Startup Growth Podcast

Welcome, Startup Superstars!

So, you’ve got a startup. Congrats! That’s like buying the ingredients for a gourmet meal—you’ve got potential. But unless you figure out how to cook it (read: your business model), you’re just one bad recipe away from a kitchen disaster.

Today, we’re diving into business model innovations. You know, those nifty tweaks and ideas that can turn your startup into the next big thing. Imagine your business model as a classic pizza. Sure, everyone loves a Margherita, but add some truffle oil or stuffed crust, and BAM—you’re unforgettable.

Ready to innovate your pizza? Let’s break down the toppings, shall we?

1. Revenue Stream Innovation: Cha-Ching Like a Pro

Revenue streams are how you make money. But here’s the kicker: you’re not limited to just one way of earning.

• Classic Style: Sell a product or service and collect payment upfront. Think of it as plain cheese pizza—reliable, but a bit predictable.

• Subscription Model: Netflix-ify your business. Monthly fees for recurring value? Yes, please! It’s like offering unlimited pizza slices for a flat fee.

• Freemium: Give a slice for free, but charge for toppings. Popular with SaaS businesses and mobile apps.

• Pay-as-You-Go: Perfect for customers who like à la carte. Uber, anyone?

• Licensing: Let others use your recipe—for a fee, of course. Think Disney licensing Star Wars toys.

💡 Analogy Alert!: Think of revenue streams like your Spotify playlist. A hit single won’t make the charts if you don’t explore remixes, acoustic versions, and collabs with Taylor Swift.

2. Value Proposition Innovation: What’s in It for Them?

A value proposition is the promise you make to your customers. Innovating here is like saying, “Not only will this pizza taste amazing, but it also burns calories as you eat it!” (Now, that’s value.)

• Personalization: Offer tailored experiences. Ever built your own Domino’s pizza online? That’s the vibe.

• Social Impact: Make customers feel they’re contributing to something bigger—like eco-friendly packaging or donating a slice for every one sold.

• Convenience: Speed things up! Amazon Prime anyone?

• Bundling: Pair things that naturally go together. Pizza + garlic bread + soda = a happy dinner.

Pro tip: To stand out, obsess over your customers. Solve their problems, not the ones you think they have.

3. Cost Structure Innovation: Slash and Burn (the Right Way)

Now, let’s talk about expenses—aka the broccoli on your pizza. (Necessary but not exactly loved.)

• Automation: Use technology to streamline processes and reduce costs. Why knead dough when a machine can do it faster?

• Outsourcing: Focus on what you do best and let someone else handle the rest.

• Asset Sharing: Think Airbnb for businesses—use resources without owning them.

• Freemium Frameworks: Provide a basic service for free but charge for premium features. You save on costs, and customers get hooked on the freebie.

💡 Analogy Alert!: Optimizing your cost structure is like Marie Kondo-ing your startup budget. If it doesn’t spark joy (or ROI), let it go!

4. Ecosystem Innovation: Build Your Tribe

Why build your business alone when you can partner up? Ecosystem innovation means creating a network of partnerships that add value.

• Platforms: Think Amazon Marketplace—brands sell, Amazon delivers the platform.

• Crowdsourcing: Leverage ideas, funding, or resources from the crowd. It’s like hosting a potluck and ending up with a gourmet spread.

• Affiliate Marketing: Pay others to market for you. It’s the modern-day version of a pizza delivery guy recommending your shop.

Startups that nail ecosystem innovation rarely go unnoticed. Remember, community creates currency.

5. Distribution Channel Innovation: Get That Pizza to Your Door

It’s not just what you sell—it’s how you deliver it.

• Direct-to-Consumer (DTC): Sell directly, own the relationship. Think of Warby Parker or Glossier.

• Online-Only Models: No brick-and-mortar costs? Sign me up!

• Omnichannel: Be everywhere—online, offline, and in between.

• Subscription Box Model: Deliver surprises regularly. Birchbox for beauty; what about Birchbox for pizza toppings?

Innovative distribution channels aren’t about gimmicks. They’re about making it stupidly easy for customers to choose you.

The Big Takeaway

Startup success isn’t just about having a killer idea. It’s about experimenting, testing, and pivoting your business model until you strike gold. Think of it as cooking: you don’t always nail the recipe on the first try. Sometimes the secret ingredient is more spice—or, in this case, a new revenue stream or value prop.

Signoff:

Innovating your business model isn’t rocket science—it’s just pizza science. Start small, test often, and don’t be afraid to shake things up.

Speaking of shaking things up, I’ve got a free course that’s bursting with webinars, 1:1 consultations, a supportive community, and workshops. Yep, all the good stuff. Join now and let’s get your startup sizzling.

👉 Join the FREE course and transform your startup today!

P.S.:

If you’ve ever dreamt of a world where pineapple pizza doesn’t exist, you already know the value of innovation. Imagine what we can do for your startup!

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Hey there, Startup Founders!

You’re grinding every day, wearing multiple hats, probably living off a diet of coffee and dreams. But let’s face it—sometimes, despite all the hustle, your startup feels like it’s hitting a wall. Growth is flatlining, customers are ghosting, and the market seems to have moved on without leaving you a forwarding address.

Could it be that your once-brilliant business model is now… well, kinda dusty? Don’t panic—today, we’re going to dive into how to spot the signs that your business model needs an update, and I promise to keep it fun (and maybe even a little snarky).

1. 🚦 Red Light: Growth Has Hit a Plateau

Alright, let’s get real. If your revenue graph looks as flat as a pancake, it’s a clear signal something’s off. Remember Blockbuster? Yeah, neither does Gen Z. They got complacent, assuming their customers would keep coming back to rent DVDs forever. (Spoiler alert: they didn’t).

In today’s fast-paced world, a stagnating growth curve is your business’s way of waving a giant red flag in your face saying, “Hello! I need a makeover!” This doesn’t mean you should throw everything away, but it’s a sign to get curious and start experimenting.

Pro Tip:

Run a growth audit. Dive into your metrics, customer feedback, and market trends. Are you still solving a pain point that matters to your customers today? If not, time to re-evaluate.

2. 🦖 Are You Still Trying to Sell Dinosaurs in a Tesla World?

