1. I think this is a great framing but I would interpret it slightly differently. Identify the things about your plan that are not likely to change (e.g. a problem area, a category of customer) and join communities that are already focused on these. Build only where you cannot find existing communities. I don’t know if your first sales come from “friends” but certainly from people that trust you, if you can start the trust building process in advance of the sales process by becoming a member in good standing of communities they are already a member of or by writing or speaking about topics that they are interested in, then you effectively start in advance of the direct sales process.

What are your thoughts?

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