files/ycombinator_RD5EAMOh7fE.txt

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sometimes Founders are afraid of asking the like the dumb question but that's a
有时创始人害怕问类似愚蠢的问题，但这是一个
worthwhile question to ask but if you can help your customer make more money
这是一个值得问的问题，但您是否可以帮助您的客户赚更多钱
they're probably gonna like you this is Michael cybo with Dalton
他们可能会喜欢你 这是 Michael cybo 和 Dalton
Caldwell and today we're going to talk about how do you give more than you take
考德威尔和今天我们要谈谈如何付出比索取更多
from your users maybe we should start with kind of a business 101 right like
从你的用户那里，也许我们应该从某种业务 101 开始，就像
MBA in 30 seconds what do you think okay so the basic idea underpinning all uh
30 秒内获得 MBA 你觉得怎么样，所以支撑这一切的基本思想呃
technological progress um very basic stuff is if you sell someone
技术进步，嗯，非常基本的事情是，如果你卖掉某人
a tool and if they can use the tool to make more money than the tool cost them
一个工具，以及他们是否可以使用该工具赚到比该工具花费更多的钱
boom you're creating value when people like it and so you know some very basic
当人们喜欢它时，你就创造了价值，所以你知道一些非常基本的知识
examples Google when they first launched Google ads it was very easy to buy
谷歌的例子 当他们第一次推出谷歌广告时，很容易购买
Google ads you you would pay Google per click and you could sell stuff for way
谷歌广告你你会支付谷歌每次点击，你可以以某种方式出售东西
more than you paid Google so you would just do that all day long and make tons
比你付给谷歌的钱还要多，所以你整天这样做就能赚到很多钱

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of money right very straightforward makes sense um talk about Excel and
金钱的权利非常简单明了，嗯谈论 Excel 和
Microsoft Office Microsoft Office is a perfect example if you think about word
Microsoft Office 如果您想到 Word，Microsoft Office 就是一个完美的例子
or you think about Excel these are products that made normal office workers
或者您想到 Excel，这些产品让普通办公室工作人员受益匪浅
and normal kind of Financial workers literally like 10 do 100 times more
而普通的金融工作者实际上喜欢 10 次多做 100 次
productive yeah and so if you can make an employee 10 times more productive
生产力是的，所以如果你能让员工的生产力提高 10 倍
people probably buy and like that's cool buying a computer back in the 80s was
人们可能会在 80 年代购买一台电脑，并认为这很酷
expensive and buying Visa calc or whatever was expensive but it was still
昂贵，购买 Visa calc 或其他东西很贵，但仍然很贵
way positive Roi like five grand 10 grand no sweat because spreadsheets made
积极的 Roi 就像 5 大 10 大 不费吹灰之力，因为电子表格制作
them better yes okay classic examples so
他们更好 是的 好的 经典例子 所以
let's get to the problem there are a lot of Founders out there that are building
让我们来解决这个问题，有很多创始人正在建设
products that deliver no or minimum value to the user classic fear is always
无法为用户提供任何价值或提供最低价值的产品总是令人恐惧
like well I need to grow right the most important thing is to grow in order to
同样，我需要成长，最重要的是成长，以便
raise money and so I'm gonna build something that kind of sucks
筹集资金，所以我要建造一些很糟糕的东西

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because like or screw that it sucks right because most MVPs suck I'm going
因为喜欢或者搞砸了，这很糟糕，因为大多数 MVP 都很糟糕，我要去
to build something that doesn't solve anyone's problem and just try to get
建造一些不能解决任何人问题的东西，只是试图得到
money for it so that I can go raise money I think that's yeah it's like it's
钱，这样我就可以去筹集资金，我想是的，就像这样
make something VCS want it's like something perverted yes thing that we
做一些VCS想要的东西，就像是一些变态的东西，是的，我们
are not fans of yes where you're like well superficially this resembles a
不是“是”的粉丝，从表面上看，这就像一个
software product that superficially people pay for yes yes and therefore we
表面上人们付费的软件产品是的，因此我们
should charge a similar amount of money for it and like boom boom the specifics
应该收取类似金额的费用，并且像繁荣繁荣一样，具体细节
of what it does is details you know we we've got our top folks on that yes but
它的作用是细节，你知道我们有我们的高层人员在这方面，是的，但是
we've talked about that before so that's that's an obvious yeah I think there's
我们之前已经讨论过这一点，所以这是显而易见的，是的，我认为有
another one which is this fear of being a consultant I think one of the reasons
另一个是对成为顾问的恐惧，我认为这是原因之一
why people build shitty products that don't solve people's problems is that
为什么人们制造出不能解决人们问题的劣质产品是因为
when they start talking to a user and the user starts saying well here's my
当他们开始与用户交谈并且用户开始说好这是我的
problem I could really use this this and this the founder starts thinking about
问题我真的可以使用这个这个这个创始人开始思考
that and thinking and fearing what if this user is different from every other
思考并担心如果这个用户与其他用户不同怎么办
user what if the problem they have is different and so what if I have to build
如果用户遇到的问题不同怎么办，如果我必须构建怎么办