Markets change, and if you’re still selling CDs when everyone’s moved to Spotify, you might need to innovate—or risk becoming the business equivalent of a T-Rex in a world of self-driving cars.

If your competitors are suddenly making more noise than a toddler on a sugar rush, and you’re left wondering why your phone isn’t ringing, it’s time to ask: has the market evolved while you were busy perfecting that one product feature?

Analogy Alert:

Think of your business model like a pizza delivery scooter. It might’ve been the fastest thing in town back in the day. But now, with drone deliveries on the rise, your scooter’s struggling to keep up. Sometimes, a little innovation is all it takes to soar above the competition—literally!

What You Can Do:

• Survey your existing customers: Find out what’s changed in their world.

• Perform a competitive analysis: What are your competitors doing that you aren’t?

3. 🐢 When Your Startup is Moving Slower Than a Sloth on Valium

Innovation isn’t just about keeping up with the Joneses; it’s about moving faster than them. If your product development cycle feels slower than waiting for a 90s dial-up connection, that’s a major sign your business model needs a rethink.

Here’s a harsh truth: Speed is your competitive advantage. If you’re not sprinting, you’re sinking. The fastest way to innovate? Get lean and agile. No, I’m not talking about doing yoga (though that might help with the startup stress). I’m talking about embracing rapid prototyping and testing to stay ahead.

Quick Fix:

• Adopt agile methodologies: Break down projects into sprints to get faster feedback.

• Embrace the MVP mindset: Stop waiting for perfection; launch, learn, and iterate.

4. 🎭 Customers Are Leaving You On “Read”

Are your customers going radio silent on you? If your once-loyal fanbase is now ghosting you like a bad Tinder date, it’s time to listen up.

Customer behavior is like a canary in a coal mine. If they’re no longer engaging, something in your offering isn’t resonating anymore. It’s not them; it’s you (or at least your outdated business model).

Actionable Insight:

Run customer interviews, host feedback sessions, or even bribe them with a free coffee chat (you know you’re good for it). Whatever it takes to find out why they’ve checked out.

5. 🕵️‍♂️ Your Industry Has Gone from Blackjack to Bitcoin

If your industry is changing faster than AI generating deepfakes, you can’t afford to stay stuck in your old ways. Are you in an industry where everyone else is pivoting to new technologies, but you’re still sending faxes? (If so, we really need to talk).

Look, innovation isn’t just for tech giants or unicorns; it’s for everyone who wants to stay in the game. If you’re not adapting, you’re becoming irrelevant.

Pro Tip:

• Invest in trend analysis: Read industry reports, attend webinars, and keep an eye on what’s trending on LinkedIn.

• Experiment with new revenue streams: Think subscriptions, freemiums, or partnerships. Be creative!

👋 Wrapping It All Up

If any of these signs are making you sweat a little, it’s okay! Acknowledging that your business model might need an upgrade is the first step to a brighter, shinier future.

Think of your business as a house. Every so often, you need to renovate, add new furniture, or maybe even tear down a wall to create an open concept (because everyone loves those, right?). Innovation doesn’t mean starting from scratch; it’s about making smart updates that keep you ahead of the game.

📣 Want More Startup Secrets? Join My Free Course! 🎓

Imagine a community where you get free webinars, workshops, 1:1 consultations, and access to like-minded founders. It’s not just another course—it’s your ticket to startup success. 🚀

Sign Up Here

P.S.

If you’re still trying to figure out if your business needs a facelift, here’s a simple rule of thumb: If your business is still using a fax machine… it’s time.

Stay innovative, stay ahead, and keep grinding. Your future self will thank you!

Cheers,

Startup Coach Manoj

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Alright, Startup Founders, Let’s Dive In! 🌊

Imagine you’re at the world’s most epic beach party 🏖️, and you brought a cooler full of homemade lemonade (your startup’s product). You share a few cups with some early party-goers. They take a sip, and their eyes light up. Before you know it, people start flocking to your cooler. But how did everyone else find out so fast? Easy—those first few sippers became your unofficial sales team, spreading the word faster than a viral TikTok video.

That’s exactly how leveraging your early customers works for your startup. 🌟 When they’re happy, they can’t help but tell their friends. And that, my friend, is where the magic happens.

In this blog, I’ll walk you through how to transform your early customers into enthusiastic advocates for your brand. Because let’s be honest—there’s nothing better than someone else doing your marketing for you, especially when you’re bootstrapping your startup. 🚀

1. Create a Referral Program That’s Hard to Resist 🎁

First things first, let’s talk about referrals. This is one of the easiest and most effective ways to leverage your early customers. Think of it like the Buy One Get One Free deal at your favorite pizza joint 🍕—only, instead of extra cheese, you’re giving your customers something they truly want: discounts, perks, or exclusive access.

How to Do It Right:

• Make it worth their while: Offer discounts on their next purchase or a freebie for every successful referral.

• Keep it simple: No one likes complicated rules. The easier it is for customers to refer, the more likely they are to do it.

• Highlight the benefits: Make sure your customers know what’s in it for them. A well-placed nudge like “Hey, refer a friend and get 20% off your next order!” works wonders.

Pro Tip: Make your program sound exclusive. People love being part of a club that others can’t get into. Create an aura of VIP treatment around your referral program.

2. Encourage Testimonials Like a Pro 🗣️

Let’s face it—no one believes a founder saying, “Our product is the best.” It’s like a kid boasting, “I’m the best hide-and-seek player,” while hiding behind a transparent curtain. 😆 The real power lies in what others say about you.

Testimonials are your startup’s social proof. They’re the reviews that can turn skeptics into believers faster than you can say, “early traction.”

How to Get Great Testimonials:

• Ask at the right time: The best time to request a testimonial is when a customer is happiest. Maybe right after they’ve successfully used your product or when they’ve reached out with positive feedback.

• Make it easy: Provide a short template or prompt. Most customers are willing to help, but they don’t have time to write an essay. Keep it simple, like: “What did you love most about our product?”

• Incentivize it: A little nudge goes a long way. A discount, a shoutout on your social media, or even just a heartfelt “thank you” can encourage more customers to share their experience.

Analogy Alert! 🚀

Think of testimonials like confetti at a celebration 🎉. One piece doesn’t make a difference, but throw a whole bucket, and suddenly it’s a party. Collect enough glowing reviews, and your startup starts to shine.

