From Zero To One Million Dollars A Year In Sales

What’s with this idea that having tons of “projects” is a good thing? Although it may be true that being a shareholder in several businesses that run without your involvement profitably is an ideal situation to be in, but to many aspiring entrepreneurs seem to think having lots of projects for the sake of having projects is a good thing.  Most of the time entrepreneurs try to do way too much.  And the great gift we all have to see an opportunity and go for it, becomes our Achilles’ heel because we then try to chase after all of them.  

Success is not determined by the amount of projects you have going on.  Even though it might sound cool to have several things going at once, to me it sounds amateur.  But not lets just take what I have to say, let’s take a look from Jim Collin’s point of view as well, the author of Good To Great, a book that took 20 years to study the greatest companies in America and what they have done to outperform all of their competitors exponentially over the century.  One of the concepts he talks about, which I absolutely love, is the Hedgehog concept, which I’d like to share with you:

“The fox is a cunning creature, able to devise a myriad of complex strategies for sneak attacks upon the hedgehog. Day in and day out, the fox circles around the hedgehog’s den, waiting for the perfect moment to pounce. Fast, sleek, beautiful, fleet of foot, and crafty—the fox looks like the sure winner. The hedgehog, on the other hand, is a dowdier creature, looking like a genetic mix-up between a porcupine and a small armadillo. He waddles along, going about his simple day, searching for lunch and taking care of his home.

The fox waits in cunning silence at the juncture in the trail. The hedgehog, minding his own business, wanders right into the path of the fox. “Aha, I’ve got you now!” thinks the fox. He leaps out, bounding across the ground, lightning fast. The little hedgehog, sensing danger, looks up and thinks, “Here we go again. Will he ever learn?” Rolling up into a perfect little ball, the hedgehog becomes a sphere of sharp spikes, pointing outward in all directions. The fox, bounding toward his prey, sees the hedgehog defense and calls off the attack. Retreating back to the forest, the fox begins to calculate a new line of attack. Each day, some version of this battle between the hedgehog and the fox takes place, and despite the greater cunning of the fox, the hedgehog always wins.

Berlin extrapolated from this little parable to divide people into two basic groups: foxes and hedgehogs. Foxes pursue many ends at the same time and see the world in all its complexity. They are “scattered or diffused, moving on many levels,” says Berlin, never integrating their thinking into one overall concept or unifying vision. Hedgehogs, on the other hand, simplify a complex world into a single organizing idea, a basic principle or concept that unifies and guides everything. It doesn’t matter how complex the world, a hedgehog reduces all challenges and dilemmas to simple—indeed almost simplistic—hedgehog ideas. For a hedgehog, anything that does not somehow relate to the hedgehog idea holds no relevance.

Princeton professor Marvin Bressler pointed out the power of the hedgehog during one of our long conversations: “You want to know what separates those who make the biggest impact from all the others who are just as smart? They’re hedgehogs.” Freud and the unconscious, Darwin and natural selection, Marx and class struggle, Einstein and relativity, Adam Smith and division of labor—they were all hedgehogs. They took a complex world and simplified it. “Those who leave the biggest footprints,” said Bressler, “have thousands calling after them, ‘Good idea, but you went too far!’ ”3

To be clear, hedgehogs are not stupid. Quite the contrary. They understand that the essence of profound insight is simplicity. What could be more simple than e = mc2? What could be simpler than the idea of the unconscious, organized into an id, ego, and superego? What could be more elegant than Adam Smith’s pin factory and “invisible hand?” No, the hedgehogs aren’t simpletons; they have a piercing insight that allows them to see through complexity and discern underlying patterns. Hedgehogs see what is essential, and ignore the rest.”

So are you a hedgehog or a fox?

I try to be a hedgehog.  And this is how it relates to my life and business, so you can take this concept and if you like it you can apply it to your own life. 

Our hedgehog concept is simply this, we need to become the absolute best software provider in the ppc affiliate tracking space.  Anything other than that matters nothing to me, real-estate is not important any more, or making money online in general, or starting another project, or even personal affiliate marketing for that matter.  I will only do whatever it is that helps us become the leader in the space, anything other than that is not important whatsoever.  And until and only after we do become the best at that, then we will maybe move on and try to dominate another niche.  It may take 10 years to become the best in the space, that’s ok, because we’d rather be the best in the space than 2^nd place somewhere else. 

