SaaS First Customers: 6 Proven Strategies to Get Your First 10

Getting Your First 10 Customers for Your SaaS Business

Starting a SaaS business can be life-changing, but it hinges on acquiring those first crucial customers. Many aspiring founders never experience the satisfaction of their first sale. This article outlines key strategies for securing your initial 10 customers.

The Importance of Repeatable Processes Over Luck

Avoid relying on luck when building your SaaS startup. Building an audience and relying on social media can be chancy. Instead, focus on establishing repeatable and predictable processes that allow you to learn and improve over time. Winning the lottery doesn't make you better at anything, and neither does getting lucky with your startup.

Marketing Before Coding: Building a Network

Prioritize marketing before you even begin coding. Marketing involves directly engaging with potential customers, which differs significantly from building in public and interacting with other indie hackers or SaaS entrepreneurs. Focus on building your network, not just an audience. Marketing, as a skill, is far more valuable than simply gathering followers.

What Constitutes Effective Marketing?

Marketing encompasses a wide range of activities:

• Creating engaging content.

• Search engine optimization (SEO).

• Pay-per-click (PPC) advertising.

• Strategic integrations and partnerships.

• Cold outreach.

• In-person events.

• Podcast appearances.

Fundamental Steps to Attract Your First Customers

When seeking your first 10 customers, establish a foundation:

1. Landing Page and Early Access List: Create a basic landing page and start building an early access list, regardless of whether you plan a high-touch or low-touch sales funnel.
2. Ideal Customer Profile (ICP): Define your ideal customer profile. Avoid targeting "everyone on the internet." Choose an ICP of people who are most likely to need, want, and buy your product. This could be a specific title at a particular company, such as an HR director or a software engineer.

Strategies for Engaging with Potential Customers

Once your landing page and ICP are defined, initiate conversations with potential customers:

1. Talk to Other Founders: Connect with founders who have sold into the same space, both those who succeeded and those who failed. Gather their insights. Speak with sales and marketing specialists at slightly larger companies in the same space.
2. Utilize Your Existing Network: Leverage your existing network to gain insights. Ask your connections to introduce you to people who might want your product. If you lack connections in the industry, prioritize building your network within your target market.
3. Find an Online Audience: Find an existing audience to present yourself to. Seek opportunities to appear on podcasts or have someone with an established audience share your ideas.

Avoiding Common Mistakes

A frequent mistake is believing that Twitter is a reliable marketing strategy. Building a large social media following does not guarantee success. Instead, focus on mastering the fundamentals of marketing in a repeatable manner.

Leveraging Online Communities and Adapting to Feedback

• Lurk in Online Communities: Participate in relevant Facebook groups, subreddits, and Slack channels. Observe discussions to identify common problems and unmet needs.

• Adapt to Feedback: Be prepared to adapt your vision. Gather feedback through various channels (Reddit, Zoom, email) and learn to incorporate it. Learn who to listen to and how to adjust your product based on market demand. Sticking rigidly to your initial idea drastically reduces your chances of success.

Embracing Outreach Strategies

Don't underestimate the power of outreach:

• Warm and Cold Outreach: Utilize email, LinkedIn, and Twitter direct messages to connect with potential customers. This proactive approach, though uncomfortable for some, is crucial.

Defining the Goal of Early Customer Acquisition

The goal of these efforts is multifaceted:

• Generate sales.

• Build a launch list.

• Learn how to pivot your product.

• Refine your product offering.

It is crucial to discern which feedback to prioritize and how to align your marketing copy and product vision with market demands.

Utilizing Surveys and Considering Offline Marketing

As people sign up for your email list, leverage this asset:

• Surveys: Send surveys to gather feedback on desired features and assess their reaction to potential pivots. Even anonymous surveys can provide valuable insights.

If you struggle to find people online, consider:

• Offline Marketing: Engage in cold calling and attend in-person events.

• Re-evaluation: Re-evaluate your chosen space and consider targeting a market with an online presence.

Early Stage Secret

Running ads on platforms like Facebook, LinkedIn, and Google is a tactic. Focus on bringing potentially interested people into your funnel. It may require some budget and some learning, but can be used to find your first customers.