3. Make Them Feel Like Insiders 💡

Everyone loves being on the “inside.” It’s why we’re all secretly obsessed with finding hidden speakeasies and VIP lounges. 🕵️‍♂️ Turn your early customers into your startup’s inner circle, and they’ll be more inclined to spread the word.

How to Create That Insider Feeling:

• Invite them to beta test new features: Let them feel like part of your product’s growth story. This not only makes them feel special but also gives you valuable feedback.

• Offer exclusive perks: Give them early access to new releases or invite them to private webinars.

• Ask for their opinions: Run polls or feedback surveys. People love sharing their thoughts, especially if they know it’ll influence the product they love.

Real-Life Example

Ever heard of Dropbox’s early success? They offered extra storage space to users who referred friends, turning customers into growth machines. Not only did they expand their user base, but they also made customers feel valued. That’s a win-win!

4. Turn Complaints into Marketing Opportunities 🛠️

Yes, you read that right. Complaints aren’t always bad news. In fact, they’re like the spinach in your smoothie 🥤—they might seem unappetizing at first, but they can make you stronger. 💪

Here’s the deal: When early customers point out issues, they’re giving you a golden opportunity to improve. And if you resolve their concerns swiftly and effectively, guess what? They’ll turn into some of your biggest advocates.

How to Handle Complaints Like a Pro:

• Acknowledge the issue quickly: A simple, “Thanks for bringing this to our attention” goes a long way.

• Solve it and follow up: Make sure you address the problem and check back in. Let them know their feedback made a difference.

• Show appreciation: A small token of gratitude, like a discount or a freebie, can transform a frustrated customer into a lifelong fan.

5. Leverage Social Media Shoutouts 📱

Your early customers are already online—why not let them do some marketing for you? Encourage them to post about your product, tag your brand, and share their experience. Social proof on social media can be more persuasive than any ad campaign you could ever run.

How to Get Social Media Buzz:

• Create a hashtag: Make it catchy and easy to remember.

• Offer incentives for posts: Run contests where customers can win something by sharing their experience.

• Feature customer posts: Nothing boosts engagement like a brand reposting its customers’ content. It’s the digital equivalent of a high-five. 🙌

🛑 Let’s Wrap This Up, Shall We? 🛑

By now, you’ve probably realized that your early customers aren’t just buyers—they’re your most valuable allies. Treat them well, and they’ll do your marketing for you. Ignore them, and, well… you’ll just be that lemonade stand with no customers on a hot beach. 🍋🌞

So, go ahead and start turning your early adopters into your brand’s biggest advocates. And if you need more actionable strategies to skyrocket your startup, I’ve got just the thing for you.

🚀 Join My Free Startup Growth Course Today! 🚀

Gain access to live webinars, 1:1 consultations, a supportive community, and hands-on workshops. Sign up now to fast-track your journey from idea to launch!

👉 Click here to enroll for FREE!

Cheers to your startup success,

Startup Coach Manoj 🎙️

P.S. Want to go from zero to hero with your startup? It’s easier than you think. All you need is a few great customers… and a guide (like me) to show you the way.

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Hey there, fellow startup warrior! 👋

So you’ve got this awesome product idea simmering on the back burner, and you’re itching to serve it to the world. But there’s one small hiccup: how the heck do you price it for pre-sales? Do you price it too low and risk eating instant ramen for the next six months? Or do you price it too high and watch your early adopters run faster than a toddler who’s just been told “no”?

Fear not! Let’s break down the art of pre-sale pricing, minus the headache-inducing MBA jargon. We’ll keep it light, sprinkle in a dash of humor, and throw in a couple of analogies that might just change your life—or at least make this process a bit more fun. Let’s dive in!

1. Why Pre-Sale Pricing is Like the Perfect Tinder Bio

Okay, hear me out. Setting your pre-sale price is a lot like crafting that elusive Tinder bio. You want to attract the right crowd, show off your value, and leave them wanting more without overselling yourself. If you set the bar too low, people might think, “What’s wrong with it?” Set it too high, and they’ll swipe left without a second thought.

The sweet spot for your pre-sale pricing is somewhere between “What a steal!” and “Wow, this looks like a great deal I can’t miss out on.” You’re not just selling a product; you’re creating buzz and rewarding those early adopters who are taking a chance on you. And let’s be honest—if your mom’s the only one buying your product, your pricing strategy might need a bit of work. 😉

2. Know Your Costs and Avoid the Classic ‘Sinking Ship’ Trap

Before you throw out a random price that feels right, take a minute to do the math. I know, I know—math is the bane of every creative founder’s existence, but trust me, it’s better than slowly sinking your startup like the Titanic.

Here’s what you need to factor in:

• Cost of Goods Sold (COGS): This is the hard cost of actually making your product.

• Marketing Expenses: Even if it’s just paying for that friend who promised to shout out your product on Instagram.

• Shipping and Handling: Because yes, those adorable boxes cost money.

• A Buffer for Surprises: Because something always goes wrong. Always.

Now that you’ve crunched the numbers, set a pre-sale price that not only covers your costs but also leaves a little wiggle room for profit. After all, you’re not running a charity here.

3. Reward Early Adopters, But Don’t Spoil Them Rotten

Let’s be real—pre-sale pricing is basically your way of saying, “Hey, thanks for believing in my crazy dream before everyone else did.” But that doesn’t mean you should give away the store for free. Think of it like hosting a party: you want to give your early guests the good stuff, but if you start pouring out the 18-year-old whiskey, you’ll be left with nothing but tap water by the time the rest of the guests arrive.

Actionable Tip:

Offer early bird pricing tiers. Start with a super-early-bird price (only 10 slots!) to reward your ultra-supporters, followed by a standard pre-sale price, and finally your full retail price. This way, you create urgency, reward loyalty, and still keep enough margin to pay yourself something better than Monopoly money.

4. Build Value Before You Ask for the Sale

Ever been to a car dealership and felt like they were trying to sell you a car before you even sat in it? That’s what it feels like if you slap a price on your pre-sale page without explaining why your product is the best thing since sliced bread.

Here’s the trick: Educate, excite, and then price. Share sneak peeks, behind-the-scenes content, and teasers that make your audience think, “I NEED this!” By the time you reveal the pre-sale price, they’ll be so ready to click “Buy Now” that they won’t even notice they’re paying full price for a product that technically doesn’t exist yet.

