How to Build Credibility With B2B Customers As First-Time Entrepreneurs


If you’re small, admit that you’re small. You look small by acting big. People can see straight through that.Chris Savage, Wistia Co-Founder and CEO

If you don’t have a PhD or haven’t been blogging on your target industry for the last five years, don’t worry; there are many other ways to build personal credibility.

Many types of accomplishments can be leveraged to gain credibility with prospects.

Perhaps you worked on major accounts or high-profile projects, perhaps you wrote a book or you’re an active member of the local community, or perhaps your contributions to open source are being used all over the internet.

Some of the entrepreneurs interviewed for the writing of Lean B2B are great examples to follow:

Ranjith Kumaran and Mehdi Ait Oufkir had built a very successful business together before starting PunchTab. The visibility of that startup, YouSendIt (now Hightail), gave them a lot of credibility with prospects.

Richard Aberman of WePay had traction in B2C before going B2B. His team capitalized on a high number of users. It proved that they could handle the scalability and usability of a product.

Laurent Maisonnave was a very active blogger and social media contributor before launching Seevibes, a social TV monitoring solution. Every single community manager working in television knew him or knew of him.

Ben Yoskovitz had been blogging about startups since 2006. In 2013, he co-wrote the book Lean Analytics. His thought leadership on startups and analytics now gives him instant credibility.

There are many ways to leverage your professional or extra-curricular accomplishments to establish credibility with prospects. It might require creativity, but you can always find an angle to give your startup great credibility.


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This sampler covers the differences between B2B and Business-to-Customer (B2C) product-market validation, shows you how to define your vision for success, find early adopters, select market opportunities and assess a venture's risk. Download The First 6 Chapters Today »