If we are unable to become 1^st place in whatever we do, we won’t do it.  We were thinking about doing some large high volume email marketing with over 15-25+ million email addresses with rev-share deals with affiliate networks.  We could have made a significant income, once email gets going it isn’t uncommon to hear mailers make anywhere around $5,000-$15,000 or more in a drop.   We could have done this. 

We also could have done mass internal search campaigns and utilized our technology only in-house and made a fortune which some other super affiliates have decided to do.  We’ve shown almost half a dozen individuals how to earn over $10,000/day through affiliate marketing, and we could have done this for ourselves as well, but we did not.  We could have scaled out our affiliate marketing business to over $50,000/day or more, and although you think we may be bluffing we have friends who do that and more, even past the $100,000/day barrier on some rare occasions.  But we did not, and I have not worked on any personal campaigns for over 6 months because doing it does not help us become the best software provider in the ppc affiliate tracking space.  We have to give up the opportunities to chase one opportunity, and do something we can really become the best at.

Whatever it is your going to do, do it, focus on it, and really make a big impact when you do it.  If we rated everything we were able to do on a 1-10 efficiency scale, it would be fair to say that most things we can do at about rating of 6 most people wouldn’t want to see.  But things that we could do at a 9 or even 10 rating, people would pay to see.  Do something you can really be proud of, not to be ok at several things, be the best at one thing, once you are the best at that, then move onto something else. 

Don’t focus on your weaknesses, your weak at them, focus on your strengths.  Don’t waste time working on a small side project, when you could be building one really big project and make a huge impact with it.    Stop getting distracted by all the opportunities out there, and chase after the one opportunity that you can do the best.    Distractions are the killers of dreams….

Here is a real-life example of this at work.  My friend Rob is one of the sharpest people I’ve ever met, he is one of the most successful entrepreneurs that I personally know in our age group.  Here is an example of someone who has spent the last 6 years working full-time on his businesses.  Although he started with one, web-hosting and built his customer base, and started acquiring other hosts.  After some time he brought on a partner to manage operations so didn’t ‘have’ to be there every day working on the company

Then he went to build a voip business, and spent a large amount of his time doing that when I first met him.  He has built some technology in house, and after over a year has now hired a full time president of the company to take over, he pays him salary and the manager now runs the entire business.  Rob is now able to work on other projects, because he has built them correctly and then he can move on.  He is now starting a new business with my other good friend and starting to do the same thing. Build it, and then put people in place to manage them.

See the point is this, when he goes and does something, it doesn’t do it ‘half-ass’ he goes in puts in his 10 hours a day over 10 months in a row and goes to work, after he builds it, then and only then he puts someone in place to manage his business.  He isn’t working on 100 things at once; he does things, actually does them, and then puts people in place to manage the projects.  That is the model you want to follow, Rob has done it extremely well and he continues to do it up until this day.  There are several people that rob has manage his projects now.  

Take his story and then compare it with a new entrepreneur, trying to “do several projects at the same time.”  The inexperienced entrepreneur tries to do everything Rob did at once, while Rob did one at a time, then put people in place to manage them.  The inexperienced entrepreneur trying to do them all is unable to focus his time to really build one project huge, he is to scattered, like the fox trying to do to many things.  They do all their businesses half-ass, and the result is a bunch of half-ass projects, when they should have just focused on one and built it.   The inexperienced entrepreneurs excuse is, “having multiple streams of income is good,” even though none of the projects provide any streams of income at all.  If anything they provide streams of distractions and lost progress that could have been made.  In this scenario the inexperienced entrepreneur is the fox, and rob was the hedgehog.

If you want to learn more about this concept read the book by Jim Collins, Good To Great.  Are you a hedgehog or a fox?  How many projects do you have going now?  If you have 3 or more, you are most likely a fox. 

I used to believe that building passive income was the absolute best way to achieve financial independence.  This idea of having passive income was so attractive to me earlier on; I told myself that I’d never work on any project that doesn’t pay me for the rest of my life.   And that has been the path I’ve taken for the last three years.

A lot of time was spent on building passive income, some of our projects succeeded, many of the them failed.  Although at this point I still have some stuff I worked on the past that continues to pay me until this day, but had I do it all over again, I would not have focused on passive income.  

