A construction-industry founder explains why listening to customers isn't enough. He conducts hundreds of direct conversations to find real needs, then asks prospects to pay upfront or sign a letter of intent. Verbal affirmation doesn't mean much; money does.
One is having hundreds of conversations with our customers. Okay. And 2 is asking them to put their money where their mouth is. Okay. And, you know, I'll tell you, the first time we're doing this, it's not like we— or the first solution that we launched, it's not like we didn't talk to customers. But, you know, as a founder being from the construction industry, sometimes I felt like people are telling you what you want to hear. And then we had, you know, tons of letters of intent signed that they're gonna pay once we build this solution.
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