Playbook / Lessons / Sales and advertising

Run small ad experiments, keep winners

MJ DeMarco's scale test asks what a day with $1,000 in profit would need to look like, then checks lead generation, sales process, fulfillment, cash flow and labor for bottlenecks. For weak demand he suggests testing new channels, and among his best practices he lists small experiments such as a $50 ad spend, a new headline or a 10% discount, then doubling down on winners.

“Run small experiments–$50 ad spend, a new headline, a 10% discount.”— MJ DeMarco, The $1K Scale Test, Can Your Business Make You Rich?, Apr 2025

Do this

Spend $50 on one ad with one new headline this week, write down the result, and only add budget if it beats your current best.

More in this pack

• Give every follow-up a reason
• Follow up on every non-reply
• Improve the top of the sales funnel
• Price is based on value, not cost

Get your plan

All steps · Trust · Pricing