If someone is to build an empire of Adsense Sites, or long-term ppc campaigns and or start purchasing lots of rental property for instance (what I’ve tried to do) then you will end up with your monthly residual income.  And you will be financially free, able to retire after a few years of building your nest egg of passive investments.   

After joining the affiliate industry, which is for lack of better words, crazy, I’ve begin to think differently.  It is not uncommon for someone to be able to generate a large amount of profit in a relatively short period of time and although what they have produced isn’t life-time residuals, they will come out ahead within a short period of time.  

So much so, that the capital they were able to raise in 3-5 months, was now enough to invest in other projects. So I started seeing things a little differently, if you are able to generate $100,000 to $1,000,000 within a short time, you could then easily invest in passive income sources easier anyways.  And you’d be moving a lot faster than if you tried to build passive income from the get-co.  Because you’d now have capital to move even faster.  

Which is better, $20,000/month net passive income? Or $1,000,000 in your bank account?

Besides. Who needs passive income if you have $50,000,000 in your bank account? You don’t need passive income at all, you’d have a fortune at that point.  And I bet building the fortune was funner than trying to build a bunch of small little projects and slightly increasing your monthly net income over the course of a few years.  

Again, passive income is still awesome and is one way to be financially free,  Although any more, we don’t have time to waste.  We’re not here to build a small amount of monthly income, we want to do big projects with high-impact and build a fortune and a large amount of prosperity.  

I have been able to free myself from focusing solely on passive income projects now, and now we focus on building a fortune.  I’d rather sell a company for $50 million than trying to build sites every-day, or buying 100 houses and renting them out.  It is personally more exciting for me, and passive income is a sure-fire bet, but is is slow, and not that exciting.  

Just keep this in mind.  Building passive income is extremely slow, although building a fortune can be done quicker than you might ever imagined… think about it. 

Passive Income, or a YouTube… a fortune (thats the difference…)

Hey everyone we’ll be driving down from San Francisco to Los Angeles this weekend, for our LA Meetup202 event to talk with local advertisers and some other software companies.  If anyone is in the area and wants to get together, feel free top stop by our meetup and say hello.  Look forwarding to seeing everyone there.  

If you’ve been in a partnership before, you may have come across this dilemma before.  Over the course of days by yourself, you have come up with a brilliant plan for your business.  You have thought of everything in and out.   You have layed out the perfection execution strategy for reaching the intended objective.   The plan you put together can surely not fail, and you think everyone on your team will just love it.   

And then you goto pitch this plan to your associates, and immediately the do not see eye to eye with you, and are no-where near as passionate about executing the plan as you are.  And this plan that you’ve spent so-hard-and-long on, and got so passionate about, was not being seen in the same-light as your partners.  And this new plan you’ve spent so long and hard on, that you thought would be so highly regarded, isn’t looked upon at all.  It’s like the hours of time you took to write it, seems to have been pointless because it feels like your partners read it just in the course of a few minutes if that. 

Or your on the other side, and your partner brings you this plan he has developed, and thinks so highly of, and you look at it and don’t think its great at all.  And he was so passionate about it, but you don’t really see it.  And so the plan that they worked so hard on is really disregarded. 

So if your someone who has been in partnerships before, I’m sure you’ve come across the above scenarios many times before, and it sounds familiar to you.   We’ve done that many of times in our startups, and after many trials and errors I believe there is a much better way of planning.  And it is simple, but extremely powerful, and will save you lots of time in the future.  Instead of building theses gigantic plans yourself and then trying to pitch them to your partners, instead build the plans with your partners.

When you plan out everything with the people you work with a-couple things will happen.  Not only will the plan most likely be better because you’ve involved more smart minds, if the plan is good everyone on the team has contributed and said together this is a great idea, and everyone will want to execute it.  And along with that, because everyone is involved, and if everyone likes the idea, together, your teams will all be passionate about doing what everyone has just layed out.  And this plan will now have a significantly higher chance of success to being completed, and done faster than it ever would have if you made the plan yourself and then just tried to pitch it to your partners.

Effective partnerships are directly proportional to the amount of effective communication going between the two partners.  And trying to plan something big, by yourself, which is really for everyone, should really involve everyone during the plan.  So its simple, next time when your working with someone else, together, collaborate and build out the plan, and think of ideas, and then together lay out the execution plan.  Now instead of only you spending time to develop a plan that your motivated about, now you will have a plan developed with the team, that everyone will be passionate about executing, because everyone together has agreed that this plan is a good one, and no one has to be sold to get to work, and make things happen.  

