yeah, I talked to customers. I made some content. I talked to my people what to do, and I made some planning for the next quarter.” “Oh, okay, yeah. So, you did do things that make sense” and then guide them slowly to feel more about sense in their work. It would be because startup life is really chaotic. Its founders have a chaotic environment, as you well know.

Paulina:
Yes. Yes, totally. Makes sense!

Matthias:
Yeah. So, correlation between what they do and the number of customers they have. This would be interesting thing. Solutions could be a strategic goal setting. Yeah. Working on strategies, systems, processes for them, selling little courses, for example, how to achieve more focused leads, how to get more focused leads or lots of these tiny little topics.

And then maybe also a cohort-based course. I recently saw Kevon Cheung from Hong Kong do something like that. I think he was from Hong Kong; I’m not sure. He also started out, at the beginning, I think, a year ago, with Twitter threads. He simply published threads, and afterwards he published little essays, and then he published a complete blog posts and a course on building in public. And now he’s giving a cohort-based course, over several weeks, where he gathers a cohort of people around him and they are trying to get into building in public.

So, it was a quite natural development, I think from the tiniest beginnings to more, bigger and bigger things. So, this is a good strategy.

Paulina:
Yes, exactly, that’s what I’m trying to achieve, like building upon things; like what is the smallest version of thing I can do to help them.

Matthias:
Yeah.

Paulina:
And also see where they hang out. So, that’s Twitter, and tweets or Twitter threads.

Matthias:
Yeah.

Paulina has a good understanding of her target persona, and lots of ideas on how to proceed

Paulina:
So, this is ticking: “What else can I do?” Can you do a blog post? Okay. Can I do a video series? Okay. This is working out, so I might do a course on this. Okay. Like that.

Matthias:
Yeah.

Paulina:
Yes. Makes sense. Totally. You’re right.

Matthias:
Cool. So, I think we covered some ground, right?

Paulina:
Yes.

Matthias:
Thank you very much for coming today and exposing yourself. It’s requires some courage to talk so openly about what you do and what your challenges are. I admire that.

Paulina:
Thank you for having me; for inviting me. You helped a lot with the questions, and there were a lot of eye-opening questions that if I haven’t said them or if you haven’t asked them – I did surprise myself with some of the answers I gave you. So, it’s really been eye-opening for me this session. So, thanks! Really helpful!

Matthias:
That’s such a great thing to hear. So, awesome! Thank you, Paulina, for being here, and I wish you’re much, much success with your business.

Paulina:
Thank you so much, to you too.

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Outro

Thanks for listening to The Audience Explorer podcast, today.

You can find me on Twitter at @GetTheAudience and you can check out the blog at gettheaudience.com

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