--- title: "Meaning & Key Takeaway of: The line from a first customer is…" description: "\"“The line from a first customer is usually, “We need a big discount because we are your first customer.” You should turn this around and say, “You need..." image: "https://sms4smile.com/quotes/i/432/steven-gary-blank-15847_quote_the-line-from-a-first-customer-is-usuall_1973792.jpg" --- # The line from a first customer is usually, “We need a big… ![“The line from a first customer is usually, “We need a big discount because we are your first customer.” You should turn this around and say, “You need to pay list price because you are going to be the first ones to use it.” If that doesn’t sound rational to the customer, you haven’t found a…” quote by Steven Gary Blank](https://sms4smile.com/quotes/i/432/steven-gary-blank-15847_quote_the-line-from-a-first-customer-is-usuall_1973792.jpg) [Download](https://sms4smile.com/quotes/i/432/steven-gary-blank-15847_quote_the-line-from-a-first-customer-is-usuall_1973792.jpg) [Open image](https://sms4smile.com/quotes/i/432/steven-gary-blank-15847_quote_the-line-from-a-first-customer-is-usuall_1973792.jpg) > ““The line from a first customer is usually, “We need a big discount because we are your first customer.” You should turn this around and say, “You need to pay list price because you are going to be the first ones to use it.” If that doesn’t sound rational to the customer, you haven’t found a visionary. Feel free to be flexible on the terms (no payment until delivery, no payment until it works as spec’d, etc.). But be tougher on discounts.”” [Steven Gary Blank](https://sms4smile.com/quotes/author/steven-gary-blank/) ## About This Quote This interpretation was drafted with AI assistance. It is one reading of the quote, not the author's own explanation. Encourages founders to set firm pricing, treating early customers as partners rather than discount seekers, and to be flexible on payment terms while maintaining price integrity. **In simple terms:** Charge full price, be flexible on terms. Key Takeaway Maintain price discipline with early adopters. Themes pricing negotiation startup strategy Mood strategic assertive Type advisory motivational When to use this quote - seed funding pitches - early sales negotiations - contract drafting Key Concepts value proposition customer acquisition visionary mindset Questions to Reflect On - How can you demonstrate value to justify full price? - What risks exist in refusing discounts to first customers? A Different Perspective May alienate price‑sensitive customers; requires strong value justification. ★ ★ ★ ★ ★ No ratings yet [Customer Usually](https://sms4smile.com/quotes/about/customer-usually-610846/) [Discount Customer](https://sms4smile.com/quotes/about/discount-customer-3330060/) [Line Customer](https://sms4smile.com/quotes/about/line-customer-3330061/) [List Price](https://sms4smile.com/quotes/about/list-price-3330063/) [Rational Customer](https://sms4smile.com/quotes/about/rational-customer-3330062/) ## Related quotes > [“Letters mailed to Bill Gates concerning a particular product make their way from Bill’s office to the employee responsible for that product, and a…](https://sms4smile.com/quotes/julie-weed/letters-mailed-to-bill-gates-concerning-a-particular-product-make/) [Julie Weed](https://sms4smile.com/quotes/author/julie-weed/) > [The customer is usually wrong, but statistics indicate that it doesn't pay to tell him so](https://sms4smile.com/quotes/aleister-crowley/the-customer-is-usually-wrong-but-statistics-indicate-that-it-doesn-t/) [Aleister Crowley](https://sms4smile.com/quotes/author/aleister-crowley/) > [“An employee is told that the customer is always right and, in fact, the customer is usually a moron and as asshole”](https://sms4smile.com/quotes/larry-david/an-employee-is-told-that-the-customer-is-always-right-and-in-fact-the/) [Larry David](https://sms4smile.com/quotes/author/larry-david/) > [“\*Customer service\* is seldom about the customer; it is usually about the seller’s chances of making more money from that customer in future.”](https://sms4smile.com/quotes/mokokoma-mokhonoana/customer-service-is-seldom-about-the-customer-it-is-usually-about-the/) [Mokokoma Mokhonoana](https://sms4smile.com/quotes/author/mokokoma-mokhonoana/) > [I remember back in the early days of Microsoft that from the day that you decided that you were just going to put out…](https://sms4smile.com/quotes/gabe-newell/i-remember-back-in-the-early-days-of-microsoft-that-from-the-day-that/) [Gabe Newell](https://sms4smile.com/quotes/author/gabe-newell/) ## More by Steven Gary Blank > [“Therefore, alpha and beta testing are Product Development functions that belong to engineering. 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