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something to make them happy I have to build something that no one else wants I
一些让他们高兴的东西 我必须建造一些没有人想要的东西
think this is a core fear that happens because I think that every found in the
我认为这是一种核心恐惧，因为我认为在
back of their head thank you Reid Hoffman is thinking when can I get to
他们的后脑勺谢谢你雷德霍夫曼正在考虑我什么时候可以到达
Blitz scale like when when can I raise the big round and throw this everywhere
闪电战规模就像我什么时候可以举起大轮并将其扔得到处都是
and you know have everyone use my thing and every founder knows in their heart
你知道让每个人都使用我的东西并且每个创始人心里都知道
that if they're not making a simple thing that everyone's going to use they
如果他们不做一个每个人都会使用的简单的东西
can't put scale it so I think this is the core fear
无法衡量它，所以我认为这是核心恐惧
I'm fearing being a consultant and It's tricky because like this isn't wrong
我害怕成为一名顾问，这很棘手，因为这样并没有错
yeah there's a kernel there's a there is
是的，有一个内核，有一个，有
a good idea in there yeah like there's a good there is an insight there is an
那里有一个好主意，是的，就像有一个好主意，有一个洞察力，有一个
Insight but I might argue it's exactly wrong when you're early maybe we should
有洞察力，但我可能会说，当你还早的时候，这是完全错误的，也许我们应该
talk about that like what's the difference between being early and maybe
谈论这个问题，比如早到和也许有什么区别
not even understanding the problem well and being way later on when like
甚至没有很好地理解这个问题，并且在像这样的时候才很晚
being consultant is maybe more of a risk I think if you're not a deep expert on
我认为，如果你不是这方面的资深专家，担任顾问可能会面临更大的风险

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what the customer's problems are and how they make money and how they work most
客户的问题是什么以及他们如何赚钱以及他们如何工作最多
Founders you make assumptions about how their business should work which could
创始人对他们的业务应该如何运作做出假设，这可能会
be mistaken so again when the founders of Google started Google I would imagine
当谷歌的创始人创办谷歌时，我会再次犯这样的错误
they were not experts on Performance Marketing and how basically a lot of the
他们不是效果营销方面的专家，而且基本上很多
early Google customers as I recall were mortgage refinance people yeah where
我记得早期的 Google 客户是抵押贷款再融资人员 是的，在哪里
they they would buy people searching for mortgage refinancing the advertisers
他们会购买那些寻找抵押贷款再融资的人广告商
would buy those clicks and they were worth a lot of money to them there you
会购买这些点击，它们对他们来说值很多钱
go and the founders of Google did not need to be experts on that but as they
谷歌的创始人不需要是这方面的专家，但他们
as they got users and they built the business model understanding what
当他们获得用户并建立商业模型时，他们了解什么
problems the the customers had was super
客户遇到的问题非常严重
important yes right I mean what are some other examples of like I mean we've
重要的是，是的，我的意思是还有哪些其他例子，就像我的意思是我们已经
we've talked about this before but the classic examples with twitch like we did
我们之前已经讨论过这个问题，但是像我们一样的 twitch 的经典例子
not understand what streamers wanted until not only do we talk to them we
不明白主播想要什么，直到我们不仅与他们交谈
started building things and so I think that like
开始建造东西所以我认为就像
maybe the issue here is that if you be if you're being consultant early
也许这里的问题是，如果你是，如果你很早就成为顾问