It seems everyone likes to preach to others, “live a balanced life-style”.  It’s more the idealistic way of thinking, and a lot of book gurus will preach the idea of being ‘balanced’ as something to ‘strive for!’.  And although there may be some merit in it, a-lot of people are justifying extra wasted time as being balanced, and enjoying life instead of just getting what they should be getting done…

If you take a look at some of the most successful entrepreneurs, most, if not all were did not live a ‘balanced’ life-style when building their businesses.  They were, building their businesses.  A lot of them had to work 80 hours a week for several years to get to where they needed to be. They had their goals set out, and if something wasn’t relative to what they needed to do, they diddn’t do it, and just sticked to their guns and did what they needed to be done.  And in result, they did not live a balanced lifestyle like most people would preach is a great-life-style.  And that has made all the difference.

YouTube, sold for over a billion dollars.  Do you think the co-founders were balanced at all?  Absolutely not, if you’re geeky like me and watched the video on how YouTube scaled their infrastructure to support their millions of videos being uploaded and streamed daily you’ll understand that there is absolutely no time for balance.  And that balance goes out the window, and instead what produced amazing wealthy and prosperity, and soon-to-be-happiness for the co-founders, was their ability to be extremely biased in their activity and doing what they needed to do, Scale, and forget everything else, forget being balanced…

And what happened after their months of burnout, of extreme hard work, it paid off, and for those being balanced for that month, not much happened… we don’t hear about those stories.

The developers of YouTube were daily having system crashes, and they could not keep up with their growth.  What do you do when you have 2 days left of storage for videos to be uploaded?  What do you do when you find out your folders can’t hold any more images, that you spending money on hosting like crazy.  You have so many scaling problems you can’t even sleep, because when you do something goes wrong.  Day in and day out problems occur, there is no time for being balanced, and this is the time, where you are so concentrated on your work and focusing on it, that extreme wealth is created…   The result of how-ever long it took them to build YouTube to a billion dollar buyout exactly I do not know, but I do know that entire time they weren’t living a balanced life-style at all.

Although I agree living a good-life and having some fun is important, and of course being healthy.  I see way to often, a-lot of ‘want to be successful people’ preaching their doing activities for fun, because they live a balanced lifestyle, and can’t work all day.  And theses are the people more often that not that don’t make much money, doing many things that don’t produce a-lot of results. 

Most, if not all of the young-entrepreneurs I personally know & met who are millionaires under the age of 25, are all extremely un-balanced.  They work extremely hard, and don’t care about being balanced, because they know being balanced in many different aspects of life doesn’t produce much money.  And the major difference to understand is this, perusing money isn’t necessarily a bad thing.  But ‘a lot of people’ who want more money in their lives, go about their days saying they are balanced as an excuse to not get real work done.  While the others who as well want money, and really make it happen are the ones, the few who really go to work and don’t care about-balance and infact don’t want it.

I think being-balanced, personally, is over-rated, for us to get to our next stage, ( a new version of our software coming out soon ), we need to be extremely un-balanced and just get 80 hours of work a week done, to get it done, as soon as possible.  And that’s all that’s really important, most people I know who are really balanced, who do a-lot of fun things, aren’t really that successful from my personal experiences.  That being said, to each his own, if you want to be balanced go for it! But being balanced doesn’t produce much net-worth?  Do you want to be rich? Or do you want to be balanced? What do you think about being balanced? 

Yesterday I noticed in slightest of forms of how I can sometimes generate tension between other people trying to be as nice as possible.   I have a bad challenge of sometime wanting to grab the tab every time I go out and eat with other people, and although it may seem good in nature, and does have some benefits, there are sometimes drawbacks as well.  I’m not taking about the money aspect, I’m talking about building relationship tensions.

I’ve noticed if done repeatable it can create a slight bit of tension between I and the other person with whom I’m eating with.  Now let me forewarn you, this isn’t like a hating tension, we are all still good friends in nature, but by covering sometime and not allowing the other party to it can create the slightest bit of tension between you and the other person. Because now they feel like they owe you, and weren’t able to ‘clear the deck.’

