4 min · September 28, 2026
The $49 Mistake: Pricing Your First Product
Jason tells the story of the solar quote that almost sank a deal by being too cheap, and he and Sarah dig into why founders consistently underprice their first product — and what to do instead.
Jason: So early days at the solar company, we send a homeowner a quote. Nice house, big roof, the whole thing. And the guy calls back and he goes, 'Is this real? Why are you so much cheaper than everyone else?' And I'm sitting there thinking he's about to sign. He didn't sign.
Sarah: Wait, he walked because you were cheaper?
Jason: He walked because I was cheaper. In his head, cheap solar meant we were going to bolt it to his roof and disappear. The low price scared him.…
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