The $100 Startup: Reinvent the Way You Make a Living, Do What You Love, and Create a New Future

by Chris Guillebeau

The world has plenty of better artists, smarter writers, funnier humorists and more experienced business people. The rare part is that each of those modest skills is collected in one person. That’s how value is created.*2

You just need a product or service, a group of people willing to pay for it, and a way to get paid.

Value means “helping people.” Our unexpected entrepreneurs discovered that when they focused on providing value above all else, their businesses were successful. • Give people what they really want, not just what you think they should have. Give them the fish! • The more you can market a core benefit instead of a list of features, the easier it will be to profit from your idea. Core benefits usually relate to emotional needs more than physical needs. • Most people want more of some things (money, love, attention) and less of other things (stress, anxiety, debt). Always focus on what you can add or take away to improve someone’s life…and then prepare to get paid.

Instant Consultant Biz Gary’s business is great, and no one cares that his website looks like it was made ten years ago. He also didn’t wait for someone to accredit or endorse him for his business. There is no “consulting school” or degree. You can start a new business as a consultant in about one day, if not sooner. Follow these two basic rules: 1.Pick something specific as opposed to something general. Don’t be a “business consultant” or a “life coach”—get specific about what you can really do for someone. 2.No one values a $15-an-hour consultant, so do not underprice your service. Since you probably won’t have forty hours of billable work every week, charge at least $100 an hour or a comparable fixed rate for the benefit you provide. OPENING FOR BUSINESS* I will help clients __________. After hiring me, they will receive [core benefit + secondary benefit]. I will charge $xxx per hour or a flat rate of _____ per service. This rate is fair to the client and to me.

The core benefit that I provide for clients and what qualifies me to provide it (remember that qualifications may have nothing to do with education or certifications; Gary is qualified to book vacations with miles because he’s done it for himself many times) b.At least two stories of how others have been helped by the service (if you don’t have paying clients yet, do the work for free with someone you know) c.Pricing details (always be up front about fees; never make potential clients write or call to find out how much something costs) d.How to hire me immediately (this should be very easy) I will find clients through [word-of-mouth, Google, blogging, standing on the street corner, etc.]. I will have my first client on or before ___•[short deadline]. Welcome to consulting! You’re now in business. *You can create, customize, and download your own “Instant Consultant Biz” template at 100startup.com.

• What is your biggest problem with ______? • What is the number one question you have about _______? • What can I do to help you with _________?

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