The main reason that I try to grab is that we are in the relationship building business, we are in the entertainment business, like most of the companies in this industry we like to take very good care of our customers, and it isn’t that they are just our customers, in what we do relationships are huge in this business, it is a small industry of very powerful individuals.  So anytime we can do someone for someone else we work with, we will always go all out in trying to do what we can to serve. 

So naturally we want to cover the costs for whatever it is, especially of course when it is at one of our own-hosted events.  But what I noticed yesterday is that doing so repeatbly, over time can create tensions.   For instance if someone wants t pay, we should let them because it allows them to clear their deck, and feel like they contributed, and allow them to not feel like they are indebted.  (which they aren’t really, but I can see how the other party may feel that way.)

See I think, (I think) it’s fine, if you want to grab the tab at the first get-together with new people, but if later that day, so you eat again and do it again (for instance going to dinner) and you want to grab the tab again, you may be (and may not be), in the slightest of way building tension with the other party because they might want to chip-in too, and your not allowing them to do so.

Only after reading the book by Guy Kawakasi, which I reflected on a short chapter here, I was able to see it.   Last night we were at the Seattle Meetup, we had grabbed lunch and paid for everyone to go to the gaming place, which really isn’t that expensive and we were planning on hosting it because it was our event naturally.  But at the last dinner James paid for the dinner, which was cool, that allowed him to help as well.  But what I noticed (seeing it from the other side, of not paying) that another member was interested in chipping in, but James went ahead and grabbed the whole tab.  Which is what I’d normally done, but now sitting in the other persons’ shoes, even though I didn’t want to grab the tab, I could feel the other person really wanted to chip-in, because they felt like they owed us for the previous stuff we did.  But only after a day I realized it, and noticed that it does cause some tension and that the way to do it is to simply allow them if they want to, to chip-in.   Now James is a great guy! And I’m not saying anything bad about the situation, everything at the dinner was good, everyone is good, but I noticed that it can cause tension with others (but not everyone), depends who it is, but now seeing that it can cause tension with certain people.  It was my fault for creating that atmosphere, of ‘I got it, don’t worry about it’ and paying for dinner in the first place.

But again, everything is fine in our relationship, James is awesome and did nothing wrong, and of course I’m not calling out, but this post is more about ‘reflecting’ and noticing ‘the smallest’ of improvements that can be made, and challenged to see if we can’t improve upon them.

This post is about having more finesse in your relationships, even though everyone is in good standing, as an entrepreneur for someone who wants to be really successful we need to look at the smallest of improvements we can make.  It is about trying to become a master communicator, and not that I’m one, but I will try my best and study it, and notice even the smallest of areas which were we can improve upon.  Even though grabbing the tab is good and its doing favors, it’s more the best way to build relationships, a higher-level of more sophiscated relationship mastery is needed, and that’s what I hope we are all trying to achieve. 

The athletes receiving medals this year at the Beijing Olympics didn’t earn their medal when they crossed the finish line.  They earned their medal in the gyms and working out everyday, in the gym where they practiced their sport everyday is where they became a gold medalist.  Only in public everyone saw they were a gold medalist, but they became a gold medalist in the daily workout routines they had. 

Remember.  It isn’t the big things in life that matter, it is the smallest things in life, the things that don’t seem to matter at all, the things we did every day that   make the big differences in our life.

Although it may appear from the outside looking at a company as it moves forward, and becomes more successful that stuff is now getting done faster and faster.  And in some respects they are, but in a lot of aspects they really aren’t.

Unfortunately I have noticed a decrease in overall productivity in the last 1-2 months and only until now I’ve really started to ask myself why and found the root core reason why it is.  I’m staying busy sure, but being busy, and being productive are two completely different things.  The core reason I’ve found now that I’ve been unable to develop as much as before, as the company has moved forward there are a lot more obligations to take care of, and we are actually a smaller team than before as well.  But even as general, there are more people to talk to now than ever before, and all of that takes away from what I need to focus on.

At the early stage of any your startup there is won’t be much demand for your time.  Your flexible and you don’t have any customers to respond to or big contracts you need to keep track of, and because of that you can just focus on doing that one thing you need to do, for me it was programming the first beta of Tracking202.

I moved to San Francisco on about a passive income of a little more than $1,000, barely enough to live.  But it forced myself to succeed, because I had to, and not knowing anyone in the city and not yet having any customers to talk to, or anyone else really for that matter, I was able to go to work, and be productive and not just bus.

