# 舉一反三是所有聰明人必備的能力 在第十九課里，Tyler Bosmeny 有一段話： > Prospecting is the process of figuring out who will even take your call. There's this guy at Everett Rogers who has created a technology life cycle adoption curve. He describes it as a bell curve where you have innovators who will try new things, early adopters, mid-stage adopters, late adopters, and laggers. One of the things that was really helpful for me in understanding sales at an early start up is he's quantified the tail of this bell curve. This part over here are innovators, those are your potential customers. It might seem discouraging that only 2.5 percent of companies are your potential customers or would even consider buying from a startup that has no users and no revenue, but I found the opposite. I found it extremely helpful to have this frame of mind because when only 2.5 percent of companies will even take your call or consider using your product, you realize what a numbers game this becomes. If you want to reach that 2.5 percent and you want to get some early sales, you're hopefully starting to realize you have to do a lot of calling. You have to talk to a lot of people.  [舉一反三](http://web.archive.org/web/20100519092401/http://www.lixiaolai.com/index.php/archives/4758.html)的能力很重要。 > 《論語·述而》：“舉一隅，不以三隅反，則不復也。” 訓練自己這方面的能力，其實只需要不斷問自己一句話就可以了： > 那……這個道理還可運用在什么地方？ 事實上，舉一反三也是一種[類比能力](http://zhibimo.com/read/xiaolai/growth/why-they-are-deft-at-making-analogies.html)。 大多數人是匱乏于這種能力的。在反復看創業課的整個過程中，我不斷想起各種各樣的小時候反復學過的成語典故： > 刻舟求劍、學步邯鄲、井底之蛙、東施效顰、葉公好龍、一葉障目、水滴石穿、畫蛇添足…… 哪個不是創業課里反復強調的東西呢？小時候學過，笑過，并不妨礙自己重蹈舊轍，更不妨礙自己重蹈舊轍而不自知。 與之前提到的概念“technology life cycle adoption curve”相關的是另外一個概念“[Hype Cycle](http://en.wikipedia.org/wiki/Hype_cycle)”:  學一個新的概念之后，不妨再反復問自己： > 那……這個概念（道理）還可運用在什么地方呢？