When you're an early start-up without a bunch of case studies, it can be a risk to bring you on as a vendor.
There are three ways you can limit the customer's risk by bringing you on (in order from best to worst for the seller):
1. Opt-out clause: If it doesn't work out after X number of days, the customer can opt out of the contract. Make sure you have a specific date here to limit your own exposure.
2. Money Back Guarantee (MBG): If the customer doesn't see value by X date, you will return their money.
3. MBG + More: Tim Ferriss wrote about this in The 4-Hour Workweek, where he offered a 100% MBG and sent a $10 gift card if it didn't work out.
The idea of an MBG isn't as costly as most people think, especially if your product is decent.
The return rate might be 2-3%, but overall, this is well worth the additional exposure, the opportunity for word-of-mouth advertising, and the chance to learn what your customers really think about you.
P.S. If you haven't read The 4-Hour Workweek, it’s worth a read. Tim Ferriss was spot on in so many areas, predicting trends 10+ years before they became reality.
Don't miss it!