One thing that many founders underestimate when they build their startup is the value of trust. I also didn’t grasp the entire concept until just recently. I was convinced that people will buy the stuff I do, read my blog, my book and make me rich just because I had something they might like.
Maybe they are really interested in the stuff I do. But why would they get it from me if they could get something quite similar from someone else. Someone they already know. Someone that is a lot more credible. Someone they already interacted with. Someone they know they can trust.
To them startups and their products are unknown. They are not credible. They never interacted with them. They simply don’t trust you yet. So in the end they will likely end up staying with the offer from a company they know. A trustworthy company.
So what can founders do the break this vicious circle? It’s actually quite simple. We have to introduce us, our ways of thinking and our philosophy. We have to interact with them on a personal level. To put it short: We have to gain the customer's trust.