You DON’T need a large email list before you start selling online

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Many gurus tell you to wait to launch or sell until you have a large email list or audience. Don’t wait!

This is a recipe for failure, as it takes time and money to build a large list.

The sooner you start selling, the sooner you collect revenue and feedback.

If you don’t have revenue coming in to offset your costs, you’re in trouble.

If you have the right offer, meaning one that delivers high value in a high-demand area, you can sell right away.

We earned our first $15k client a few years ago when my email list had 46 people on it.

How? Our offer was a perfect fit for a certain segment of the market that urgently needed done-for-you services to get their online business launched.

They didn’t need months or years of “free value”.

They needed help now.

We offered that.

They invested.


  1. Create an irresistible offer. If you’re just beginning, offer 1:1 coaching or similar high value even if it doesn’t “scale”
  2. Build your email list as a byproduct of selling. Talk about your offer, what you are working on, who you are helping. Offer the first step as a free lead magnet to build your list
  3. After someone joins your email list, send a few follow up nurture emails talking about the main elements of your offer (without a pitch), then at the end of the sequence make them an offer.

What offer can you define that would get at least a subset of your market to say “YES! That’s exactly what I need!”?

David Ziembicki

CEO, Expert Business Agency

David Ziembicki is the founder and CEO of the Expert Business Agency, which helps coaches, course, and membership creators build their online businesses. David has been an industry-leading technology and business consultant for over 25 years having worked at Microsoft, Deloitte, SAIC, and Avanade.