First Customers (GTM)

Isn't doing things that don't scale a waste of time, shouldn't I automate from day one?

A starting point

No. Automating too early is how you build a machine that efficiently delivers something nobody wants. The unscalable, unglamorous work, hand-recruiting users, doing their onboarding for them, over-delivering support, is what earns your first fans and teaches you what to build. You automate later, once you know exactly what's worth automating.

Go deeper

Watch

▶️ Video
Free Beginner

How to Get Your First Customers

On YC Startup Library by Gustaf Alstromer (Y Combinator) ~30 min video

Why we picked it

A YC partner and ex-Airbnb growth lead gives a tactical, no-fluff talk on landing early customers for both B2B and B2C. It's canonical and free.

  • Do things that don't scale, and do sales yourself as a founder.
  • Charge for your product early, paying customers give honest signal.
  • Work backwards from your goals to figure out how many customers you need.
  • Understand your funnel even when the numbers are tiny.
Open ycombinator.com →

Read

✍️ Essay
Free Beginner

Do Things That Don't Scale

From paulgraham.com by Paul Graham ~15 min read

Why we picked it

The permission slip to recruit users by hand, do things manually, and deliver 'insanely great' experiences to your first few customers. The cheapest, most honest way to validate demand is to go get it one person at a time.

  • Recruit your first users manually, don't wait for them to come.
  • A tiny group of users who love you beats a big group who like you.
  • Manual, unscalable effort early is a feature, not a failure.
Open paulgraham.com →

People also ask

How do I actually get my first 10 customers when nobody has heard of me? You go get them by hand, one at a time, email people you already know, people your investors/friends know, and strangers in the exact niche you're ... Beginner 4 resources → Where do I find the very first people to even talk to about my product? Start with the channels that already have trust and work outward: your personal network, then your extended network via warm intros, then the influ... Beginner 3 resources → Should I charge my very first customers or give it away free to get traction? Charge them. Free users tell you polite lies; paying customers tell you the truth, because money is the clearest signal that you've solved a real p... Beginner 2 resources → How did real successful startups actually land their first customers? Almost universally through unscalable, personal effort: Airbnb's founders knocked on doors and re-shot listing photos themselves; Stripe hand-insta... Intermediate 3 resources → I only have a landing page and a waitlist, how do I turn signups into paying customers? A waitlist is not traction; it's a list of people to email personally. Reach out to each signup one-on-one, get on a call, understand their problem... Beginner 2 resources → How do I validate an idea without building anything? Replace the product with a conversation, a manual service, or a landing page. Interview people about the problem, hand-deliver the outcome yourself... Beginner 3 resources →