Playbook / Lessons / First customers: the offer, the price
StartupsFind your worth with early customers
Larosa, who works with technical founders on finding and closing early customers, argues for avoiding fixed pricing with early design partners for as long as possible. He says the goal with early customers is to learn what the product is worth to them, then charge a fraction of that value. He says pricing is about perceived value, not logistics like charging by seat.
“Your goal with early customers is to figure out what you’re worth.”— Mark Larosa, Don’t price your product until you absolutely have to, Aug 2024
Do this
List this week the money your product saves or earns one customer and bring that number to your next pricing conversation.