Start For Free
The speaker explains that entrepreneurs should start with smaller customers before targeting larger ones. Building experience with smaller clients is essential before earning the trust needed to work with major corporations.
Summary
The speaker discusses a fundamental business strategy principle about customer acquisition and business growth. They explain that most entrepreneurs must 'earn their way' into working with bigger customers rather than starting at the top. The speaker notes that while the actual work required to serve large versus small clients may be similar in effort, the barrier to entry is significantly different. Larger clients require entrepreneurs to demonstrate substantial experience and expertise before they will trust them with their business. The speaker uses Amazon as an example of an unrealistic first target for someone with zero experience. Instead, they advocate for a progressive approach where entrepreneurs begin by serving smaller businesses to build their skills, experience, and credibility, which then positions them to eventually work with larger, more prestigious clients. This strategy acknowledges the practical realities of business development and the importance of building trust and proven competency over time.
Key Insights
- The speaker states that entrepreneurs typically have to earn their way into bigger customers rather than starting with them
- The speaker explains that the work required to serve bigger clients is about the same as smaller ones, but getting their trust requires more experience
- The speaker argues that claiming zero experience while trying to take down Amazon as a client is super unlikely to succeed
- The speaker recommends starting with smaller businesses and working your way up to larger clients
- The speaker advocates for starting for free when you don't have any experience
Topics
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