Silencing Doubts: How to Tackle the ‘Have You Done This Before?’ Query Head-On

As entrepreneurs, we’re eager to make an impact, to help others win, and this question can feel like a hurdle on the path to doing just that.

Hello Impact Igniters,

Blink and you’d miss it, we’re already halfway through May! Welcome to another power-packed edition of our newsletter. I’m Andrew, and today we’re diving into something I know you’re curious about – case studies and winning customers. If you’re an entrepreneur yearning to leave an indelible mark, this spark is just for you!

Now, I can almost hear your gears turning, “Case studies, Andrew? Really?”

Yes, indeed!

Stick with me, and I’ll show you why they’re a secret weapon for any entrepreneur.

Throughout my career, from leading projects for Warner Brothers and Sony, to collaborating with family businesses and solo entrepreneurs in bustling co-working spaces, one question always emerges: “Have you done this before?”

As entrepreneurs, we’re eager to make an impact, to help others win, and this question can feel like a hurdle on the path to doing just that. But as much as it might irk us, it’s crucial that we answer it.

So, here are three ways you can tackle it:

The Way of the Awesome Early Adopter

  1. Create an irresistible offer for early adopters who are willing to take a chance on your big, early ideas. Remember, though, never work for free. People invest in what they have a financial stake in.
  2. Deliver an exceptional solution for your early adopter. Don’t win clients and then ignore them while you chase new ones. Instead, help them become awesome, and they’ll become your best advertisement. It’s what I like to call “Word of Awesome”.
  3. Create a written or video case study showcasing the transformation you’ve brought about for your early adopter. Sharing this with potential customers is a great way to build credibility.

The Way of the Authority Mountain

Create a substantial piece of authoritative content that demonstrates not just your understanding of their problem, but also the steps needed to solve it. You might be thinking, “But Andrew, people don’t have the patience for long-form content.” Well, if you deeply understand your customer and their problem, and you create content that resonates with them, they will devour it. It could be a book, a mini podcast series, a series of videos, or even a long-form blog post – the format depends on your audience’s preferences.

The Way of the Ladder

Imagine being proposed to on a first date – a bit much, right? It’s because trust hasn’t been established yet. It’s the same in business. You need to build trust by asking people to take small, incremental steps up the relationship ladder. Start with a coffee, then maybe suggest a book relevant to their problem, then perhaps involve them in some research for your new book. Each rung of the ladder gets them closer to trusting you enough to solve their problem.

So, there you have it, folks. Three powerful ways to answer the dreaded, “Have you done this before?” question.

Now, I want to hear from you. Have you used case studies or any of these strategies in your entrepreneurial journey? Share your experiences and insights; we’re all here to learn from each other!

Keep impacting, keep igniting, and focus on becoming the person who makes others feel awesome. Remember, the world needs your unique contribution.

Thank you for being here.

Until next time,


P.S. Buckle up for the next issue… I’ll be debunking 5 dangerous collaboration myths that everyone striving to make an impact needs to know. Don’t miss it!

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