You need not attend.

Simply go to the event website and find the speaker and attendee list.

These people are inherently biased towards buying your new product.

Why?

Because they care enough about their jobs and professions to travel and interact to develop and share new ideas. (Not always the case, but more times than not.)

Use that as a call list.

You can even say, “Hi Bill, I saw you’re speaking at the Blah Blah Enterprise Software for the Cloud conference next month. Because I won’t be attending, I’d like to share a few ideas with you either before or after the event related to your talk. Are you available on Tuesday for a call?”

Bingo.

Now, you’re in a sales process with this person/company.

As a start-up, you need early adopters, plus these types of people are out circulating in the industry, which means you can use them as case studies and for references down the road when you hit the fat part of the market.

-Scott

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Want to get a copy of my book?

Get it here: www.startupselling.co

You need a team.

And unequivocal support from your loved ones.

The more I prepared for this swim, the more I learned how much it required a complete team – a boat captain, a second captain, a kayaker, a feeder, and of course babysitter for my then 4-year-old son.

The boat captain sets the course, gives directions and watches for hazards.

The second captain helps because each of these tasks individually require full concentration.

The kayaker is the beacon. The feeder keeps you fueled. The babysitter stays in the hotel with your son when you leave at 1:45 am to head to the marina to start the adventure.

Most of all, none of this was possible without my wife.

Not only did she morally support the whole expedition, she volunteered to be my feeder.

In fact, she couldn’t wait for the adventure.

Her job for 6+ hours?

Fill water bottles with drink mix, shake them up, hand them to Kathy, then get them back, and repeat. Every 30 minutes.

You can’t do this alone.

Find your team.

-Scott

—

Want to get a copy of my book?

Get it here: www.startupselling.co