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I reached $1 million+ in revenue at Flexiple but getting the first customer was SO HARD.
21 lessons I’ve learned over 4 years that will help you get your first 10 customers
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21 lessons I’ve learned over 4 years that will help you get your first 10 customers
1/ In the early days, you can get customers in broadly two ways:
- Launch platforms like Product Hunt, ShowHN, etc.
- Using your personal network and leading a manual effort
We’ll get into the details in a bit.
- Launch platforms like Product Hunt, ShowHN, etc.
- Using your personal network and leading a manual effort
We’ll get into the details in a bit.
2/ Using paid marketing early on is not a good idea.
It takes time to identify your typical target audience and without an accurate audience, paid marketing can effectively bankrupt your startup soon.
It takes time to identify your typical target audience and without an accurate audience, paid marketing can effectively bankrupt your startup soon.
3/ Do invest in SEO early - writing articles, building your website’s authority, etc.
However, SEO is a long-term investment & takes time to grow and can’t be relied on for your first customers.
To know more about SEO, read this thread: https://twitter.com/KarthikS2206/status/1374948229243019272.">https://twitter.com/KarthikS2...
However, SEO is a long-term investment & takes time to grow and can’t be relied on for your first customers.
To know more about SEO, read this thread: https://twitter.com/KarthikS2206/status/1374948229243019272.">https://twitter.com/KarthikS2...
4/ Customers bring more customers - by providing testimonials & case studies, referrals, etc.
So, don’t think of scale immediately - your goal initially is to use any method to get your first 10 customers.
So, don’t think of scale immediately - your goal initially is to use any method to get your first 10 customers.
5/ “Launch platforms” are a good place to gather momentum. However, it is a BIG error to solely depend on them.
They can be unreliable - “doing well” doesn’t guarantee customers and “doing poorly” doesn’t mean you can’t get customers elsewhere.
They can be unreliable - “doing well” doesn’t guarantee customers and “doing poorly” doesn’t mean you can’t get customers elsewhere.
6/ Having said that, here’s a list of launch platforms, in three categories:
A. Pure launch platforms:
- @ProductHunt
- ShowHN
- @RemoteTools
- @BetaList
- @betafy
(contd.)
A. Pure launch platforms:
- @ProductHunt
- ShowHN
- @RemoteTools
- @BetaList
- @betafy
(contd.)
7/ Other platforms:
B. Communities
- Subreddits (Entrepreneur, Startups, Marketing, etc.)
- @IndieHackers
- @ThePracticalDev
- @hashnode
C. Social platforms (obvious)
- LinkedIn
- Twitter
B. Communities
- Subreddits (Entrepreneur, Startups, Marketing, etc.)
- @IndieHackers
- @ThePracticalDev
- @hashnode
C. Social platforms (obvious)
8/ The ideal launch method deserves a thread to itself. However, here are some top points:
- Each platform has its best practices. Don’t try a one-size-fits-all approach
- Coordinate your launch across platforms such that they feed off of each other
(contd.)
- Each platform has its best practices. Don’t try a one-size-fits-all approach
- Coordinate your launch across platforms such that they feed off of each other
(contd.)
9/ Ideal launch method (contd.)
- Most communities are strict, so try to add value by starting a conversation or sharing an experience rather than generically spamming
I’ve expanded a bit more on these aspects in this thread: https://twitter.com/KarthikS2206/status/1311287101053259777">https://twitter.com/KarthikS2...
- Most communities are strict, so try to add value by starting a conversation or sharing an experience rather than generically spamming
I’ve expanded a bit more on these aspects in this thread: https://twitter.com/KarthikS2206/status/1311287101053259777">https://twitter.com/KarthikS2...
10/ Now, the personal network outreach.
Most guides & experts don’t talk about this, maybe because it has “manual effort” involved.
However, it is possibly the most reliable method in your early days.
Most guides & experts don’t talk about this, maybe because it has “manual effort” involved.
However, it is possibly the most reliable method in your early days.
11/ Here’s why personal network is the best in your early days:
- They have more reason to “help”
- There is inherently more trust in you and what you make
- Well, you have a greater chance of them answering your mail/ call
- They have more reason to “help”
- There is inherently more trust in you and what you make
- Well, you have a greater chance of them answering your mail/ call
12/ LinkedIn is the best way to leverage your network.
The fact that you can identify the exact people who can put you in touch with the right person in the right company is priceless.
But, let’s break this down into a replicable process.
The fact that you can identify the exact people who can put you in touch with the right person in the right company is priceless.
But, let’s break this down into a replicable process.
13/ 1st step: Make a list of all companies you would like as your clients.
Let’s say your target audience is startups, use a database like @crunchbase to shortlist relevant companies.
This could be based on recently funded startups, etc.
Let’s say your target audience is startups, use a database like @crunchbase to shortlist relevant companies.
This could be based on recently funded startups, etc.
14/ 2nd step: Search for those startups on LinkedIn and see if you have a 1st or 2nd-level connect in them.
LinkedIn offers a 1-month free trial on premium - you get a FREE way to see if this channel works for you.
LinkedIn offers a 1-month free trial on premium - you get a FREE way to see if this channel works for you.
15/ 3rd step: Reaching out to them
- If your connects are active on LinkedIn (for e.g. 500+ connections) reach out on LinkedIn
- Don& #39;t pitch your product directly. Start with a common past/interest
- Then organically suggest why you think your startup could be useful to them
- If your connects are active on LinkedIn (for e.g. 500+ connections) reach out on LinkedIn
- Don& #39;t pitch your product directly. Start with a common past/interest
- Then organically suggest why you think your startup could be useful to them
16/ 3rd step: alternate route
If they aren& #39;t active on LinkedIn, reach out on mail.
- LinkedIn provides emails of many of your connects
- Don& #39;t "over-pitch" on mail. Rather try to get connected to the right PoC
If they aren& #39;t active on LinkedIn, reach out on mail.
- LinkedIn provides emails of many of your connects
- Don& #39;t "over-pitch" on mail. Rather try to get connected to the right PoC
17/ Now, try gathering as much information on how your product/service help them, write a mail to them describing the same.
- No mass mails === 100% personalisation.
To understand in greater detail, do read this thread: https://twitter.com/KarthikS2206/status/1313820993266221057">https://twitter.com/KarthikS2...
- No mass mails === 100% personalisation.
To understand in greater detail, do read this thread: https://twitter.com/KarthikS2206/status/1313820993266221057">https://twitter.com/KarthikS2...
18/ Keep continuing this process from one potential client to the next.
Key to note in such conversations is to understand which points clients resonate with. This allows you to:
- Use it in conversations with future clients
- To also tweak your website copy accordingly!
Key to note in such conversations is to understand which points clients resonate with. This allows you to:
- Use it in conversations with future clients
- To also tweak your website copy accordingly!
19/ You will land your first customer, but that& #39;s just the beginning :)
Ensure, that you learn what worked for them & what didn& #39;t.
A success would mean:
- A referral
- A testimonial
- A case study
Hitting the trifecta would be perfect!
Ensure, that you learn what worked for them & what didn& #39;t.
A success would mean:
- A referral
- A testimonial
- A case study
Hitting the trifecta would be perfect!
20/ In your next conversations with potential clients, highlight the positive experience of your existing customer.
=> No feature explanation can outdo the positive affirmation of a happy paying client!
=> No feature explanation can outdo the positive affirmation of a happy paying client!
21/ Finally, keep adding relevant client logos & other "social proof" to the very top section of your website.
This will help your initial manual efforts yield solid results in other channels too!
This will help your initial manual efforts yield solid results in other channels too!
That& #39;s it for this thread!
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