Comment by mtlynch | Hacker News Reader

Comment by mtlynch | Hacker News Reader

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Thanks for the suggestions!

I think that's sound advice. The strategy I had in mind was courting industries that were physically close to me. I wasn't just calling the businesses, I was showing up at their offices to ask for meetings. My hypothesis was that there are probably plenty of profitable businesses nearby that are disconnected from the tech world, so other software companies aren't approaching them.

To clarify with the sheet metal companies, I didn't go in pitching a replacement to their existing tools. I always opened the conversation by asking them if they had processes that frustrated them, cost them money, or if their existing software failed to meet their needs. But I definitely found it hard sometimes when they asked me what I wanted to build for them and my answer was basically, "I don't know..."

Maybe it's just a matter of picking the right spot on the spectrum. It seems like you want businesses that are niche and disconnected enough from mainstream tech that big players aren't courting them as well. But they can't be so disconnected that they won't talk to you, either.

It's wild how you've done exactly what the priests of entrepreneurship preach, and it hasn't worked for you, and people cannot accept that. You must have done something else! You must have done something wrong!

This is a very valuable point.

I think [0] that a better approach, one that’s more likely to lead to a profitable business, is to flip the strategy around. Instead of “Do customer interviews, sniff out a problem, and build a solution”, it can be more effective to find the customers where they hang out (online is ideal), observe the problems they complain about, and crucially observe what they already pay for.

For one, it avoids the natural bias they’ll have while answering questions (they’ll very likely tell you what you want to hear to try to be “helpful”).

For another, it helps you create something they’ll actually want, and pay for, by fitting in with their existing habits and worldviews.

Going into a conversion with the idea of “I need a problem to build a SaaS for” is only one level better than “I need to validate that they want my idea”. The format of the solution is already pre-decided — which is no good if they don’t already pay for SaaS. That’s an uphill battle you definitely don’t want as a solo founder! “If I could just make them see how great this is...” is a rocky start for a business plan.

Choosing an audience you know and already understand is a big advantage. Picking one you aren’t part of is harder.

You don’t need to be new and unique to be profitable. You don’t need to invent a new kind of product or solve a problem that nobody else has solved. All of that just makes it harder :)

[0] I think this because of Amy Hoy and Alex Hillman and their 30x500 class that teaches this approach. Not my own invention :) I’ve had success with it though, and other have too, so I want to give credit where it’s due. They have a lot of great free material at https://stackingthebricks.com

>> wasn't just calling the businesses, I was showing up at their offices to ask for meetings.

That's tough stuff. I've done the same, and while it feels good when you're able to talk in detail with a business owner, I didn't come away with actionable things usually. There just isn't a good substitute to being embedded in an industry.

Michael, work part-time in a warehouse (as manual labor) handling stone for 3-6 months. Guaranteed you'll come away with more problems than you can solve.

read never split the difference.

measure how often you're talking vs. they are if the split isn't 80% in their favor you're doing it wrong.

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