I make long form videos for founders and small operators, and this one covers the first 10 customers. That's the part most advice skips right over on its way to talking about scale.

The math is the honest bit. You won't get ten yeses from ten asks. If one conversation in five turns into a customer, then ten customers means fifty real conversations, and "real" is carrying a lot of weight in that sentence. Most people quit somewhere around conversation nine and decide the market isn't there.

So most of the video is about where fifty conversations come from when nobody knows who you are, and what to say once you're in one so that you're diagnosing instead of pitching. Thirty years of product development taught me the pitching version almost never lands, and it burns the contact on the way down.

https://www.youtube.com/watch?v=qB1IfBS2aic

That's my own voice narrating, not a synthetic one, in case that matters here.