How to Get Your First Customers | Startup School

YC Partner & Former Head of Growth at Airbnb, Gustaf Alströmer, gives tactical advice to answer the question: how do I get my first customers? Gustaf will cover this topic for all kinds of companies - whether you're B2B or B2C.

00:00 - Introduction
00:20 - Outline
00:44 - Do things that don't scale
03:40 - Founders should learn how to do sales
08:45 - The sales funnel
13:50 - Charging your first customer
15:24 - Working backwards from your goal
19:51 - Summary

#startup #tech #entrepreneur

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Chapters (Powered by ChapterMe) -
00:00 - Introduction
00:20 - Outline
00:44 - Do things that don't scale
02:17 - Startup curve
03:40 - Founders should learn how to do sales
05:07 - Brex (YC W2017)
06:38 - How to write a great sales email
08:45 - The sales funnel
10:41 - Your first customer should be your easiest
13:50 - Charging your first customer
15:24 - Working backwards from your goal
18:18 - Sales and go-to-market strategy
19:29 - YC emails that led to customers
19:51 - Summary
20:08 - Resources - Tools and books
21:28 - Non scalable way to SEM and SEO

[aajn]

I don’t know how many times I’ve watch this video and still I keep learning from it. Thanks for this Gustaf!

[Modzybear]

I appreciate this breakdown from Paul Rudd's more technical brother.

[chintaki]

Dude, you made easy for all of us in less than 23 minutes. I just received a pat for myself knowing I am thinking correctly in some areas. The slap on my neurons was don't outsource sales. Hope they are listening. Thanks a lot and next time block I am going to search for your videos.

💌from India

[latu]

This has been one of the best videos I've ever seen from YC. Super useful.

[kussberg]

Probably most amazing video on sales for startups I watched! Thank you!

[danielgrinshpun]

Great video! We discuss these points on a weekly basis with my SaaS clients, so great to see a successful SaaS founder re-iterating the importance of these things.

Love this new format where you show specific examples & stories from other founders:
- Cold outreach email from Brex + breakdown
- Which first customers to go after + google sheet template
- The importance of charging your first customers.
- How most successful startups didn't start with scalable growth channels.

Thanks Gustaf & YC. Looking forward to future videos!

[raminajem]

This is probably the best video on the internet about this topic. Thank you!

[JetSoftProHQ]

What an insightful session on kickstarting customer acquisition! The idea of doing things that don't scale resonates deeply, as early interactions can set the tone for long-lasting relationships.

[nwokochagospel]

I completely love these new style of videos, it keeps me anticipating for more. Great Job Sir Garry🙌🏽

[amischthaker]

This is an excellent "How to do sales at the beginning" video. Would request YC to have more video around sales. B2B, B2C etc.

[aligulaj]

It is interesting listening to this talk and realizing i have made a good number of these mistakes ....wow....i know have a good idea on what to do. Thank you guys

[amanketebo]

Awesome video and thank you for all the great information!

[soumen_das]

Grt video! Love the actionable insights! Pls keep them coming.

[fabricioRegisCanal]

Gustaf, this class was really incredible! Thanks!

[archiee]

This is the best video for early stage startups ever. Love it. Thank you, thank

[siansroadtonirvana]

This was great! Thank you for sharing!

[StreamAgency]

Great visualization of the startup curve.

[ahmedyahya]

I really love this guy, thanks my man🤝

[rodolfokohn]

Great video! Very elucidative! Thanks!