You need to confirm customers' ability and willingness to pay for your solution.

When discussing a potential solution with customers, always ask them what specific problem you would be solving for them and what they would be willing to pay for it.

Asking customers about their budget and what they currently pay for similar solutions helps gauge their willingness to pay.

To gauge if people are willing to pay for a product before it's fully developed, I asked potential users what they would give for access, which led to creative responses.

If customers are asking to pay for your product before it's available, that's a strong sign of traction.

To validate a product idea, consider building a minimal version or a related feature rather than a full product, allowing for quicker feedback. Sales is a powerful way to validate interest in a product; getting someone to commit to paying upfront is one of the most validating actions you can take.

I encourage founders to validate their ideas by talking to potential customers before writing any code or raising money.

Founders often make the mistake of being afraid to charge for their product, fearing customer rejection. However, charging customers is one of the most effective ways to learn about your business, including whether users are willing to pay and which customer segments are most excited to pay.

I encourage founders to practice charging for their product early on. By simulating a transaction, they can become comfortable with the process of asking for payment, which prepares them for real customer interactions later.