Most people are lazy. They won't do anything other than daydream about becoming your competition.

Next point: if the barrier to entry to your marketplace is low, then it's all about selling. Rather than focusing on features or what you do ("We make websites"; who cares?), start talking about serious problems your solution fixes for your customers. Things like:

> reduced waste/rework
> minimized project times
> lowered interpersonal struggles
> shrunk sales cycle
> sped-up time to profitability on new products.

When you concentrate on these ideas, you differentiate yourself and move out of being a commodity provider.

Answered 6 years ago

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