Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Why Founders Must Sell Early!

Transcript

Why Founders Must Sell Early! · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Today on the podcast, we're going to be going over a few
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issues around building trust for your company.
0:09
So again, today we're going to be talking about building trust
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for your company. Who should do that?
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Is it only the founder? Who is supposed to do this job?
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And when should you stop building trust for your company?
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Now, the reason why we're doing this is because we're continuing
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with the theme that we started yesterday or maybe 2 days ago,
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conversations with the tech bro. And this was a series of this
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was 1 lecture rather where a famous tech entrepreneur in
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Nigeria spoke to the tech community in Lagos at an unnamed
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event where he spoke about a couple of things related to
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sales, marketing and building a business.
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So the video was sent over to me by someone else and I am running
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commentary basically from a sales and business development
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perspective for the opinions that he expressed while he was
1:01
at that event. What did he get right from a
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sales perspective? What did he get wrong?
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What can be improved upon? You know, things like that.
1:09
So that is what we are continuing today.
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If this is your first time off listening to the podcast, my
1:16
name is Tavishima Aide and I am your host for today.
1:19
Well, and always because I don't have a Co host.
1:22
And if you like these sorts of things, then subscribe to the
1:25
podcast on Spotify, YouTube, Apple, or any player of your
1:30
choice. Because every every other day,
1:33
you know, some 2-3 times a week. This is all that I do here on
1:36
the podcast. And I've been doing this for the
1:38
last five years, solving business problems, basically,
1:41
especially solving business problems from a sales and
1:44
business development perspective.
1:46
So if you have business challenges, attracting
1:48
customers, talking to customers, converting them into paying
1:51
clients, you know you're having problems, especially when it
1:55
comes to customer facing functions of your business, then
1:59
this podcast is your jam. Then if you would love to
2:04
connect with me, you can call, send me a text message or what's
2:07
that message on 08064662140. So like I said, conversations
2:16
with the tech bro, building trust for your company.
2:18
Now one thing that this guy said was he said that building trust
2:22
for your company is a function that only the founder can do.
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I repeat, my guy stood on stage in a room full of tech Bros and
2:32
tech sisters and he told them, he said very, very, I say unto
2:35
thee, only the founder of this company can build trust for your
2:40
company. So you in the audience, those of
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you who are building your fintech, building your startup,
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building your this building your that, it is your responsibility
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to go forth and build trust in your company.
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And that is what he told them. Well, of course he was not
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dramatic. He didn't use the exact words,
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but you know, you get the point I'm trying to make.
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Oh, by the way, I'm making today's recording in the parking
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lot, so expect to hear bosses driving by and stuff like that.
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All right, so where was I? So he told them, all of you
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starting fintech, starting tech, tech startup, starting the
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starting that it is your job to go and build trust for your
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company. So that's all we're looking at
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today. Is that true that only the
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founder can build trust for a fledgling company, a new
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startup? Is it true?
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The answer is maybe. It's one of these things that
3:40
doesn't have a hard yes or a hard no, because the instance is
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where. And of course, I know some of
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you remember Steve Jobs where there's somebody who is the
3:52
brains of the operation, the person who knows what the
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technical know how the technical Gizbao, because you know, Apple
3:59
was Steve Jobs. So excuse me.
4:02
And then the other guy, what's his name?
4:04
Wozniak. So Jobs and Wozniak.
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So everybody knows that when it comes to the technical side,
4:11
Wozniak was the was the ish. He knew all the gish binary in
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and out, top and down. But then they needed a
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visionary, somebody to sell the company and that's where Jobs
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came in. So, you know, he's, he's one of
4:24
these things. But let me take it from the
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angle that this guy was saying that, OK, how do I put it this
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way? Let me put it this way, since
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you can go either way, let's look at it from the angle of,
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yes, let's assume that it's only the founder that can do it.
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And let's try and see what the implications are and how we
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should go about unraveling that. So only the founder can build
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trust for the company. Well, the answer is maybe.
