Waseem Daher built his service business by targeting startup founders, a niche where he already had credibility and network. Speaking the founder's language and understanding their problems deeply made selling easy. Trying to serve unrelated sectors like property management fails because you lack the trust and familiarity customers need.
The more niche you are, the better. And sometimes you kind of know the initial niche and sometimes you have to discover the initial niche. And for us, we happened to know in this case, the initial niche we were going to target was startup founders because one, we knew viscerally, twicehand, that this was a real problem that they had and we had good network and we had credibility. It's like there were structural reasons why it made sense for us to initially sell to kind of technology startups. And we found that our ability to sell technology startups was very, very good. What we also found is like if you were a property management company, no, like we were not very credible on the phone with you, it didn't really seem like we were gonna do a good job. Because ultimately, like, for our customer, the business owner, they generally are not accounting experts. They don't wanna be accounting experts. That's kind of like why they're hiring us. And so they wanna know that you are for them, that you work with businesses like theirs, that you speak the language.