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what you don't end up doing is learning enough about the customer and so the
你最终没有做的是充分了解客户，因此
counter and true advice we're giving is basically
我们给出的反驳和真实建议基本上是
forget your fear about it being consultant early
尽早忘记对成为顾问的恐惧
dig in with some customers actually solve their problem and in the process
与一些客户深入交流，真正解决他们的问题，并在此过程中
maybe you're building some stuff that's went off yeah but you're going to learn
也许你正在构建一些失败的东西，是的，但你会学到东西
a ton about the actual problem and then you'll have some insights on okay what's
关于实际问题的大量信息，然后您将对问题有一些见解
more generalizable what can I do that I can give to everyone and ideally
更概括地说，我能做些什么，我可以为每个人提供最好的帮助
understand the levers in their business that derives economic value like
了解其业务中产生经济价值的杠杆，例如
basically like don't make assumptions that you think you know how they make
基本上就像不要做出你认为你知道他们是如何做的假设
money or should make money yes kind of test those assumptions and once you have
钱或应该赚钱是的，测试这些假设，一旦你有了
a better mental model that it's much it's much more clear how you drive
更好的心理模型，让你的驾驶方式更加清晰
economic value and what's funny is you can even ask them like you can even say
经济价值，有趣的是你甚至可以像你可以说的那样问他们
like how can this help you make more money like you can literally you
就像这如何能帮助你赚更多的钱，就像你真的可以赚更多的钱一样
sometimes Founders are afraid of asking the like the dumb question but that's a
有时创始人害怕问类似愚蠢的问题，但这是一个

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worthwhile question to ask if you can help your customer make more money
是否可以帮助客户赚更多钱是一个值得问的问题
they're probably gonna like you I think one other area this applies that's
他们可能会喜欢你我认为这适用于另一个领域
counterintuitive is even in your customer Outreach because I think that a
甚至在你的客户外展中也是违反直觉的，因为我认为
lot of times Founders when they're reaching out to
很多时候创始人在接触时
customers even in that moment they're asking for more than they're giving
客户即使在那一刻他们要求的比他们给予的还要多
right we see these emails all the time where you know hey I'm building X Y and
是的，我们一直看到这些电子邮件，你知道嘿我正在构建 X Y 并且
Z software do you have 20 minutes to jump on the phone with me to talk about
Z软件你有20分钟的时间跳电话跟我聊聊吗
it you know is that not the definition of asking
你知道这不是询问的定义
well I just want feedback yeah give me feedback your time customer Discovery
好吧，我只是想要反馈，是的，给我反馈你的时间客户发现
yeah your time is clearly worth nothing like and I need you to help me and I
是的，你的时间显然一文不值，我需要你帮助我，我
think one of the things I've seen that works so much better in the initial
想想我见过的一件事在最初的时候效果更好
Outreach is when you actually offer something you should give value up front
外展是指当你真正提供一些东西时，你应该预先给予价值
now we had one company in the current batch that basically was helping with
现在我们当前批次中有一家公司基本上正在帮助
customer onboarding and they did this in
客户入职，他们这样做是在

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the most simple way they actually took a video of the customer's onboarding flow
他们实际拍摄客户入职流程视频的最简单方法
of the company's onboarding flow and then provided their advice and feedback
了解公司的入职流程，然后提供建议和反馈
on what they could do to make it better now one that's the definition of
他们现在可以做些什么来让它变得更好，这就是
Consulting right two absolutely doesn't scale but when they started sending
咨询右边的两个绝对无法扩展，但是当他们开始发送时
emails with that content in there when they started giving us the first step
当他们开始向我们提供第一步时包含该内容的电子邮件
with a customer started replying saying thank you I can use that like yeah I'm
一位顾客开始回复说谢谢，我可以使用它，就像是的，我是
happy to talk to you about how you're thinking make this even better so I
很高兴与您谈论您的想法如何让这变得更好，所以我
think in Outreach and in building your first products and dealing with your
思考外展、构建你的第一个产品以及处理你的问题
first 10 customers you can give more than you receive let's
您可以给予的前 10 位客户比您收到的更多
put this in historical context though because this giving before you receive
不过，请将其放在历史背景中，因为在您收到之前给予
is not new yeah this is a whole broad topic but just quick crash course the
不是新的，是的，这是一个广泛的话题，但只是快速速成课程
the history of computers involves giving away a lot of value for free
计算机的历史涉及免费赠送大量价值
specifically the original business models of computer companies were to
具体来说，计算机公司最初的商业模式是
sell hardware and software was like a thing you had to give the customer to to
销售硬件和软件就像你必须交给客户的一件事
run the hardware to get value from it yes and so historically software was
运行硬件以从中获取价值是的，所以历史上软件是