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But in instances where that works, it is because the founder
4:54
has product knowledge. The founder, especially nowadays
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is like when somebody's building a startup, you know, they're
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usually building it off of an itch, you know, a problem that
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they face or a problem that they have lots of knowledge about.
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So the founder has the product knowledge and he has the problem
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knowledge. So because of that, if you're
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the founder, you know the product, you know the problem
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intimately. It gives you the balls, it gives
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you the courage, it gives you the the host part.
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It gives you the you understand the Veem to be able to talk with
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your full chest. And that makes you very
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convincing when it comes to sales, because it's not as if
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you know the coffee. Do the confidence is how do I
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put it? You know what?
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I don't know how to rank confidence on the scale of
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importance when it comes to selling, but one thing is for
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sure, when you're talking to somebody and this person doesn't
5:57
believe in what it is that he's selling, you can you can't smell
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it. You just know that this guy or
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this babe like something is off and you just freed.
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So when the founder, you're the one that has the product
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knowledge and you have the problem, knowledge gives you
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very full confidence. You removes all those kinds of
6:17
issues. So when it comes to demoing the
6:20
product, showing people what the product can do, showing people
6:23
what the app can do, showing different use case scenarios or
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troubleshooting. If somebody's already using the
6:28
product and something goes wrong because you have the product
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knowledge and you are the founder, you'll be able to sort
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people out 1231 hand you just show them you just put them
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through. No, no, be like this, noise like
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this is like this or have you tried this way better off doing
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it like this. Then you come off as the guy or
6:47
the girl, you come off as the pro.
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So these are some of the reasons why the founder can build trust
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for the company or be the best salesperson for the company in
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the beginning. So whether male or female, then
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of course, if you're the one who has the product knowledge or the
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problem knowledge, it makes you very good at the need analysis
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stage because you can clearly figure out quickly where people
7:14
are using your product or your service in a manner that won't
7:18
give them the best results. Because you uniquely know the
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problems that you are trying to solve, that the product or the
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service is trying to solve, the app, the whatever.
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So these are one of the reasons why you being the founder of the
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company makes you the best person, at least in the
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beginning to build trust for the company and despair head sales.
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Then another reason why sometimes the founder is the
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best person. So excuse me is because since
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this is your baby, it is your baby.
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You have product knowledge, you have problem knowledge like
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you're uniquely tied, intimately tied into this thing.
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You're taking it personal. It gives you the passion to work
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for cheap. I mean, look at it in my own
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example now, for instance, this podcast, been doing this for
8:15
over 5 years. And I've not, I've never lied to
8:18
you guys that it wasn't until year, maybe like 3 1/2 until I
8:22
got the first inquiry to say, oh boy, you know, how far are you
8:25
available? How much can we work together?
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So the thing that keeps you going from year zero to year 3
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1/2 is precisely the passion. You're working for cheap, or
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you're working for free or you're working for zero.
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It's because you're the founder, you are the starter, you are the
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spearheader, you are the promoter, you are the whatever
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it is. Yeah, baby.
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So because of that, you can stand on the line and continue
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to push forward. Now, if I had been hiring
8:58
somebody, I said, look, this is my podcast, blah, blah, blah.
9:02
You come and be the face of the podcast and you know, if after
9:06
two months of not giving the guy salary, what do you think will
9:09
happen? The guy has a girlfriend or the
9:12
guy has a wife that he has to report to.
9:14
After a while, the people say, look, what are we doing here?
9:18
This guy is building this podcast.
9:20
Everything you bought into the vision, but now vision, we go
9:23
chop. You have been working for free
9:25
for six months. What's the way forward?
9:30
So eventually you guys won't have to come back to me and have
9:32
that conversation and say, look, Tavish man, you know, you're my
9:34
guy and I feel you and I value you know, but you understand,
9:41
you know, I don't marry you. So, so therefore, you know, we
9:44
have to have that conversation. And by the way, there's
9:47
something that's happened to me before.
9:49
So this one is not, there's not fake gist I'm giving you.
9:52
So there's this guy I'm supposed to do some work with.
9:54
Let's just say his name is Judy. But that's what's your name.
