Step-by-step guides
Find your first customers
First customers come from a loop, not from luck. Choose a small group, have five learning conversations, make one small offer, and review what you heard.
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01
Step 1 — pick a narrow group
Not “everyone who needs this.” One group you can name and find.
- A named group with a clear boundary (10 customers in my neighborhood, zip code, city, etc.)
02
Step 2 — have five learning conversations
Reach out to five people in that group. Not to sell — to learn.
- What does that part of your work look like today?
- What is the most annoying part of it?
- What have you tried that did not work?
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Step 3 — make a small offer
Based on what you heard, offer one small, concrete thing at one clear price. Small enough that saying yes is easy.
- One small, concrete offer
- One clear price
04
Step 4 — deliver, then review
After the work, ask three questions.
- What worked?
- What was confusing?
- Would you recommend this to one person you know?
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Step 5 — run the loop again
Each round, narrow your group or sharpen your offer based on what you learned. First customers come from the loop, not from luck.
- Five conversations
- One small offer
- One review
- Repeat
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