5. Anchoring: The Psychology of Making Your Price Look Like a Steal

This one’s a game-changer. Humans are wired to compare prices. It’s why that $4,000 “discounted” mattress always seems like a better deal when it’s sitting next to a $10,000 one.

Here’s how you can use this to your advantage:

• Display your full retail price right next to your pre-sale price.

• Add a “You Save X%” tag to drive home the value.

• Include testimonials or early reviews if you have them (even if it’s just your mom raving about it, she counts).

By using the anchoring effect, you make your pre-sale price look like an absolute bargain, even if it’s just a couple of bucks cheaper than your launch price. 🤑

6. Keep It Limited, Keep It Scarce

Want to create a buying frenzy? Take a page from Apple’s playbook and make your pre-sale limited. As in, really limited. Think “last slice of pizza at a party” limited. When people believe they’re getting access to something exclusive, they’re way more likely to hit that buy button faster than you can say “sold out.”

Wrapping It All Up (Like the Prettiest Gift)

Setting pre-sale prices is both an art and a science. The art is in the messaging—how you communicate the value and urgency. The science is in the numbers—ensuring you’re not accidentally setting your startup on a path to financial ruin.

Remember: Reward your early adopters without going broke, anchor your prices to show value, and keep the pre-sale limited to create scarcity. Do this, and you’ll have your early supporters singing your praises (and funding your next ramen-free month).

Signoff:

Thanks for reading, fellow hustler! 🚀 If you found this helpful, I’ve got a ton more resources to share. Sign up for my free course, which includes webinars, 1:1 consultations, an exclusive community, and workshops designed to take your startup from idea to launch!

https://csm.dembok.com/l/11aef6ae1f

P.S. If you’re on the fence, just remember: your competitors are probably reading this blog too. 😉

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Hey there, Early-Stage Founders! 🚀

So, you've got this amazing idea. You can almost hear the cash register ka-ching-ing in the background. But wait... where are the customers? You haven’t even launched yet, but you’re already dreaming about your first sale. The truth is, you don’t have to wait until launch day to start raking in some moolah.

Enter: pre-sales and early customer acquisition.

If you’ve ever felt like you’re shouting into the void when it comes to getting those first customers, this post is for you. Because, let’s be honest, marketing your idea after you’ve built it is like trying to put the frosting on a cake after it’s already in the box. Spoiler alert: it’s messy and ineffective.

But don’t worry, I’ve got your back. Grab a cup of coffee, sit back, and let’s dive into how platforms like Kickstarter, Gumroad, and Shopify can help you get the ball rolling—before your product is even fully baked.

The Power of Pre-Sales: Why Bother?

Imagine you’re throwing a party, but you’re not sure if anyone will show up. Pre-sales are like sending out party invites to gauge interest. Instead of wasting time, energy, and money building something that nobody wants, pre-sales allow you to validate your idea, attract early adopters, and—best of all—fund your project before you go all-in.

Pre-sales help you answer the million-dollar question: “Will people actually buy this?”

And let’s be real, nothing says “I’m serious about my idea” quite like getting a customer to pull out their wallet. Plus, you get to make some cash upfront, which is always a good thing for your startup’s runway.

The Big Three: Platforms to Use for Pre-Sales & Early Customer Acquisition

Alright, let’s talk tools. You don’t need to reinvent the wheel here. There are already platforms built specifically for early-stage hustlers like you. Let's break down the top three:

1. Kickstarter: Turn Your Idea into a Funded Reality

Best For: Creative projects, innovative gadgets, and game-changing products.

Why It Works:Kickstarter is like that popular kid in high school who could convince the whole school to show up at a party. It’s the go-to platform for creators looking to fund projects that have never been done before. It’s great if you’ve got a snazzy product, some slick visuals, and a compelling story.

How to Use It:

* Create a killer campaign page with engaging videos, product images, and a solid pitch.

* Offer rewards like early bird discounts, exclusive merch, or limited editions to entice early backers.

* Leverage the built-in Kickstarter community to gain momentum (just like getting your friends to dance first at a party—it gets everyone else on the floor).

Pro Tip:Don’t be the guy at the party who forgot to bring the music. Make sure your campaign is fully prepared before you hit launch. Nothing kills momentum like a half-baked Kickstarter page.

2. Gumroad: Sell Digital Products Like Hotcakes

Best For: Digital content, courses, ebooks, or anything that’s downloadable.

Why It Works:Gumroad is your all-in-one solution if your product is digital. It's like the Swiss Army knife for selling content. You can start selling your ideas with minimal upfront costs, no fancy e-commerce setup required.

How to Use It:

* Create a pre-sale page for your product—whether it’s an ebook, an online course, or a design template.

* Start collecting payments even before the final product is ready.

* Use Gumroad’s email marketing tools to stay in touch with your early buyers and keep them hyped until launch day.

Pro Tip:Think of Gumroad like that friend who’s super easy-going and low maintenance but still shows up to help you move furniture. It’s incredibly simple to use, but don’t underestimate its power for generating those early sales!

3. Shopify: Set Up Shop Like a Pro

Best For: Physical products, subscription boxes, or pretty much anything you can ship.

Why It Works:Shopify is like your dream storefront—open 24/7, no rent required, and zero headaches from cranky landlords. It’s perfect if you’ve got a physical product and want a slick, professional look without hiring an expensive web developer.

How to Use It:

* Use the pre-order feature to collect sales before your product is ready to ship.

* Set up a simple, visually appealing landing page to showcase your product and collect emails.

* Integrate with tools like Facebook Ads to drive traffic and build buzz.

Pro Tip:Make sure you have a clear timeline for delivery. Customers love supporting new businesses, but they hate being ghosted. Treat your early supporters like gold—they’re your startup’s first fans!

The Secret Sauce: Using These Platforms Together

Here’s a fun analogy: if Kickstarter, Gumroad, and Shopify were Avengers, you’d be assembling them into a pre-sales dream team. For example:

* Use Kickstarter to raise initial funds and generate buzz.

* Transition to Gumroad to sell digital content or pre-orders for future product updates.

* Finally, set up a Shopify store for long-term sales and subscriptions.