But now the complete opposite is true, as we have moved forward it has been becoming increasingly difficult to get even just the simplest of things done.   Where as before we were bootstrapping and all we had to do was code all day, now, we work with many people, we have customer support posts/twitters/aim/emails to respond to, affiliate networks want to work with us, we are going to events, we are putting on events and simply talking to a lot of people.  After we have gained momentum the world load, more so the relationship maintenance has gone up considerable and has taken us away from our business, which is developing software products.   Going on AIM any more is a disaster, as with over 400+ affiliate marketers on a single AIM name you can expect to get nothing done when logging on anymore.  That is why starting next month I’m going to probably remove AIM completely and switch entirely to email.

There are many distractions attacking for our time every-day.  I’ve only now in the past two months realized the core reason that I wasn’t getting anything done, its not that I haven’t been busy, I’ve been working, but talking with everyone has replaced programming, which is what I should really be focused on.

So what is the point of this post?  That as you start to move forward your going to get distracted, more things come up to do, and you are only one person, you either have to scale out the team, or go-back in a cave and focus on that one thing you do best, which is generally the best route.  Make sure to focus on what you can be the absolute best at in the world.

Stay focused on what your doing, you can really get 200% of the work done, in ½ of the time, lately I’ve been distracted, but starting next month all AIM is going off, and we’re going to launch a new product.  That is what we need to do.  And I hope you can focus on what you need to do, I’ve lost 2 months of productivity, maybe this post can share some insights into the future distractions that will arise for you and you’ll know about them in advance and be able to adjust better than I was.

Have you asked yourself this question before? “Should I program myself, or pay someone else?” It is a question asked every day by internet entrepreneurs, and it is a good question. I too had to figure out what direction I would take years ago. In this video I will share some of my thoughts on which direction is best to take, depending on certain your situations.

To sum it up though, learning how to code can never really be a bad thing for your business. In that knowing an extra skill like PHP and MYSQL for instance will only be benefical to you in the future, and is probably not a bad thing to take a step back and learn some time.

Really if you have a small project, it is general ok to pay a freelancer. But if you want to build a web 2.0 company with some really innovative software unless you plan on doing it right, don’t do it at all.  And if your going to pay and fund a large web 2.0 startup you need to invest alot of money, and hire a team of programmers, and potentially an IT consultant, and vest ownership over several years.  See if you really want to build sometime long-term you’re going to need long-term people, you can just pay someone in another country for $500 to build you something that is going to be bought out for millions of dollars.  Sorry its just not going to work, and I have seen people try to outsource big ideas to cheap freelancers and it almost fails every, single, time…

Trust me a $500 freelancer can’t just build a Tracking202.com and I can’t scale and keep making a better tracking system by paying some rent-a-coder online whenever I need them.  You need long-term employees who will build it, or you need to build it yourself.  If it is a big project, either do it right, hire a team of full-time employees to do it, or build it yourself so you are the system artitect, and later on hire other coders to build off your existing platform.

Cloning Dinners is a simple, but powerful concept to maximize your time networking with others. I wanted to say thanks to James Seligman from the Seattle Meetup202 Group for recommending Never Eat Alone, the book that I read this from. It’s an awesome book, I highly recommend it. An example of a super cloned dinner is Ian Fernando’s IANteract dinner, where he took out 20+ people and paid for dinner. This helped strengthen the relationship with Ian, and other affiliates at the dinner.

Ok, don’t make fun of me now.  This is my first attempt at using some new video equipment, it’ll get better as it progresses.  I’m going to switch from text to video blogging, and see how effective it is.  The studio is modeled after the one over at the gurumastermindvideoblog.com. Have to give credit, where credit is due.

Max over at MoneyBites.com asked me to make a short video post for his new startup BlogGears, which you can find here, and which I promised to link-back to.

Ok in this quick video I wanted to share some ideas I had running a table over last week at the Affiliate Summit. Because everything was pretty unorganized this first time around, I forgot 2 things.  Add theses to the list.  It would have been nice to re-do everything and make it nicer, but sometimes we just need to get things out and not try to be perfectionist even if there is some flaws with it.

1) It’d be a good idea to have more than 2 people at the booth/table because it is hard talking to everyone with one person, it just won’t work.

2) If you can get others in the crowd walking around with your t-shirts, this was of course easier for us because we already had users that liked our product at the event, but none-the-less, others could do the same as well.