Startup Sales — How to Get Pilot Customers to Pay

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Getting a customer to pilot your product is an exciting moment, but it’s only one step toward a more important milestone: getting a customer to pay. Here are the most effective ways to get a pilot customer to pay:

Paid Pilots

A common way to convert a customer from pilot to paying is to simply charge them upfront. This is always worth a shot to test demand, even if it does not work every time.


Money Back Guarantee. The customer pays the normal price upfront but if they decide to cancel within a certain time period, they receive a full refund. E.g. Usual monthly price is $5k, customer pays $60k for the year upfront with a full refund


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