9:58
But your bad guys are based in Abuja.
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So we have been cool. We have already discussed
10:03
everything how we're going to pursue this idea and how in the
10:07
in the beginning, you know, the money will not be sweet.
10:10
So what we're doing at that time, I think what I was going
10:14
to be giving him on every single deal was 50K and Jada agrees.
10:18
So everything don't set then as the first opportunity pull
10:23
around now I called him, I said Jada, what's up?
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Are you down? Are you free?
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And Jada was like, I'll come, I'll call you back.
10:31
I'll call you back. Say what's happening, Say I'm
10:33
coming, I'm wifey. Let me just call you back.
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You know, he had just gotten married.
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OK, No problem. No problem.
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Later. We got the call later on the
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afternoon. Call me back.
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I said Tavish, man, you know what?
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You know, now, at the time when we agreed this thing, you know,
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then I'm still a single guy. So yeah, I understand.
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So, you know, say I don't marry. So my wife was saying, you know,
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so tavish my look to be honest, you've not be 150.
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I can't leave the house. You know, I couldn't beef the
11:04
guy. I couldn't fault the guy.
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I understand because you know, at that time each I was married,
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I just had we're just drop one on ground At that time I first
11:11
born so understood this. No other no problem, no problem,
11:16
no beef, no nothing. So I had to go and look for
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somebody else who was willing to run this thing with me and I
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will now collect 50K. See, by the way, this is what
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I'm talking now is this is over like 10 years ago.
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So don't say I'm wicked now. I'm trying to pay somebody 50K
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for something today. I'm not talking about 50K in
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2025. I'm talking about 50K in over a
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decade ago. So where was I now?
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How did I enter this matter? Yes, about how when you're the
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founder, you can walk for free. You can walk for cheap, but you
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can't expect other people to work for you for cheap.
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You can't. So if you're the founder, you
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put somebody in the sales role, you expect a person to build
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trust on behalf of your company. And then you're given the person
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you know something that you know is not substantial.
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They can call you and say you're my guy and you know, you're
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friends and you know, I love you and, you know, ride or die or
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support you anyhow. But God on my and you know, yes,
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this is what we agreed to, but I can't continue like that.
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So these are reasons why as a founder, as the promoter, as the
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chief visionary officer, as the whatever, sometimes that's the
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reason why you are the one who can build trust for your
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company. You can be the face.
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You can start moving the sales motions forward then.
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Plus, since you're the founder, you're the one that you know,
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division is inside you. You know where you're heading.
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So like now on the podcast, things are taking shape.
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People are looking now and saying, oh, OK, I understand.
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But five years ago when I was telling people that, you know
12:57
what, this podcasting is not a bad idea.
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I'm all triangle. Not everybody saw it.
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The vision was in my head. And of course, I couldn't really
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explain it too well. So you, the vision is in your
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head, you know what it is you're building.
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You can see the vision clearly, other people can't.
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So these are the reasons and these are the dynamics that make
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you the most suitable person sometimes to be the one to build
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trust for your company and start putting your face out there and
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start the sales motions. So these are the dynamics and
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these are the reasons why some people will say, are you the
13:44
founder, then you are the guy or you are the girl who should show
13:47
face. You're the one who should be at
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the vanguard. You're the one who should be at
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the front. You're the one who should be
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leading the charge. So when people say things like
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this, they're not entirely wrong.
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But for those of you who they fear, you know, you don't want
14:03
to put your face forward and no problem.
14:05
In subsequent episodes, we'll talk about how you can run
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display where you don't have to people don't have to see your
14:13
face, but no one thing shall especially using Apple because
14:19
that Apple story Jobs and Wozniak in the beginning, they'd
14:22
be friends 5 and 6 by the end of the day.
14:25
When Jobs died, did you notice that Wozniak didn't come for the
14:28
funeral? I was not wondering what kind of
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anyway, you never know money, but just know it's one of these
14:39
things if you want to be putting your face forward at the end of
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the day, the person that put in his face for the guy now
14:44
overshines. You just know that these are
14:47
some of the dangers or these are some of the beef that can now
14:50
follow and will now cause friends who used to be 5 and 6
14:53
will now cause them to quarrel, will now reach the stage that
14:56
Jobs died and wasn't according to show for the burial.
