Technical founders often rush to sell before earning trust. Build credibility first by serving your market, solving problems, and delivering value consistently. Then customers will buy when you have a product.
Trust takes time. One of the mistakes I see a lot of particularly technical entrepreneurs make is that they will build their product and they want to turn around and sell it. And they're feeling the clock behind them because they spent all this time and/or money on building whatever the product was they had in their hearts. What they haven't done is gone into the market and built up their credibility because it's not only that the product— that the market wants this product, but they want to buy it from you. And that's going to be a result of your credibility and the trust they have in you based on your reputation and based on your relationships. I think a really good way for you to be spending your time early on is even less than building, far less than building, is going to be spending more time serving the market so that they are going to be more inclined to trust you and want you to be solving their problems. That could be through the process of creating services you provide, whatever it turns out to be. I would say go start the clock, start earning their trust, putting in those reps, and eventually they'll be ready to buy from you.
