Interest is not payment
People say yes to be polite. The closer a test gets to real money or real commitment, the more it tells you.
The ladder, from weakest to strongest evidence
- Stated interest: "That sounds useful." Weak.
- Price reaction: a buyer hears a specific price and responds with how it compares to what they pay now.
- Fake door: a page or button for something not built yet, counting clicks. Tell people it is not available yet once they click.
- Letter of intent or pre-order: a written commitment.
- Paid pilot or prepayment: money changes hands. Strongest.
Set the pass line first
Decide how many buyers must react positively at your price before you ask. The collision repair sample report uses 4 or more price-positive buyers at $249 per month and 2 or more verified paid pilots.
Anchor to what buyers pay today
A price only makes sense next to the alternatives. The commercial cleaning sample report weighs a $129 per month price against established janitorial software, and the contract renewal sample report finds that at $750 per month there is no sufficient reason yet to add another tool.
If the test fails
Work out which it was: the price was too high, or the problem is not valuable enough. Then change the hypothesis and test again, or stop. Do not quietly change the offer and keep the old result.