Just Sell Customers What They Need



In my hundreds of dialogs with aspiring and struggling entrepreneurs each month, I usually see a glaring fault: many try to make a business out of what they want to do (passion-driven ideas) or what they know how to do (supply-driven ideas), rather than what the customer demands (market-driven ideas).

I know that some companies like Apple are really good at creating products that customers didn’t know they needed until they saw it, but that is risky business well beyond the reach of an aspiring entrepreneur that is just looking to get launched.

If you want to get started, go out and find an unmet need and simply meet that initial customer’s need. Then study what happened and improve your offering. Then sell the second customer and repeat the process. Keep an eye on solving their problem and creating an offering that can easily be sold to many other similar customers. And keep repeating the process. Before long you will be fully launched by selling customers what they need.

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About Wade Myers

Wade has founded or co-founded, invested in, and been a director of over 25 companies and has completed 55 financing and M&A transactions. His previous work experience includes the Boston Consulting Group and Mobil Corporation. Wade also served as an Airborne Ranger in the US Army where he was a decorated veteran of the Gulf War. He is a Baker Scholar graduate of Harvard’s MBA program and is married with five children.

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