Mementum

When your brand or product is just getting off the ground, it’s tough to justify exceptionally lucrative terms. It’s good to know this up front.

There’s little proof you or your system works, so why should the client trust you? No, it doesn’t matter that a guy you know “is doing this right now for excessive profit.”

So, getting started is an exercise in getting that proof. Make testimonial-acquisition your focus. Track everything you do–and the results they produce. Set an expectation that your client can have the better part of the deal, if you get the benefit of a case study.

Your schedule now might look like this:

1. Get results for other humans, pronto
2. Document the victories (and the defeats, if you’re man enough)
3. Capture it all in clients’ words
4. Decorate future conversations with these.
5. Profit.

The pudding is in the proof and once you’ve done whatever it takes to get it, people will be do whatever it takes to become your client. Probably.