How to Get Your First 100 Customers for B2B SaaS
, Community Leader
Jul 25, 2024
5 minutes
Acquiring your first 100 customers for a B2B SaaS can feel like a daunting task. However, here’s a crucial insight that many successful founders understand: begin cultivating your audience even before your product is developed. That's right—the secret is in establishing connections and nurturing relationships prior to having a product to sell.
1. The Craft of Building an Audience Before Product Launch
Imagine connecting with five target users on LinkedIn and twenty on Twitter every single day. In a few months, you’d have 1000+ people interested in what you’re building. This slow but steady approach is essential. By sharing valuable content, engaging in meaningful conversations, and establishing your presence in relevant communities, you’re laying the groundwork for a successful launch.
"The best marketing doesn’t feel like marketing." – Tom Fishburne
On LinkedIn, search for profiles that match your target demographic—those who would benefit most from your SaaS solution. Send personalized connection requests, explaining briefly why you want to connect. On Twitter, follow industry leaders and engage with their tweets. Retweet insightful comments and add your perspective to ongoing discussions.
This is also a great exercise. Think about it: you'll be refining your outreach message while tracking conversion. You'll gain a better understanding of what your potential customers care about, as they'll constantly see your content in their feed, just as you see theirs. . It may even reveal the need for a strategic pivot in your startup.
2. Cultivating the Relationship
Building an audience is just the first step. Next, it's important to cultivate these connections. This means consistently engaging with your audience. Leave thoughtful comments on their posts, share resources, and offer assistance where you can, even if it’s for free. This isn't just about visibility; it’s about creating a bond and establishing trust.
When you continuously provide value, people start seeing you as a helpful resource rather than just another salesperson. They begin to trust you and, eventually, your product. This trust is invaluable when it comes time to make your sales pitch.
Also, don’t forget to send personal messages. Yes, this barrier is not easy to cross, and you can spend a long time dancing around it without ever reaching your goal. So be bolder.
Step 1: Under the post of the person you want to connect with, write a comment to grab their attention. Say something nice to them so they feel gratitude towards you.
Step 2: Right away or shortly after, send them a personal message roughly along the lines of:
"Hi [Name], it’s great to see a [something good that your conversation partner recently shared on their profile]. I would like to discuss [the topic you want to discuss] in more detail through a discovery call. I believe we can find common areas for communication and collaboration. What do you think?"
It’s simple: you can set up several video calls with potential clients each week. This method not only builds empathy and emotional connections but also lets you keep testing your ideas about your product, customer needs, pricing, and more.
3. Building Trust Through Personalized Loom Videos
With trust established and interest piqued, it's time to convert your audience into customers. Reach out to your connections personally with the Loom video link and a brief message explaining why you think your product will benefit them. Be genuine and respectful of their time.
These videos are more engaging and leave a lasting impression. In the video, introduce yourself, explain the problem your SaaS solves, and provide a quick demo of your product.
Why Loom videos? Because they put a face to your brand. They convey emotion and enthusiasm far better than any text-based message. Your audience is more likely to watch a brief, personalized video than read through a lengthy email, especially from someone they already trust.
After they’ve had a chance to use your product, ask for testimonials and referrals. Happy customers are usually more than willing to recommend products they love, especially in their social networks. These testimonials will not only build credibility but also expand your reach.
4. Increasing the Number of Clients
Now that you have your initial customers and testimonials, it's time to scale. Create a compelling landing page that highlights your product's benefits, showcases testimonials, and includes a clear call to action.
Your landing page should be optimized for conversions. Use persuasive copy, high-quality images, and a simple, intuitive design. Make sure your call to action stands out and is easy to follow. The goal is to make the sign-up process as smooth as possible.
Invest in targeted advertising to expand your audience. There's nothing to fear; you’ve already validated your business idea in earlier stages and have established clients. Now is the time to fuel your growth and elevate your business to the next level. Advertising is the quickest way to achieve this, especially once you’ve minimized your risks.
Conclusion
Securing your first 100 customers for your B2B SaaS product hinges on building an audience and fostering relationships before your launch. Begin by connecting with potential users on LinkedIn and Twitter. Engage with them consistently and utilize personalized Loom videos to establish trust. This approach lays a robust foundation for your launch!
Remember, the key lies in providing value, building trust, and maintaining genuine communication. Once you've acquired those initial customers, leverage their feedback and referrals to further your growth. Additionally, don’t overlook the importance of creating an eye-catching landing page and investing in advertising to effectively reach your target audience.
Have you tried any of these strategies? I’d love to hear your experiences or questions in the comments!
