Trust works like a flywheel: founders who invest upfront in showing character and competence close deals easier and build recurring business. Early transactional selling without trust makes closing hard. Once the wheel spins, both buyer and seller keep investing because they want better returns from the relationship.
Market trust is a flywheel. It takes time and effort for it to build. People need to believe that you are the person who has both the character and the competence to deliver whatever the promises that you're bringing to the market. And the, uh, and so that means founders who go out and try to sell immediately on a transactional basis because that's all they have building are going to have a much harder time closing that sale. Because they are not yet trusted. You need to put in the time to get that wheel spinning. Because once it spins, not only are you able to make an initial transaction, but you're able to get a recurring business from those people as well. Because it takes effort on both sides to spin that wheel. Not only are you putting in for the market to trust you, but the people who decide to trust you are putting in effort on their end and they're looking for better returns on that spinning wheel as well. Put in the effort on the front end and you'll get recurring returns on the back. It's a flywheel.
