Article

Dear SaaStr: How Do I Get My First 10 Customers?

Jason Lemkin (SaaStr) Free Beginner

Lemkin's blunt answer is that the founder has to get the first 10 customers personally, through their own network and direct outreach, before anyone else can be hired to help. It's a short, direct piece that removes any excuse to delegate the selling before you've done it yourself.

• The founder is the best salesperson for the product in the earliest days, customers want to talk to the person who built it
• Only hire a salesperson after you've closed the first 10 customers yourself and can show them how
• If sales is taking more than a fifth of your week and working, that's a sign to keep leaning in, not to back off