Peter Lohmann explains why his company skipped brokerage services and paid marketing. Instead of hiring a business development manager or running ads, he spends his own time on direct outreach and relationship building, which he argues generates better leads than traditional sales tactics.
I guess kind of a soundbite. I haven't spent a dollar on marketing. What I have spent is founder time. So it's a different kind of expensive. Like if someone has a BDM or they pay per click, they're spending dollars to generate leads. I'm spending founder's time, which arguably is way more expensive. Now, once I hire a BDM, the BDM could do what I'm doing. So I'm not truly bottlenecking my business. It's just in this moment in time, if I had to pay a BDM for 700 doors in 2 years, it's differently expensive. If you will. And so the marketing side of things goes more to how do I network, how do I build relationships? And just as important, another really big piece of marketing for us is the problem that comes across the desk.