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So anyway, I'm not going through all that.
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You know, this sales podcast is a business podcast.
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I shouldn't be talking all kinds of personal issues here.
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So let me get back on point. So excuse me, I'm recovering
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from a cold. You know how my tongue has
15:15
started, at least in Abuja. So if you are the one who's
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going to build trust for your company and you are the founder,
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then what is your role in this mix?
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What are you supposed to do? Because it is easy for people to
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say you are the founder. Stand on the line.
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Yeah, Therefore, front go first. It's easy to do all that big
15:38
talk, but The thing is, lots of us who have found us, we have
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absolutely no idea about what we're supposed to do.
15:44
OK, I'm supposed to lead the church.
15:46
OK, I'm supposed to be in front and Amigo build trust sales and
15:50
Amigo showface. OK, So what next?
15:54
Let me break it down for you now.
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The first thing you're going to do is the ICP.
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The ICP is the ideal customer profile.
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The ideal customer profile is just the answer to the question,
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who are we supposed to be chasing?
16:06
Who are we supposed to be going after?
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So that's the first thing. As a founder, you have to
16:14
provide the answer to that question.
16:17
Answer that question for the rest of the team.
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You tell them clearly this is who we're chasing after.
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Now, don't worry if you get things wrong.
16:24
It's normal. That is sales for you, sales and
16:28
business development. Some of it is trial and error.
16:32
Sometimes you assume this person is the right person for your
16:35
product or service you go after. And then by the time you get
16:39
some small feedback and I realize that you know what, this
16:43
class of customers is not as sweet as I thought.
16:46
Let's try somewhere else. That one is just life.
16:50
Excuse me? So, you know, same as in
16:52
relationships, there's also the same thing as in business.
16:56
Young men listening to podcasts, especially those of you who
16:58
don't marry, you understand what I'm talking about.
17:00
Remember back in university we all had that experience where
17:04
there was one girl that we decided that if it was not this
17:07
girl that I would die. But then 20-30 years later is
17:12
not her. You're married to somebody else.
17:14
Life is fine. Half of you who have been
17:16
through this experience, you cannot even remember the girl's
17:18
name. Now you can't.
17:21
But at the time you thought, if not this babe, I will die.
17:25
I will kill myself. If she tells me no, I will jump
17:29
in the lake. But currently it's not her
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children. You have 5.
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Life is going all fine. So that's just what happens when
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we're trying to figure out the ICP, the ideal customer profile.
17:46
Sometimes we assume that this is the customer for the, for us,
17:52
for our startup, for our product, for our service.
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These are the use case scenarios you're supposed to be following,
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but then you go forward, you interact with the market, you
18:02
get some feedback, and then you pivot.
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So that's just normal. But The thing is, you are the
18:07
one who's supposed to lead the charge.
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If you accept that as the founder, you're the one who's
18:14
going to build trust for the company.
18:17
You can't afford to just let everybody be running on their
18:20
own direction. It has to come from you, your
18:21
one that will decide. This is my app.
18:25
This is what we built it for. Because of that, these are the
18:28
people who are going to chase after, let everybody know
18:31
clearly. And if you don't have a team
18:35
yet, then all running up and down you're doing is you're
18:40
trying to figure out who is the ideal customer, who are the
18:43
people that need this product, that need this service that we
18:46
should be going after. Then as a founder, you should
18:51
also be trying to come up with the selling framework.
18:55
Selling framework is the the tactics, the particulars.
19:00
Now we know the customers that we're supposed to be going
19:02
after. So the selling framework is
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where do they hang out real life?
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Where do they hang out online? Online.
19:12
What is the process for starting conversations, for getting
19:16
contact details, starting a conversation with them, moving
19:20
the conversation forward? You know, offline is the same
19:25
thing. How do you approach them?
19:27
How do we start the conversation?
