Is your customer paying to use the service? That's real validation.

Take your existing customer and use them as your ideal customer profile. Size, problems they have that your solution fixes, industry, etc.

Build your list of prospects that fit this profile and sort by whether they have the problems/symptoms of the problems or not (this will require advertising or phone prospecting to find out.)

Once you've identified a prospect who fits the profile and acknowledges having the problem(s) that your solution fixes, selling should be straightforward. Do they value fixing that problem more than letting it continue? Is the cost of letting it go on greater in their minds than the price of fixing it?

"If they say it, it's true. If you say it, you have to defend it." Get them to say it.

Let's talk if you want help in figuring out the profile, and getting script or advertising copy together to start sorting prospects with.