GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Doing things that don't scale is crucial for early-stage startups because it helps founders engage directly with customers and understand their needs.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Founders should be the ones doing sales in the beginning to learn how to effectively communicate with customers and understand their problems.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

A good product is rarely built in isolation; it requires collaboration with customers to ensure it meets their needs.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Startups don't take off by themselves; founders must actively recruit customers and drive growth manually instead of relying solely on advertising.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Learning sales tactics is essential for founders because it gives them control over their startup's destiny and helps them understand their customers better.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Founders should not hire a sales team until they have learned how to do sales themselves, as this knowledge is necessary to recognize what effective sales look like.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

A love for solving customer problems is infectious; if founders are passionate about their solutions, customers will be more inclined to engage with them.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Sales emails should be concise, clear, and address the potential customer's problems without using jargon or HTML formatting.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Including social proof in sales emails, such as past experiences or notable achievements, can enhance credibility and authority in the eyes of potential customers.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

The website needs to be simple, featuring clear information about the product without excessive graphics. Use screenshots and bullet points to convey what your product does effectively.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Including a short video or GIF in your email can help convey your message quickly, as the recipient is likely familiar with the problem but may not have time for lengthy explanations. Always include a clear call to action in your emails.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Understanding the sales funnel is crucial. Start by making a list of potential customers, which is known as prospecting or lead generation. Use tools like Google spreadsheets to organize this information.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Your first customers should be the easiest to acquire. Focus on simplifying the sales process and prioritize leads that are most likely to close, rather than trying to chase every potential lead.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Selling to people within your network is generally easier than selling to strangers. Leverage your connections to gain initial customers.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Startups are often easier to sell to than larger companies because they have shorter decision-making processes and less bureaucracy, allowing for quicker sales cycles.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Most people are not early adopters, which is why you may need to send out many emails to find those who are. Focus your outreach on identifying and targeting early adopters.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Charging customers is essential for validating your product's value. Offering free trials can be tempting, but if customers aren't paying, they aren't truly customers. Resist the fear of rejection based on price.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

In B2B sales, avoid offering free trials. Instead, consider a money-back guarantee or the option to opt out of an annual contract after one month to encourage commitment without the risk of free trials.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

You need to work backwards from your goal in the sales funnel to understand the drop-off at each step.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

If you track your sales data, you'll have a clearer idea of how long it will take to acquire paying customers.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Using a simple sales CRM can help you track conversion rates automatically, which is essential for understanding your sales process.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Founders often overlook the importance of tracking their sales conversion rates, which is crucial for improving their sales strategy.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Sales is a numbers game; you need to reach out to many leads to close a few customers.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

It's crucial to understand that you cannot expect to close five customers from just ten leads; you need a larger pool of leads.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

The initial sales motion for many successful startups often involves sending personalized outreach emails to potential customers.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

You should ask a lot of questions during demos to better understand customer needs and pain points.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Most founders fail to do enough outreach, leading them to incorrectly conclude that sales isn't working for them.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Founders should learn how to do sales themselves rather than relying on others to solve their sales problems.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

You should not outsource your sales efforts; it's important for founders to be directly involved in the sales process.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Founders should conduct their own sales calls to qualify customers and understand their pain points better.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

I recommend tools like Apollo.io, Close.com, Pipedrive, and Hunter.io for managing sales outreach and tracking.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

The first customers often come from direct outreach rather than relying solely on marketing or SEO strategies.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Successful startups often start with non-scalable methods to acquire their first customers before moving to scalable growth channels.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Even if your growth strategy involves referrals or virality, personal networks can be a great way to start acquiring customers.

How to Get Your First Customers | Startup School

Takeaways