19:28
How are we going to guide the conversation?
19:30
The answer to those questions, those are all the things that
19:32
are going to be spelled out in your selling framework.
19:36
And of course, you know, you build Sops around it, standard
19:38
operating procedures. Now, if you've been listening to
19:41
the podcast for a while, you know that when it comes to
19:44
sales, and I strongly recommend this, it doesn't have to be
19:48
formal. Formal.
19:49
Formal, like bullet points at this stage is fine.
19:54
Like the conversation framework that I give on the podcast all
19:56
the time, which is greeting, intention, proposal, sorry,
20:02
greeting, intentions, question, proposal, close.
20:07
See, that's a simple outline. You know, it's just bullet
20:11
points, but enough to guide the structure of the conversation
20:15
that in the beginning you were given appropriate greeting.
20:18
After that you will go straight into your intention.
20:21
You will let the person know why you are talking to them.
20:24
Then you will ask them a couple of questions because the
20:28
questions is what we give you the information that you need to
20:31
make it relevant proposal. Then after the proposal, you
20:35
will try and get them to take action, which is the close.
20:38
So you can see the conversation outlined a simple framework
20:42
here. All right, greeting, intention,
20:48
question, proposal close. So in the beginning, Mr.
20:55
Founder, excuse me or Madam founder, listening to the
20:58
podcast right now, it doesn't have to be that detailed,
21:02
especially for those of you in the text space, you know, you
21:03
like to do everything hyper detailed, you know, with bullet
21:06
points, with everything. But this one just simple.
21:10
So we figure out who the ICP is, who is the people, who are the
21:13
audience? Who is The Who are the group?
21:15
Who are the segments? Who are the whatever you want to
21:18
call them that we are chasing after?
21:19
Who needs this product or service?
21:21
After that, you come up with the framework.
21:24
Now, the reason why this framework thing is important, I
21:27
must put it down in writing, is because in the beginning is you,
21:31
but later on you raise some funds, you have a bit of money,
21:34
and then you hire a team. It is a cardinal error to send
21:38
people out to sell on behalf of your company.
21:40
Meanwhile, you know, give them guidance.
21:42
You're supposed to give them guidance.
21:45
When you're in the field, this is our selling framework.
21:48
When you're approaching people, this is our selling framework.
21:51
If you're talking to stakeholders, this is how you
21:54
structure the conversation. If you're talking to
21:56
fundraisers, I say fundraisers. Why are they called people when
22:00
they give money? What do you call them now?
22:02
Investors. This is how you don't just send
22:05
people out blind. You send people out blind.
22:10
They'll be trying to manufacture things on the go.
22:13
It's a problem, no unified brand experience.
22:16
And the biggest problem is when you send people out blind, those
22:18
not making promises that you can't keep and you cause all
22:21
kinds of problem. So Mr. Founder, if you're the
22:25
one or Madam Founder who's going to build trust for the company,
22:28
going to be the face of the company, you're going to be one
22:30
who is leading the charge as you are doing all the early things,
22:35
all the things, you know in the early days, talking to customers
22:38
and things like that. You also trying to figure out
22:41
the selling framework, I'll put it in writing so that when you
22:44
have a team, there's something that you can use to train other
22:47
people. Then you're also trying to
22:50
figure out the UVP, the unique value proposition.
22:54
Why do people buy my product at all?
22:56
We need to know because when we know why people buy our product
23:00
by the service, why they download the app, it helps us to
23:04
cut to the chase when we're having conversations because we
23:07
can use that to guide the conversation.
23:10
You can now say something like our happiest customers typically
23:14
use this for ABC and XYZ. Is that the case with you?
23:20
You start the conversation of that.
23:21
When a person says I owe to you may have never had these
23:23
problems before. You now know that this person is
23:26
not a good contact, a good prospect to be talking to.
23:32
You now know that they're not part of your ICP.
23:34
They're not part of your ideal customer profile because the
23:37
unique value proposition or the case, what's it called?
23:43
Again, the you know, the unique value proposition or the, the
23:47
different case scenarios where people typically use your
23:51
product or your service. There's no match.