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just free and not really proprietary and this is beyond the scope of this talk
只是免费的而不是真正专有的，这超出了本次演讲的范围
here but if you research the history of Microsoft people in the audience Bill
在这里，但是如果你研究一下观众比尔中微软人的历史
Gates kind of pioneered the guilt trip to get people to pay for things I don't
盖茨开创了内疚之旅，让人们为我不为之付出代价
know go read his letter I'm not going to do a justice but the the the idea of
知道去读他的信我不会伸张正义，但这个想法
proprietary software and charging for it was like maybe the late 70s
专有软件和收费就像 70 年代末
um and you know before that there was the free software movement which equated
嗯，你之前知道有自由软件运动，它等同于
software and code to Freedom many of the tools the power all everything to this
软件和代码的自由许多工具为这一切提供动力
day were created by hippies created by people with big ideals created by people
日子是由嬉皮士创造的，由有远大理想的人们创造的
that wanted to give more value than they
想要提供比他们更多的价值
receive so if you look at the history of GCC of all the compilers if you look at
如果你查看所有编译器的 GCC 历史，就会收到这样的信息
Linux the Linux kernel if anyone runs an Android phone
Linux Linux 内核（如果有人运行 Android 手机）
that's all free software there'd be no Google there'd be no YouTube without
这都是免费软件，没有 Google 就没有 YouTube
Linux powering all the stuff yep um the same would get like every web browser
Linux 为所有东西提供动力，是的，就像每个网络浏览器一样

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gecko cage ttml you can research this thing also um sqlite is this free
壁虎笼 ttml 你也可以研究这个东西 嗯 sqlite 是免费的
database that's in everything like I'll bet to just watch this video stream
数据库无所不在，就像我打赌只看这个视频流一样
sqlite is involved like 50 different ways how many free products do you
sqlite 涉及 50 种不同的方式，您有多少免费产品
actually need and so this is part of the history of software and Computing and
实际需要，所以这是软件和计算历史的一部分
technology is to give out all this value and realize the value that it's created
技术就是要给出所有这些价值并实现它所创造的价值
can create enough economic value for the creators for the people that make this
可以为创造者、为创造这个的人们创造足够的经济价值
stuff yes and also just unlock more value in the world than what
是的，而且还可以释放世界上更多的价值
they charge yes right and this is why this is why the graph of how
他们收费是对的，这就是为什么这就是为什么图表如何
technological progress is accelerating so fast is this factor of giving more
技术进步速度如此之快，这就是给予更多的因素
than you receive yes and if you take some of their inspiration when you're
比你收到的是，如果你接受他们的一些灵感，当你
building your products Maybe you can have some wild success yeah I
打造你的产品也许你可以取得一些巨大的成功是的我
think like if you leave a lot of the value on the table for your customers
想想如果你为你的客户留下很多价值
instead of trying to take it all yes then you're in the game and and the key
而不是试图接受一切，是的，那么你就在游戏中，而且关键
let's be clear is your product actually has to solve the
让我们明确的是你的产品实际上必须解决

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customer's problem like it all comes back to like all those free products all
客户的问题就像所有这些都回到了喜欢所有这些免费产品
the products people pay for they actually solve the customer's problem
人们付费购买的产品实际上解决了客户的问题
and so if you can do that in the early stage instead of being afraid of
所以如果你能在早期阶段做到这一点而不是害怕
consulting or afraid of fundraising bam you have an advantage all right man
咨询或害怕筹款，嗯，你有优势，好吧，伙计
great great chat [Music]
很棒很棒的聊天[音乐]