Playbook / Lessons / First buyers
StartupsYour first buyers are early adopters
A young company does not sell to the mainstream buyer of established vendors. Aim at a small group of people who like trying new things and will accept rough edges in return for being first.
“As an early-stage company, you're generally selling to a targeted group of early adopters”— Whitney Sales, The Three Frameworks You Need to Kick-start Sales, Jun 2016
Do this
Describe your ideal early adopter in three traits and screen your next ten leads against them.