23:53
So you just let the person walk on by.
23:56
So you're also trying to figure out the unique value
23:58
proposition. It helps a lot while we're
24:00
having business conversations and selling conversations.
24:03
Then you're also trying to figure out your distribution
24:06
channels or your go to market strategy as you tech people like
24:09
to call it. Although in my own opinion, you
24:12
tech Bros and tech sisters stop manufacturing new terms.
24:15
Also all these fancy terms. You just like to feel cool with
24:18
yourselves. All of you running around now
24:20
saying GTMGTM. And that's the thing, the trends
24:23
always change. So in five years now you people
24:25
would have started coming up with another term.
24:29
So excuse me buying a less country now with GTM go to
24:32
market for me. When I when I hear go to market,
24:35
I say, look, why are you deceiving yourselves?
24:36
GTM is just sales basically, as long as you give it a brand new
24:40
name. Well, let's continue since you
24:42
guys like saying GTM. So what are the distribution
24:44
channels and what is your GTM? What is your go to market
24:47
strategy? That's what you're trying to
24:48
figure out. So as a founder, when people say
24:51
you're supposed to be in front, these are the things that you're
24:53
trying to figure out in the early days when it's just you
24:56
and your Co founder, you're trying to figure out who is our
24:58
ideal customer, who is the target audience?
25:00
Who is our avatar? Who should we be chasing?
25:02
Whom really, really needs this thing?
25:05
Then you're trying to figure out the selling framework.
25:08
How do we approach people? How do we chose people?
25:10
How do we handle the conversation?
25:11
How do we move things wrong along?
25:14
Sorry, that was AT moment there. You know, T people are able
25:17
people. We have this R&L something.
25:20
Then where was I selling framework and then unique value
25:25
proposition or the case scenarios.
25:27
Why do people buy from us? Why do people use this product?
25:30
Why do they use this app? Why?
25:32
What are the scenarios under which you know people best use
25:35
these things? You need to know because we'll
25:37
help you with your sales conversations.
25:39
And then you're trying to figure out the distribution channels as
25:41
well or the go to market strategy.
25:43
Distribution channel just means what is the way that you get
25:48
people? How do I put it?
25:51
How do I put it now? OK, Well, distribution channel,
25:53
OK, you know, the name defines each other.
25:57
What are the channels? What are the ways, what are the
26:00
avenues that you use to distribute these your products?
26:05
Yeah. So yeah, it declines itself.
26:07
You're also trying to figure out the distribution channels.
26:11
Where should you be? Is it lead Mark that you're
26:13
trying to use people to download or is it that you are in the
26:19
Apple App Store or you're in a Google Play Store and you're
26:23
trying to promote heavily by using advertisements?
26:25
You know, you're trying to figure out all these things.
26:29
Now remember, the reason why it's important to figure out all
26:31
these things early you is because eventually you will have
26:35
a team who will work with you and who will sell with you.
26:39
And when you get that team, you cannot be sending people out to
26:41
wear freestyle. You need to give them some clear
26:44
instructions, some clear direction.
26:46
That is where we're heading. So these are a couple of things
26:48
that you need to figure out. So all these things that the
26:54
founder you're supposed to figure out, make sure you put
26:56
them in some SOP's. As you guys like to say,
26:59
standard operating procedures. The standard operating procedure
27:02
is just a document or some kind of repository.
27:06
You know, it can be a Google link, it can be a whatever.
27:09
Something that does not exist in your head, because if it exists
27:12
in your head, then whenever there's a problem, people
27:15
actually have to call you at 3:00 AM at night to say, boss,
27:19
we're getting this issue, how do we solve it?
27:21
But then if it's in the document or some repository, so whether
27:26
it's on the piece of paper that you printed it or whether it's
27:28
on Google Maps, or whether you wrote it in a diary and you left
27:33
the diary in the office Shard, there's something outside of
27:36
your head that some other person can go and read and get the
27:41
answer. So in green, all of this in the
27:44
SOP, standard operating procedure before you involve the
27:48
sales team or any other person. So in summary, what I'm trying
27:53
to say is that your role as the founder is market validation.
