Early-stage businesses should accept smaller deals and lower prices to build capabilities and delight clients, then raise prices once established. Start flexible, prove you can deliver, and let word-of-mouth grow before becoming selective.
If you know you can sell at a higher price point but you're getting smaller deals, should you say yes to these deals? Should you close these deals? I would say if you're a new business, if you're new to sales, do not say no to sales. Close as many deals as you can. Later, as you get bigger, as you are more established, you're more profitable, you can be picky. I want you to be picky then, but for now, just like when I started my first first business, I had no background in sales, so I needed to build that sales muscle. Not only that, once you sell, you have to deliver, so you need to build that delivery muscle. So initially, if you're getting small clients and small deals, close these deals, deliver, make those clients super happy, super delighted with you, and then the word of mouth will get out, and then you get more leads, and then you get— make more money, and then you can be more choosy about the clients you want to go after.
