Playbook / Lessons / First buyers
Cash-flow businessMake early customers pay you
Martell argues that founders feel they must be grateful for any early customer and so avoid asking for real money. He says payment is what makes a customer actually use the product, give feedback and reach results. Those results then become the case studies that bring the next buyers.
“Without a financial commitment, your customer is far less likely to implement your solution”— Dan Martell, Your First 10 Customers: 5 Critical Characteristics You Need To Look For, Nov 2018
Do this
Put a price on your next pilot offer and tell the prospect that paying is a condition of starting, even if the amount is small.