Chapter 20Getting Your First Customer

So how do you make money from your idea and business? Land your first customer and then multiply the process by 10—it’s that easy! No, it’s not easy, nor will it happen quickly, but following the steps I outline in this chapter will help accelerate the process.

First, you must address the problem you’re solving and the result (benefit) your customers receive. Remember, there is only one reason why people spend money—to solve a problem. Now that you know that, it should be easy to get customers and sales, right? Well, no, because entrepreneurs tend not to focus on solving their customers’ problems; instead, they focus on their idea and fall in love with it. The truth is, customers don’t care about your business, ...

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