January 3, 2019

Chicken or the egg?

Sent by Jonathan Stark on January 3rd, 2019

When you’re first starting out most people are presented with a catch 22 situation:

How do you justify being the most expensive option when the competition has a few years head start? 

How do you get paid 100% up-front if you have little or no track record? 

Why should clients trust you if you have no experience?

In other words, how do you get experience when you have no experience?

I’ve got good news for you:

Clients don’t want experience. They want results.

If you can demonstrate that you have delivered results, clients will be willing to overlook a lack of experience.

So here’s what I recommend doing when you’re just starting out:

Create a productized service that solves a very specific problem. Offer it to three beta customers for free, in exchange for feedback. If they like it, get testimonials from them about the results you delivered. Put the testimonials on your website.


Demonstrable results.

Does this take time? Sure, but it’s a heck of a lot faster and more effective than “getting experience” or “putting in your time” or “paying your dues.”