Land Your First Customers 3x Faster

About this Video

• Video Title: Land Your First Customers 3x Faster
• Channel: Ash Maurya - LEANFoundry
• Speakers: Ash Maurya
• Duration: 00:12:48

Introduction

This video challenges the traditional "build-demo-sell" approach to product launch. Ash Maurya advocates for a "demo-sell-build" method, claiming it's three times faster, converts better, and ensures building only what customers want. He explains why the traditional method is inefficient and risky, emphasizing the importance of customer validation before extensive development.

Key Takeaways

• Traditional "build-demo-sell" is inefficient: Building a product first leads to delays, scope creep, and potentially building the wrong product entirely. Customers today have more choices and won't wait for unfinished products.
• "Demo-sell-build" is a faster, more effective approach: Focus on selling a demo (not necessarily a fully functional product) first to validate demand. This might involve mockups, screenshots, or even just a compelling narrative.
• The demo's purpose is storytelling, not demonstration: A demo showcases the product's value proposition, not its technical details. Start with the smallest possible demonstration to secure a sale.
• Iterative refinement based on customer feedback: Use demos to gather feedback and refine the product based on customer wants, ensuring you build the right features. Avoid over-promising in the demo.
• Customer speed varies with deal size: Smaller deals have faster turnaround times than large enterprise sales, which may involve lengthy legal and procurement processes.