Building on assumptions is never a good idea.

When I started building my law firm, I took the typical entrepreneurial route and jumped in with some assumptions.

I thought I knew what founders really needed. I figured I could spot the challenges they faced. I assumed they’d naturally be interested in what I had to offer.

I couldn’t have been more wrong.

The Main Issue

Those first phone calls? Not great. The leads I got barely sparked any excitement. And the feedback? Crickets.

Realizing I needed to change my game, I ditched the guesswork and focused on actually listening.

I started chatting with founders on different social media platforms where they opened up about their experiences and challenges.

I connected with people on Twitter + LinkedIn and jumped into discussions that highlighted their daily struggles.

I noticed how overwhelmed some teams felt with compliance issues, trying to untangle a mess of regulations.

I made sure to really tune in to the language they were using. I paid attention to the risks they cared about.

I noted the confusing clauses in legal documents that left them scratching their heads.

The Change I Made

Now, with this fresh perspective, I stepped back and completely revamped my services.

This time, I wasn’t relying on my assumptions but was guided by what the founders themselves had shared.

And guess what? The results have been amazing.

Now, the calls I get are filled with genuine interest and enthusiasm. The content I create really resonates with my audience. Each service I offer directly addresses a problem someone has laid out for me.

So what’s the big takeaway here?

Assumptions might seem smart at first, but it’s the act of listening and responding to feedback that really drives growth.

Make sure to validate what you think you know before diving in. Create solutions only after you’ve truly heard your target audience.

By taking this approach, your business won’t just survive; it’ll thrive by aligning with the needs and expectations of the people you want to serve.