| My first sale of my selfwritten software (about 35 years ago) was for a car driving instructor. The initial sales conversations where difficult. I thought they did not see the advantages of having their planning & bookkeeping in a computer... How wrong I was. It was their "creative bookkeeping" that worried them. When I offered to make that all possible ('zapping' as it is called now), they loved it. Based on their referrals I sold it many times over. Come next customer / market: bookshops. Guess what the most important selling argument was, besides easy cataloging, inventory, searching, website publishing and reporting? Right: zapping. Thought me an important rule: do not underestimate what your customer is NOT telling you. |