Sign lots of small local businesses first so bigger ones have seen you around

… it on like an iPad so they can understand that it's like embedded onto a website? [music] They can see it's in their branding." So, we switched to iPads and then printed like brochures explaining what the product was. And that quickly kind of got us really early [music] traction where it's like when you show someone the problem they have and you can explain it quite [music] clearly, like, "You can't get sales outside of hours. This fixes that."

They're very open to trying something new that they're being shown in person with a real [music] person, which has then led to us being able to get bigger clients because they go, "I've seen you guys everywhere. A lot of people must [music] trust you." Um, but we didn't have any connections to get into those bigger clients if we didn't do the hard work of getting the smaller ones first. >> Mhm. That's awesome. Just tell me a little bit of how you landed on kind of working or building an app or building this widget for this particular type of customer. >> So, we definitely fell into it. Like, when we first went door knocking, we

didn't skip a business. So, we'd even go into like music [music] studios, electrician repair shops, like anything that was open, we would walk in and basically just try and show them our product. What we found from like taking action and doing that was the trade started to respond to us better and better. And [music] it kind of revealed itself that they're no kind of people. They're very direct in their feedback. They don't like giving money away …