Selling when you are new.
WHAT BUYERS WORRY ABOUT
That you will not be here That you have not done this before That they cannot verify you
WHAT TO PROVIDE
Whatever evidence exists Verifiable identity Something that reduces their risk
WHAT EVIDENCE MIGHT EXIST
Previous work, even unpaid Relevant experience elsewhere Something you built A qualification
WHAT REDUCES RISK
A small first engagement Payment in stages A guarantee you can honour A clear exit
WHY A SMALL FIRST ENGAGEMENT WORKS
It converts a large decision into a small one.
WHAT TO PROPOSE
Something defined, quick and inexpensive.
WHAT THAT PRODUCES
Evidence, and a relationship.
WHAT TO DO WITH EARLY CUSTOMERS
Serve them exceptionally, and ask for a reference.
WHY
The first few references are the hardest and most valuable.
WHAT TO ASK FOR
Permission to name them, and a short quotation.
WHAT TO BE HONEST ABOUT
Being new.
WHY
Pretending otherwise is discovered, and it is unnecessary.
WHAT TO SAY INSTEAD
What you do know, and what you will do if it goes wrong.
WHAT TO MAKE VISIBLE
Registration, address, and real contact details.
WHY
Verifiability substitutes for history.
