Put low prices on the pricing page together with a note along the lines of "prices/terms are negotiable". That page should probably also mention that customers now will always pay less than later customers.

Be as friction-free as possible. When you talk with someone, ask if there is anything that would have helped. (The problem being that you want to hear from the folks who didn't talk with you.)

Note - while you want an interesting number of paying customers, you don't want any bad customers, where bad means "suck up a lot of time, provide no benefit."

Be flexible up to the point where you feel that you're being take-advantage of.

For example, if you're offering 15 days free and you're asked for 30, that's probably okay (and may be useful information telling you what you should offer). However, if someone demands 6-12 months, thank them and tell them to go elsewhere, nicely.