Читать книгу Wake Up and Sell the Coffee! - Martyn Dawes - Страница 32

 Don’t try to build a business before you really know it works – hoping it all goes according to plan before your money runs out is not smart.

 Prove the concept on a small scale. If you then need to raise funds to grow the business later on you will be seen as far lower risk and hence give away less of your equity.

 Spend time listening to people who buy your product and those that don’t, especially those that don’t. Focus on understanding your customers and how to unlock explosive sales growth. Little else matters at this stage.

 You can spend days chasing private investors, modelling and remodelling different scenarios. Answer their questions but there then comes a point where you have to ask “Are you going to invest?” Don’t let yourself be pulled around.

 Don’t try to build a business by putting costs first. Sales growth ignites new business success. You want people flocking to you and talking about your offer. Sales always have to come first. Profitability is then unlikely to be an issue.

 With the product right, be confident about your pricing. Demand continued to grow as my prices increased.

 Don’t be afraid to ask for help from suppliers. Most will want to help. If you can’t afford to pay going rates or can’t pay at all then strike a deal. Get them excited about the prospects for your business and the opportunity this presents them. Offer your loyalty once your business is proven.

 If you fail to ignite potential investors and sell yourself, you won’t raise money, regardless of how good the business is. Investors know any business is only as good as its management. My early-stage investors came on board because my vision was believable, I had evidence it worked and I presented myself well. They were attracted by my confidence.