By leveraging each platform’s strengths, you’re not just casting a wide net—you’re fishing with a spear.

The Wrap-Up: Get Ready to Pre-Sell Like a Pro

So, there you have it, folks! With platforms like Kickstarter, Gumroad, and Shopify at your disposal, you’ve got everything you need to start pre-selling and acquiring early customers. Just remember, the goal is to build excitement and get your audience invested (literally) in your journey.

I’ll leave you with one last thought: If your startup were a band, these platforms are your first gig. And trust me, there’s no better feeling than seeing those first fans cheering you on before you even have an album out.

Ready to Turn Your Startup Idea Into Reality?

I’m hosting a free course packed with actionable webinars, one-on-one consultations, live community workshops, and more to help you go from zero to funded. Join our startup community and learn how to kickstart your journey the right way.

👉 Click Here to Enroll for Free!

To your startup success,Startup Coach Manoj

Hey, don’t leave without subscribing! New tools, tips, and tricks every week to help you build, launch, and grow your startup—without losing your sanity.

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Alright, fellow founders, let’s cut to the chase. You’ve got an amazing product idea, you’re itching to launch, but there’s just one small hitch—you need customers to trust you before you even have something tangible to sell. Sounds like a tall order, right? Well, buckle up because today, we’re going to dive into the art of building trust before your product even sees the light of day.

1. Transparency: The Not-So-Secret Sauce

Imagine you’re on a first date. Things are going great, you’re chatting away, and suddenly—BAM!—your date pulls out a long list of non-negotiable rules without so much as a “how do you do?” Awkward, right? That’s exactly how potential customers feel when brands bombard them with a hard sell before they even know what’s in it for them.

Transparency is like good old-fashioned courtship—slow, steady, and honest. Early-stage customers are savvy; they can sniff out BS faster than a bloodhound. So, keep it real:

* Share your journey: Let them see behind the curtain. Are you a scrappy startup working from your garage (or, let’s be honest, your kitchen counter)? Share the struggles, the wins, and even the fails. Authenticity is magnetic.

* Be upfront about what you don’t have (yet): Don’t try to pass off your MVP (Minimum Viable Product) as the final, polished version. Instead, say, “Hey, this is version 0.1, and we’re excited to build it together with your feedback.” People love being part of something they can shape.

2. Social Proof: The Modern-Day Word-of-Mouth

Now, let’s talk about social proof. Remember back in school when you chose the busiest cafeteria line just because it had the most people? Social proof is like that, but for your business. It’s the reason why “Best Seller” badges make you click “Add to Cart” faster than you can say “free shipping.”

Here’s how you can create social proof during your pre-sales phase:

* Gather testimonials early: Even if your product isn’t live, you can start collecting testimonials from beta testers or early adopters. Ask for their honest feedback and use their words to build credibility. People trust other people way more than they trust a polished sales pitch.

* Leverage user-generated content: Encourage your early community to share their excitement on social media. Whether it’s unboxing a prototype or reviewing a beta version, these authentic moments are pure gold. And hey, if your friend Steve is raving about your product, others will be more likely to jump on board too.

3. The Pre-Sale Trust Toolkit: Tactics That Work

Alright, let’s get tactical. Here’s your toolbox for building trust before launch:

A. Host Live WebinarsThink of it like a sneak preview for your product. Use a live webinar to share your vision, show off your product’s potential, and answer questions in real-time. You’ll get brownie points for being transparent and approachable.

Pro Tip: Include a Q&A session where you answer tough questions. It shows you’ve got nothing to hide.

B. Offer Limited-Time Early Bird DiscountsEveryone loves a deal, especially if they feel they’re getting in on something exclusive. Create FOMO (Fear of Missing Out) with time-limited pre-sale offers. But, remember—honesty first. Don’t say it’s limited if you’re going to keep extending the deadline. That’s just shady.

C. Provide a Free Trial or DemoNothing says “I trust my product” like giving it away for free. Allow your potential customers to test drive your product before they buy. You’re not just giving them a taste; you’re showing confidence in what you’re selling.

4. Transparency & Social Proof in Action: The Sandwich Analogy

Imagine this: You walk into a deli, and the owner is shouting, “Our sandwiches are the best in town! You’ll regret not buying one!” But, instead of ordering, you’re hesitant. Now, imagine if, instead, you saw a line out the door and people posting Instagram stories of their delicious sandwiches. That’s social proof. And what if the owner came over and said, “Hey, here’s a free sample. It’s made fresh daily with local ingredients, and if you don’t like it, no hard feelings!” That’s transparency.

In the startup world, you’re the sandwich maker. Be open about your ingredients (what’s going into your product), and let happy customers do the talking.

The Bottom Line: Building Trust Takes Time, But It’s Worth It

Building trust with potential customers is like planting a garden. You’ve got to nurture it, give it sunlight (transparency), and water it (social proof). Sure, it won’t grow overnight, but when it does, it’s going to be strong, resilient, and oh-so-rewarding.

Ready to turn your idea into a thriving business? Join my FREE course packed with live webinars, one-on-one consultations, a vibrant community, and hands-on workshops. Let’s build that trust together and take your startup to the next level! 🚀

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“Customers don’t buy products; they buy trust. Let’s make them fall in love with your brand before your product even launches!”

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Hey there, startup founders! 👋

So, you've been burning the midnight oil, tweaking your product, testing prototypes, maybe even arguing with your co-founder about whether your logo should be more 'bold red' or 'passionate crimson.' But here’s the real question: Why wait to make money until the big launch when you can start raking it in now? That’s where pre-sales come in. Yep, that's right! Imagine getting paid before your product is even live. Sounds like a dream, doesn’t it?

Well, buckle up, because today I’m going to share some surefire strategies to help you secure pre-sales before your product launch. Spoiler alert: it’s easier than trying to explain NFTs to your grandma!

1. The Early Bird Gets the Worm (and Your Product) 🐦

Offering exclusive deals or early-bird pricing is one of the oldest tricks in the startup playbook — and guess what? It works like a charm. Here’s why: People love feeling special. Give them a reason to buy early, and they’ll line up faster than folks waiting for the next iPhone release.

