I was building Facebook games for over a year...
During that time we were one of the top developers (yay!) and then subsequently started sliding down the wall of shame.
Towards the end of building games we custom built our own payments solution.
It worked better than the existing options so we figured why not try to start a business around that.
I called a friend who did games to be our first customer. He said "HELL NO." I'm like, we are friends. But he didn't trust us yet.
So I called a friend and asked if he knew just 1 (notice I didn't ask for many) small developer he can refer.
He did and introduced us which got us in the door to getting that first customer. Mainly I listened to the payment options the customer was using and asked for what sucked most about them. I ensured we addressed those concerns and he became our first customer.
Then he was able to refer and be a spokesperson for our next 2 customers.
Start with really small potential customers and use them as your sales people once you've over-satisfied them for larger customers.
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