Don’t Sell to Babies

Don’t Sell to Babies

Babies don’t have money, so it doesn’t make sense to sell or market to them, at least not if you’re expecting dollars in return.

Similarly, it never makes sense to market to organizations that are pre-revenue or pre-funding. Don’t waste your time throwing events for people who are looking to start businesses or for people who are thinking about quitting their jobs to become freelancers.

Similarly, there are a lot of consultants and coaches who attempt to sell to people that are bootstrapping. Does it make sense to sell somebody $100/hr-consulting on how to launch their project or space when all their money ought to be going to building a runway? I don’t think so.

This is why I offer free consulting. I’m not selling to coworking spaces. That’s not how I make my money.

Similarly, as a coworking space, you shouldn’t be trying to persuade the guy who walks in with an idea that he should spend $300/mo on a shared space membership because the community will help him build his project (they won’t).

Instead, sell to the people who have money. Sell to the startups with funding. Sell to the freelancers who have clients.

In other words, a parent doesn’t walk up to their baby and say, “I’ll teach you how to be a person, but it’s going to cost you.”

Ryan Chatterton
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Ryan is the founder of Coworking Insights, a coworking media platform focused on delivering unique and in-depth insights for coworking founders and their teams. He’s the Marketing Director at Habu, a quickly growing coworking management platform that is simple, fast, and intuitive for managing recurring billing, bookings, and other admin tasks. Formerly with Impact Hub and PARISOMA, Ryan now has over 4 years of combined experience in a variety of roles in the coworking industry, including marketing, events, operations, sales, software, and partnerships. He’s a digital nomad and a lover of wine and tacos.

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