Podcast & Articles Musings #1 - ‘‘Your whole sales pitch is an education’’
As a fan of the ‘How I Built This Podcast’ since it launched back in 2016, there is a theme that resonates when the host, Guy Raz, interviews businesses that sell physical products - to get people to try it. Find a way to feel them, test them & to interact with them in real life something that is at the core of what we aim to enable at Edwin Projects.
In both episodes aired this week (January 2026), two world renowned founders and entrepreneurs follow said theme and preach this very message, with some of our favourite excerpts shared below.
Firstly, Mark Cuban featured on an ‘Advice Line’ episode, and shared the following while chatting with Macy Schmitt, founder of Girlyish Skincare.
Mark Cuban: Are you going to flea markets, are you going to events? Or where are you going right now?
Macy: Like expos, small business markets, things like that.
Mark Cuban: Okay, I think you want to go set up wherever you can meet parents [target customers]. Your whole sales pitch is education, and while it may seem like slow progress you might be able to go to one market, and make sure you collect all emails and all that, so that you can resell to them. But that’s where you have to go to.
The host, Guy, then goes on to explain the benefits of doing in person demons, in this case enabling the ability to target their target customer (teenagers) and their purchasing customer (their parents). Mark finishes up talking more about the benefits of really getting to know your customers, and the power of doing this in person.
‘Your whole sales pitch is an education’
How I Built This Podcast Host, Guy Raz
On the full episode of the week Guy sat down with Jean Luc Diard & Nicolas Mermoud - founders of Hoka which makes high performance, minimum impact running shoes brand, a business that now make north of $2 billion in annual revenue. Their take on growing their customer base originally?
‘’There were people who were happy to invest. The thing is, if we just have additional money, it’s not going to bring much more. We need to have people try the products. Everything in marketing, there is only one thing in marketing you have to do. You have to go to a multitude of places, and let people try.’’
Our podcast musings highlight stand out insights, articles and quotes from various channels and episodes. Got a suggestion of podcasts to follow and feature? Contact hello@edwinprojects.com.