Strategy in Action:Think of it as a party. When you’re throwing a bash, you want your coolest friends to show up first, right? So, you offer them VIP access, complete with a fancy wristband and maybe even some free hors d'oeuvres. Your early-bird customers are just like those friends. They get the best price, exclusive perks, and bragging rights that they were there before everyone else. Plus, nothing says “exclusive” like a countdown timer ticking away on your website.

Pro Tip: Create a limited-time offer with early-bird pricing to create a sense of urgency. Use phrases like “Only 50 spots available!” or “24 hours left to get 30% off!” — trust me, FOMO (fear of missing out) is real!

2. Build Hype Like a Hollywood Blockbuster 🎬

What do Marvel movies and your startup have in common? (No, it's not the billion-dollar budget… yet.) It’s the hype! Before the latest superhero flick even hits theaters, they’ve already made millions in ticket sales thanks to teasers, trailers, and a well-oiled marketing machine.

How to Do It:Start a drip campaign on your social media channels, email lists, and yes, even WhatsApp (because no one escapes those family groups). Tease your audience with sneak peeks, behind-the-scenes content, and testimonials from your beta testers. Your goal is to make people so curious that they can’t wait to throw their credit card at you.

Analogy Time: Imagine your product is like a pot of popcorn. The kernels (aka your customers) are just sitting there. But once the heat (your marketing) is applied, they start popping like crazy! 🎉

3. Leverage the Power of Limited Edition 🌟

There’s something magical about the words “limited edition.” It’s why people camp outside stores for limited sneaker drops or those Pumpkin Spice Lattes. When people think they’re getting something rare, they’re willing to pay up — and fast.

Strategy in Action:Offer a special version of your product that’s only available for pre-sale customers. It could be an exclusive feature, a special color, or even just a cool badge that says, “I was here first.” You’d be amazed at how much people love showing off their early adopter status.

4. Use Social Proof Like a Pro 📢

You’ve probably heard the saying, “If your friend jumped off a bridge, would you?” Well, the modern version is, “If your friend pre-ordered this product, would you?” And the answer is usually yes!

How to Nail It:Gather testimonials, create case studies, or showcase user-generated content from your beta testers. When potential customers see that others have taken the plunge (and survived), they’re more likely to follow suit.

Pro Tip: Feature reviews and testimonials prominently on your landing page. Make it so compelling that people will think, “If Steve from accounting thinks this product is the best thing since sliced bread, who am I to disagree?”

5. Bundle Up for Maximum Impact 🎁

Another great way to secure pre-sales is to offer bundles. It’s like those infomercials — “But wait, there’s more!” — and suddenly, you're buying two vacuum cleaners for the price of one.

Example:If you’re launching a skincare product, why not bundle it with a free mini lotion or a “How to Use” guide that turns your product into an experience? The perceived value skyrockets, and customers feel like they’re getting a steal.

Alright, fellow founders, it’s time to put these strategies into action. Remember, pre-sales aren’t just about making money early (though that’s a sweet bonus). They’re also a way to validate your product, build a loyal customer base, and gain insights into what your audience really wants.

Before I go, I’ve got something special for you: 🎉

Free Course Alert 🚀

Join my FREE course filled with webinars, 1:1 consultations, community support, and workshops designed to take your startup from zero to hero. Spots are limited, so don’t miss out!

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P.S.: If you’re still wondering whether pre-sales are for you, remember this — if Blockbuster had thought about pre-sales, maybe they’d still be around today. 💥

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Ever tried convincing a toddler to eat broccoli? If you’ve done it successfully, congratulations! You’re already halfway to mastering the art of communicating product value. 🥦✨

Convincing early customers to see the magic in your product is kind of the same thing (minus the tantrums, hopefully). It’s about making them realize why they absolutely need what you’re offering without them zoning out or pretending to be busy feeding their pet rock.

In this post, I’m going to break down how you can clearly communicate the value of your product to those elusive early customers—without sounding like a pushy used car salesman or, worse, one of those late-night infomercials. Ready? Let’s dive in!

Step 1: Stop Talking Features, Start Highlighting Benefits

Here’s the harsh truth: Your customers don’t care about your fancy features. Nope, not even the AI-powered, blockchain-enabled, quantum-leaping whatchamacallit.

They only care about one thing:“How does this help me?”

Let’s use an analogy: Imagine you’re selling a drill. If you focus on features, you’d talk about its titanium-coated, laser-guided, super-spinny drill bit. But your customer doesn’t want a drill bit; they want a hole in the wall to hang that family portrait (the one their mother-in-law keeps asking about). So, instead of selling the drill, sell the hole—and how perfectly it’ll hold that picture.

When communicating with your early customers, shift your language to benefits:

* Feature: “Our software uses cutting-edge AI algorithms.”

* Benefit: “Automate 80% of your customer service so you can enjoy your weekends stress-free.”

See the difference? Benefits make them imagine a better, easier life. Features make them glaze over like they just had a Thanksgiving dinner.

Step 2: Speak Their Language, Not Tech Jargon

If you’ve ever been stuck in a conversation with someone who sounds like a walking Wikipedia, you’ll know how frustrating it can be. Your early customers are not going to be impressed by tech jargon or buzzwords—they just want to know how your product solves their problem.

Here’s a quick translation exercise:

* Before: “Our platform leverages machine learning algorithms to optimize customer interaction.”

* After: “Get happier customers by responding to them 3x faster.”

Nobody buys a product because it’s complex—they buy it because it makes their life simpler. So, leave the jargon for your team meetings and focus on connecting with your customers on a human level.

Step 3: Use Stories to Illustrate Value

Humans are wired to love stories. It’s why we binge-watch Netflix shows and listen to podcasts until 3 AM. Leverage this to your advantage by telling stories that highlight the benefits of your product.

Imagine your product is a magic wand (cue Harry Potter theme). 🪄 Instead of saying, “Our app reduces onboarding time,” say:“Imagine if your newest hire could get up to speed in half the time, saving your HR team from drowning in paperwork and allowing them to do what they do best—supporting your people.”

Here’s a structure to follow:

* The Problem: “Our customer, Lisa, was losing hours each week manually processing invoices.”

* The Solution: “After using our product, she automated her invoicing process and got her weekends back.”

* The Result: “Now, Lisa’s team saves over 10 hours a week, which they reinvest into strategy and growth.”

