You – the CEO – should be selling your first 10 customers (do not delegate this task). This is where you will figure out how to sell your product. And once you lock in the recipe for sales, then you can hire and mentor others to take the task on full time. The posture in selling your first ten customers should be like a curious investigator approaching wise experts. Those experts will distill the key pain point you solve or benefit you provide, how much you can demand for your product/ service, and the profile of your ideal customer demographic going forward. Think of yourself as a newbie who’s fallen upon a new piece of “alien technology” (your product) and you need an expert (your customer) to help you determine its use and what it’s worth. You don’t know whether it’s useful or what it’s worth (the price) – they do. And you are looking to them to help you determine if it fits their needs, what they would pay for it, and how they would use it. This approach – solution selling – puts the focus of attention on the customer first. Their interest and need for the product drives its value, and your aim is to expose the product to them and drive them to unearth its value. Your job is to provide the minimal amount of information to get to the next steps of who needs to confirm the value of the product to close the sale.
For more details watch KRIS DUGGAN'S HOW TO GET TO YOUR FIRST 10 CUSTOMERS.
If you prefer written content, the breakdown of his talk is here: Kris Duggan’s How to Get Your First 10 Customers Guide