How to Find Your ICP & Land Your First Customers With No Sales Experience (Ask Jeb) (Ask Jeb)

What It Covers

Jeb Blount coaches Robert, a developer-turned-founder building a home services CRM, on defining his ideal customer profile, finding greenfield prospects with no sales experience, and landing first customers through systematic outreach.

Key Questions Answered

• •ICP Definition: Target home services businesses — painting crews, junk removal, power washing — that have zero existing CRM and fewer than 10 technicians. Companies already on ServiceTitan or Jobber are too costly to unwind; greenfield prospects are the only viable entry point for early-stage competitors.
• •AI-Powered Prospecting: Use Google Gemini to generate structured tables of local home service business owners, including name, phone, website, and address. Then call each prospect with one qualifying question: do you currently use a CRM? A "no" or "spreadsheets" answer confirms a valid prospect immediately.
• •Outreach Timing: Call owner-operators between 6:30 and 8:30 AM before they start field work. They answer cell phones during this window because they expect customer calls. Midday calls fail because operators are physically on job sites and unavailable to engage with sales conversations.
• •Introductory Pricing Strategy: Offer a below-market but non-zero monthly rate to early adopters to create skin-in-the-game commitment. Honor those rates permanently to build loyalty. Accumulating 50 paying users with measurable business growth generates testimonials and social proof that replaces founder-access as the core value proposition.