27:56
You're trying to figure out is there a demand for this product
27:59
or service? Do people even want this product
28:02
or service? Under what conditions do people
28:04
want this product or service in the process of figuring out
28:07
market validation or what you people in the tech space like to
28:11
call product market fit be recording all the steps that you
28:15
took to get there. Those are the things that will
28:21
that will serve as a foundation for your SOP standard operating
28:24
procedure later on. So should all founders be
28:30
involved in sales? Well, it's not compulsory, but
28:35
because of all these reasons that I've given you, I
28:38
personally agree with the guy who was on stage and I strongly
28:42
recommend that whether you like people or whether you don't like
28:45
people, what I measure that tribe tribesmen song back in the
28:50
day, whether you like whether you know like the team BC or you
28:57
go swing the shake body the team anyway, you guys won't.
29:02
Some of you guys will know that one.
29:03
This was a long time ago. This was the early days of Niger
29:06
hip hop tribesmen, junior and pretty and some some cool stuff
29:10
back in the day. So whether you like it or not,
29:15
in my own opinion, Sha, you're a founder or you're a foundress.
29:18
Whatever the female version is of a female founder, in my own
29:23
opinion, yeah, you should be involved in putting yourself out
29:25
there, building trust for a company.
29:27
You should be involved in sales in the early days.
29:30
You don't have to be there always, but in the early days,
29:33
show yourself, come forward because it will even help you as
29:42
the founder gain some clarity around who the client is, around
29:46
what the product is, around what problems do you solve so that
29:50
when you now retire and you're doing your CEO roles, you know,
29:54
CEO, you're only in the office, they chop AC, you don't go
29:57
outside anymore. You'll be able to do correct
30:00
strategy because you'll be very clear now.
30:03
These are our clients. This is the product.
30:06
This is the problem that we solve.
30:09
So any decision you make, you make it one time.
30:11
Bam, correct insight with full confidence.
30:16
Because in the early days, you spent some time in the field
30:19
interacting with customers, testing out your product
30:22
knowledge, testing out your problem knowledge.
30:26
You had a vision, you had a chance to pan a big decision and
30:30
see whether the thing works or not.
30:32
You were able to achieve market validation for your idea.
30:34
You were able to prove that there was demand.
30:37
People like this thing. At what price do they like it?
30:39
These are the conditions under which they used it.
30:43
So because of all this background knowledge, now when
30:46
you retire as a CEO, your decisions that you'll be making
30:52
will be correct decisions. So again, with the tech bro who
30:59
stood on stage and who said only the founder can build trust for
31:02
your company, I have to say on this one, I align with the guy.
31:06
So if you are a founder or a foundress, a female founder and
31:12
you're listening to this, it might be scary.
31:16
I know it might be scary, but just relax, be calm.
31:20
It's, it's worth it. Get in the ring, get your hands
31:24
dirty, get involved, get involved.
31:28
It is worth it. If you are afraid, subscribe to
31:32
the podcast. This is what we talk about here
31:34
every single day or every other day.
31:37
I'm here for you. You don't have to walk this path
31:40
alone. Plenty of words you don't walk
31:43
on before. We've been scared.
31:46
We learned what we needed to learn.
31:49
We made it happen and that's why this podcast is here.
31:52
So you're afraid as a founder? No problem.
31:55
Continue to listen to the podcast, subscribe on Spotify,
31:59
on YouTube, on Apple when you play of your choice.
32:02
And I'll be here to be with you tomorrow.
32:04
I'll continue with conversations with the tech bro.
32:07
Well, anyway, when I check the transcript of the the transcript
32:14
of the of the session that the guy had.
32:18
We'll move on to the next topic. Now remember, if you'd love to
32:21
connect with me, my name is Tavishima Aidi, host of the
32:23
podcast. You can call send me a text
32:25
message or a WhatsApp message on 08064662140.
32:33
Thanks for your time and attention.
32:34
I'll catch you guys some other time.