Stories create a vivid picture in your customers’ minds, making it easier for them to see themselves using (and benefiting from) your product.

Step 4: Build Trust with Social Proof

Early customers are skeptics. They’re like cats suspicious of new toys—before they pounce, they want to see if it’s safe. 🐱

This is where social proof comes in handy. Showcase testimonials, case studies, or data that prove your product delivers results. Did your app increase a client’s conversion rates by 25%? Share that! Got a customer who managed to save 100 hours a year with your software? Shout it from the rooftops.

Pro tip: Include specific numbers and real names (with permission, of course) to make your testimonials feel more authentic. Vague testimonials like, “This product is great!” won’t cut it. You need, “We doubled our lead generation in just 3 months thanks to [Your Product].”

Step 5: Add a Dash of Urgency

Let’s face it—people are professional procrastinators. If you don’t give them a reason to act now, they’ll happily move your product to their “maybe later” list (a.k.a. the graveyard of good intentions).

Create a sense of urgency:

* Offer a limited-time discount.

* Provide exclusive early-bird access.

* Highlight how fast competitors are moving and why they shouldn’t be left behind.

The goal here isn’t to pressure but to nudge. Think of it as telling your friend, “Hey, the ice cream truck is leaving. You might want to grab that double scoop now!”

Step 6: Offer a Risk-Free Trial or Money-Back Guarantee

Imagine you’re at a buffet, and they tell you to pay before you taste anything. Risky, right? Now imagine they let you try a few bites before committing—that’s way more appealing.

Early customers need reassurance that your product is worth their investment. Offering a trial period or a money-back guarantee lowers their guard and makes them more likely to take the plunge.

Make them feel like they have nothing to lose:“Try our product risk-free for 30 days. If it doesn’t solve your problem, we’ll refund every penny—no questions asked.”

Sign-off:Startup Coach Manoj,Helping you turn your ideas into reality, one step at a time.

CTA:Ready to take your startup to the next level? Join my free course filled with webinars, 1:1 consultations, community support, and interactive workshops. It’s packed with actionable strategies to help you scale your business without the guesswork.

Click here to register for my FREE course

P.S. Don’t wait until your competitors figure this out. You’ve got something amazing to offer—now let’s get your customers to see that too! 🚀

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Building a startup often feels like crafting a masterpiece in the dark. You've got this great product or service – an absolute game-changer (in your opinion, anyway) – but where’s everyone? You’re ready to serve, but there’s no one to serve. How do you find those elusive first customers? And better yet, how do you get them to actually, you know, pay?

Don't worry – it's not you; it’s just the hustle of early customer acquisition. Let’s break it down, step by step, in a way that won’t involve door-to-door sales (unless you’re into that).

1. Start Small – The Power of the Niche

Trying to appeal to everyone is like casting a fishing net into a bathtub and expecting a full catch. Spoiler: It won’t happen. Narrow your focus instead. Finding your niche is your ticket to building an authentic fan base and making a lasting impact.

Imagine you’re opening a sandwich shop. You could go broad, aiming to sell “all the sandwiches.” But what if you instead went niche – say, artisanal grilled cheese for tech bros? This narrow focus means you know exactly who to target, and they know exactly what they’re getting. Once you’re known as “the grilled cheese place for techies,” your early adopters will come to you.

Tips for Identifying Your Niche:

* Define your customer’s needs: Think about the specific pain points your product or service solves.

* Refine your target: Ask yourself, "Who needs this the most?" Get specific – age, profession, even hobbies.

* Be the expert in that space: Build a brand that resonates strongly with a small group. They’ll spread the word.

2. Find Your Early Adopters – The Magical Few

Ah, the mythical early adopters – those brave souls willing to try a new product before anyone else. Early adopters are your trendsetters. They take risks on fresh ideas and will give you that oh-so-important feedback to improve your product.

Finding these brave first customers isn’t about standing on a street corner shouting your business pitch (though there’s a time and place for that). Instead, go where your ideal customer already is.

Strategies for Reaching Early Adopters:

* Use social media groups and forums: There’s a community for everything online. Become active in these spaces, providing value instead of just promoting. People will take notice.

* Leverage your network: Friends, family, your old college roommate – these connections can introduce you to potential early adopters. (Just don’t spam them; nobody likes that.)

* Offer exclusive access: Early adopters love feeling special. Give them early access, discounts, or perks in exchange for feedback.

3. Offer Value First – No One Buys from a Stranger

Imagine walking into a party where a random stranger walks up to you and says, “Hey, buy this amazing product I just made!” You’d probably say, “Umm, who are you?” and walk away. That’s how your prospective customers feel if you’re just popping into their inboxes or social feeds with “Buy now!” pitches.

Instead, focus on offering value before you ask for anything in return. Share your knowledge, help solve their problems, and position yourself as the “friendly neighborhood expert.” This value-first approach builds trust and credibility, setting you up as someone they’d actually want to buy from.

Ways to Offer Value Without Hard-Selling:

* Create valuable content: Write blog posts, create videos, or design infographics that address your customers' pain points.

* Give away a little taste: Free trials, samples, or insights can allow potential customers to experience your product or service before committing.

* Engage and educate: Join webinars, host Q&A sessions, or go live on social platforms to connect with your audience authentically.

4. Leverage Social Proof – The Bandwagon Effect in Action

People trust what other people are doing. It’s why you feel better about trying a restaurant that has a line out the door. Social proof is the psychological magic that can make a skeptical first customer turn into a raving fan.

You don’t need to fake it until you make it (nobody likes a phony), but you do need to showcase any positive feedback or testimonials you’ve received. Even if it’s just your mom raving about your product, quote her (preferably without “Love, Mom” at the end).

Quick Wins for Social Proof:

* Testimonials: Collect genuine feedback from anyone who’s tried your product, even if they’re not a “paying” customer yet.

* User-generated content: If a customer posts a picture of your product, share it! It’s real proof that people are engaging with your brand.

* Collaborations: Partner with a micro-influencer or someone respected in your niche for added credibility.

5. Nurture Relationships – Don’t Ghost Your New Customers

Imagine a friend who only calls when they need something. Not cool, right? The same rule applies to your early customers. Keep nurturing these relationships long after the sale. Remember, they’re your best advocates and will spread the word if they feel appreciated.

