Last week I floated an idea: maybe it’s time for Entrepreneur Office Hours to grow beyond just me and include more voices… specifically ones from my Duke entrepreneurship colleagues.
I wasn’t sure how people would react, but the response has been wonderfully positive. Many of you wrote to say how exciting it would be to hear a wider range of perspectives.
I’ll add that a few of you also wrote to say how much you enjoy following my journey personally, which I deeply appreciate. Please know: that won’t change. I’ll still be here every week, writing, reflecting, and coordinating everything you see in this space.
Don’t think of this as a handoff. It’s an expansion. Over time, you’ll begin seeing contributions from my colleagues on topics I don’t cover as much — venture capital, growth strategy, private equity, AI, and other important parts of the entrepreneurial journey.
But it won’t happen overnight. This is a gradual process, and I’ll make sure it unfolds in a way that feels natural and useful for all of you.
Also, if you’re someone who enjoys my more personal reflections — the “Learning to Fail” side of my work — don’t forget I have a new newsletter dedicated to exactly that. If you haven’t already subscribed, I’d love for you to join me there, too.
Thanks, again, for all the encouragement and thoughtful feedback. I’m excited for what’s ahead, and I’m looking forward to sharing this next stage of Entrepreneur Office Hours with all of you.
In the mean time, and to show I’m still not going anywhere, here are this week’s articles. By the way, I’m especially proud of the first one — The Real Reason Your Startup’s Sales Calls Aren’t Closing. If you don’t normally click through to the articles, that one is definitely worth a read (and a share!).
— Aaron
This week’s new articles…
The Real Reason Your Startup’s Sales Calls Aren’t Closing
Getting customers to say “yes” requires more than just giving a great pitch. Here’s how to prime the conversation in a way that’s gonna get you what you want.
Your First Attempt at a Startup Is Supposed to Be Terrible
The process of creating new things is the same whether you’re writing a novel or building a billion dollar business.
Office Hours Q&A
QUESTION:
Hi Dr. Dinin,
I know most of your content is geared toward startups and tech and all that, so this might be a little off-topic. But I’ve been following you for a while and figured I’d ask anyway because I really respect your perspective.
I run a small lawn service business in my town — just me and a couple friends, nothing fancy. We’ve got a handful of regular clients, but I’d really like to grow.
What’s the smartest way to get more local customers? I’ve posted on Facebook groups and put out some flyers, but it feels like I’m just guessing. I don’t have a big budget or a marketing degree, so any advice you have would mean a lot.
Thanks for all the great videos and articles. Even when they don’t apply directly to me, they always get me thinking.
-Patrick
Thanks for the kind words. And I promise your question isn’t off-topic. You’re asking the exact same question every entrepreneur asks: How do I grow something I care about without wasting time and money I don’t have?
Sure, the packaging might look different — your business has mowers and leaf blowers instead of code and pitch decks — but the core problem is universal. So let’s talk through it.
You mentioned flyers and Facebook groups, which are solid starting points. But you’re right that it’s a lot of guessing. And in your kind of business, guessing is expensive because your time is your most limited asset.
My best advice here is to stop guessing who your customer is and start finding the one person who already loves you — and make them your marketer.
In other words, don’t focus on getting more people. Focus on activating the right people you already have.
You said you’ve got some regular clients. Great. Now pick the one who raves about you the most. The one who always waves from the front porch or tells you what a great job you’re doing.
That’s not just a customer. That’s your distribution channel.
Ask that person for help. Not in a spammy “Hey can you post about me?” kind of way. But in a neighborly, honest kind of way. Tell them you’re trying to grow. Ask if they know anyone on the street who’s looking for lawn help. Offer a free mow for every neighbor they send your way. Or a discount if five sign up. Or mow their lawn for free once a month if they get the whole block onboard.
It’s not flashy, but it’s how most great businesses grow… one trusting relationship at a time.
Tech founders have a fancy word for this — they call it network effects. But you already have something more powerful: trust from your current customers. You just have to make it easy for that trust to spread.
Got startup questions of your own? Reply to this email with whatever you want to know, and I’ll do my best to answer.