Most useful tips for founders that have to make first sales for their SaaS

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