The Bear had a really bad toothache that left him in bed for a week. Each day his wife would come by and bring him soup for breakfast, lunch and dinner. Along with is soup every day he would take an aspirin and said to himself, I would pay $1,000,000 to anyone that would help take this pain away.
Lesson: Potential customers are the same and want something that takes away the pain and is necessary rather than something that is voluntary. This is lesson is via The Startup Playbook by David S. Kidder. As he writes “this is an old mantra from the venture-capital world, but it is always a bit startling to me when I meet incredibly talented people chasing ideas that are simply features, or partial services that couldn’t compete in mature markets. In the minds of the customers these types of offerings are elective, like deciding whether or not to take a vitamin…. On the other hand, if there is a large market of potential customers who can describe their specific pain to you, your job is to create the painkiller that will take away the hurt forever. Once customers start on your service or product, they never go off of it. It becomes a necessity.”
Image courtesy of Michal Marcol / FreeDigitalPhotos.net
Gresham W. Harkless Jr.https://iamgresh.comGresham W. Harkless Jr.
Franchise Broker & Entrepreneur | Founder, Blue Star Franchise
Helping founders and aspiring owners find franchise opportunities that match their purpose, finances, and lifestyle. Host of the I AM CEO Podcast with more than 1,600 interviews.
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About Gresham W. Harkless Jr.
Gresham W. Harkless Jr. is a seasoned entrepreneur and franchise broker based in the Washington, D.C. metro area. As founder of Blue Star Franchise, he helps aspiring and established business owners discover franchise opportunities aligned with their goals, skills, and long-term vision.
With over 15 years of experience in entrepreneurship, digital marketing, and business development, Gresham brings a consultative, client-first approach to franchise matching. Through his media company, Blue 16 Media, and the I AM CEO Podcast, which has featured more than 1,600 interviews, he has worked with hundreds of CEOs, founders, and small business owners to accelerate growth and build scalable business models.
His mission is simple: to help people “run their race” by finding franchise opportunities that align with their purpose, skills, and lifestyle.
Credentials & Affiliations
Certified Franchise Broker - Franchise Broker Association (FBA)
Founder - Blue Star Franchise
Founder - Blue 16 Media
Host - I AM CEO Podcast (1,600+ episodes)
Featured in 50+ Black Marketers on the Rise & Influencer & Media Innovators (2022)
B.S., Business Administration - Howard University
How Gresham Helps
Franchise discovery & matching consultations
Franchise investment and financial fit analysis
Franchise development guidance & onboarding support
Speaking engagements & media interviews
Business growth advisory through Blue 16 Media
I AM CEO Podcast
With more than 1,600 episodes, the I AM CEO Podcast features conversations with founders, franchise owners, authors, and business leaders.
Gresham shares real, actionable insights to help entrepreneurs grow, scale, and lead.
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Contact & Bookings
Email: gresham@bluestarfranchise.com
For franchise inquiries, speaking engagements, or media interviews, send an email or use the consultation link.
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Connect with Gresham
Facebook: https://www.facebook.com/bluestarfranchise
Twitter: https://www.twitter.com/bluestarfran
YouTube: https://www.youtube.com/@BlueStarFranchise
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LinkedIn: https://www.linkedin.com/company/bluestarfranchise