Send personalized thank-yous, ask for feedback, and give updates on how you’re evolving based on their input. It’s these small touches that create loyal customers who’ll stick around – and bring their friends along.

6. Be Patient – Building Takes Time

Finding your first customers is like planting a garden: it requires patience, watering (not with desperation), and time. Your goal is to create lasting relationships, and those don’t happen overnight.

Maybe today you get only a few responses to your initial outreach or one like on that Facebook post you slaved over. But if you keep showing up, offering value, and engaging authentically, you’ll start to see traction.

So don’t fret if the journey feels slow. You’re laying the foundation for a sustainable customer base, and that’s worth the wait.

Go Get ‘Em!

And there you have it, the basics of finding and attracting your first customers without feeling like a telemarketer. Starting small and targeting a niche may seem counterintuitive, but it’ll pay off in dividends. The customers you win over early will stick around, cheer you on, and bring their friends to your door.

Your journey to finding and attracting customers doesn’t need to be frantic or forced. Be the brand that’s not just selling a product but building a community of like-minded early adopters who believe in your vision. You’ve got this!

P.S. Remember, the first few customers are the hardest to win. But after that, it’s like pushing a boulder downhill – gravity will work with you. Well, sort of. You still have to keep an eye on that boulder! 😉

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com

Achieving product-market fit (PMF) is like finding the perfect pair of shoes that look amazing, feel comfortable, and don't give you blisters after a single walk. Unfortunately, it’s more complex than slipping into a pair of sneakers. For many startup founders, PMF is that elusive finish line that feels just out of reach, no matter how fast or far they run.

But here’s the real question: how long should it actually take? Are we talking days, weeks, or an eternity that stretches before you like an endless desert highway?

Here’s a breakdown of what to expect and the factors that make your journey unique.

1. The Average Timeframe for Product-Market Fit

Most founders need somewhere between 6 to 24 months to achieve product-market fit. But don't get too cozy with this range—it's as reliable as estimating how long it’ll take to finish a “quick” IKEA build. For some lucky souls, it takes a few months; for others, it could stretch into a few years.

The Spectrum of PMF Timelines:

* Quick Wins (3-6 months): These companies usually have a strong understanding of the market or are tweaking an existing product that has already proven its value. Think of it like picking up a tried-and-true recipe and adding a sprinkle of your special spice.

* The Slow Burn (6-18 months): Most startups fall here. They’re trying to invent something new, educate their customers, and simultaneously refine their product based on real-world feedback. This timeline feels long but is typically where most startups hit their stride.

* The Patience-Testers (18-36 months): These are often pioneers in entirely new fields. They’re inventing the playbook as they go, discovering what resonates with customers in a space that’s still unfolding. It’s more of a commitment than a casual dating phase with your product and market.

2. Factors That Affect the Timeline to Product-Market Fit

Let’s be real: PMF isn’t just about plugging in a few formulas. A ton of factors can influence how long you’re stuck in the trenches. Here’s a look at the big ones:

a. Market Type

Your market defines the playground. If you’re entering a market with existing demand, like developing a better project management tool, you’ll likely find PMF faster. However, if you’re in a new or undefined market, buckle up. You’ll need to educate your audience before they even understand why they need your product.

Analogy Alert!Think of it as a trip to an unknown island. Established markets are like well-marked tourist paths with guides and souvenirs (easier PMF journey). New markets, on the other hand, are the wild jungle treks—you’re cutting the path, building bridges, and figuring it out as you go.

b. Customer Understanding

If you know your customers’ pain points like the back of your hand, you’re already halfway to PMF. The better you understand their needs, the quicker you can mold your product to match. But if you’re still figuring out your audience or going off gut instinct, expect a longer journey.

c. Product Complexity

A simple product that solves one clear pain point (like a hammer) is likely to find PMF faster than a complex product that solves multiple, interlinked problems (like a Swiss Army knife with every gadget under the sun). Sometimes, the best approach is to trim the fat and focus on one core feature to get early traction.

d. Competitive Landscape

If your market is flooded with competitors, reaching PMF can take longer as you struggle to differentiate. You’ll need to find and emphasize your unique edge. But if you’re entering a market with little to no competition, it can work in your favor or against you, depending on customer readiness.

e. Feedback Loops and Adaptability

Startups with faster feedback loops, such as those testing with small groups, can make quick adjustments. It’s like driving with a GPS—if you make a wrong turn, you can reroute quickly. Startups that take forever to test, analyze, and iterate are like road-tripping without a map; every detour adds miles.

3. The Importance of Perseverance

While everyone would love a fast route to PMF, the reality is that resilience is more valuable than speed. Many startups stumble, pivot, and reconfigure multiple times before achieving PMF. Twitter, for instance, started as a podcast platform, and Slack began as a game. Even Airbnb initially struggled to find guests willing to crash on strangers' air mattresses.

The road to PMF is often paved with “aha moments” that come from testing, failing, learning, and repeating. It's less of a straight highway and more like a winding mountain trail—sometimes you’re going sideways, sometimes backward, and occasionally, you’ll have a clear view of the peak.

4. How to Know When You’ve Achieved PMF

There are a few signs that you’re finally there:

* Customer Retention: Your customers are sticking around and even spreading the word. This isn’t just about high sales but loyal customers who see your product as indispensable.

* Positive Feedback: If your customers start saying, “I don’t know what I did before your product existed,” you’re onto something. When your product becomes a regular part of users' routines, you've likely hit PMF.

* Scalable Growth: You’re able to scale without a proportional increase in effort. Word-of-mouth, referrals, and natural growth take off as your product gains traction.

5. Final Words: Embrace the Grind

Achieving product-market fit is challenging and often feels painfully slow. It can be demoralizing to see others announce their success while you’re still tweaking your offering. But remember: PMF is not about speed; it’s about creating something that genuinely solves a problem for your customers. The best products take time to perfect, so don’t rush the journey.

Until next time, remember that patience, persistence, and a healthy dose of caffeine can work wonders. May you find your PMF just around the next corner…or maybe the one after that.

P.S.Feeling stuck on the road to PMF? Just remember, Rome wasn’t built in a day, and neither was Google, Amazon, or even your favorite bagel shop. Take the time to get it right, and the market will come around. 🌱

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit manojthomas.substack.com