I'm building an EdTech SaaS in Spain (vocational guidance for high school students) and need to get my first 3-5 paid customers.

I've got: - Working product - Some interest from a municipality - No existing customers/case studies

What actually worked for you to close those critical first sales?

Especially interested in: - How did you find the right first customers? - Free pilot vs. paid from day 1? - What convinced them to say yes? - How long from first contact to signed agreement?

Any tactical advice appreciated.

Best, Christian