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Success breeds success.
If someone trying to sell me something can show me a few successes that they have had with the product/service I would consider them seriously -- even small time successes. It is a buyers guideline -- success patterns -- and not a bunch superlative bullshit because the seller has nothing to show.
Be honest with your first clients tell them that you want testimonial 'letters' from them as payment when you show them what you can do for them -- and that you are willing to do this to get you service business established. You give but ask for compensation -- their goodwill toward you in the 'community.'
No one works for free -- business people understand that.
Local business is a tough nut to crack -- best of luck.
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