Craig Wortmann

Just because somebody is willing to take something rudimentary from you for free is not proof you have a customer. But when someone commits financially—even at a major discount—that person is serious. And he or she is going to evaluate your product or service much more critically. That’s the kind of feedback you need.

You can also try to get upfront sales, though that’s a risk if you can’t deliver. Still, people are getting more comfortable with that model, thanks to Kickstarter and Amazon. Offer a deep discount because they’re willing to sign on early.

Selling is the best indication that you have a viable business. A yes is great. No is fine too. That tells you to move along.

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