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You are mostly right, but then there are other issues to consider: why would a business buy from you who is just starting out? They would like to have some guarantee you will be around after a few years..

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Reputation definitely counts for something. But there's a slew of businesses that would likely buy from you in the early stages. They may be much smaller businesses, and possible not even in your long-term/medium-term target market, but it's a stepping stone.

Selling can still be a challenge. But if you have a valuable product, and an A* sales team, it's much much easier.

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