Launching your startup is exciting, but getting your first customers is where the real challenge begins. Whether you’re selling products, offering services, or launching a subscription-based business, you need a clear strategy to attract and convert your first paying users.
If you’re working on your Business Plan, preparing a Pitch Deck, or fine-tuning your Financial Model, landing your first customers will give you the traction and proof of concept you need to grow. Here’s how to do it.
1. Identify Your Ideal Customer
Before you start marketing, you need to define who your perfect customer is. Ask yourself:
✔️ Who has the biggest problem that my product/service solves?
✔️ Where do they hang out online and offline?
✔️ What other solutions are they currently using?
✔️ What messaging will resonate with them?
📌 Pro tip: If you’re targeting businesses (B2B), focus on specific industries and roles that need your solution. If you’re going B2C, narrow down your audience by demographics, interests, and behaviour.
2. Start with Your Network
Your first customers will likely come from people you already know. Don’t be afraid to reach out!
👥 Tell friends, family, and former colleagues about your startup.
📧 Email your existing contacts and ask for referrals.
💼 Leverage LinkedIn – connect with potential customers and offer value upfront.
📣 Announce your launch on social media and invite engagement.
People love supporting new businesses—make it easy for them to spread the word!
3. Offer an Exclusive “Early Customer” Deal
Make your first customers feel special by offering them:
🎟️ Limited-time discounts or exclusive pricing.
🆓 A free trial to test your service risk-free.
👥 Referral incentives – reward early adopters for bringing in new customers.
💡 Example: If you’re launching a subscription-based SaaS business, offer 3 months free for your first 50 sign-ups.
4. Use Local and Niche Communities
Finding your first customers in existing communities can be a game-changer.
🏢 Join local business networks (e.g., Chamber of Commerce, co-working spaces).
📱 Engage in niche Facebook Groups, Reddit threads, and LinkedIn communities.
🎙️ Attend networking events and startup meetups to connect with potential customers.
Instead of pushing a hard sell, add value first—answer questions, share insights, and build relationships.
5. Get Featured in Local and Industry Publications
A well-placed mention in a local newspaper, industry blog, or online magazine can bring in a wave of first customers.
📩 Send a press release to UK startup and small business news sites.
🎤 Pitch yourself for podcast interviews in your industry.
📜 Offer to write guest blog posts on sites your audience reads.
💡 Example: If you’re launching an eco-friendly e-commerce brand, get featured on sustainability blogs and green lifestyle magazines.
6. Partner with Other Businesses
Strategic collaborations can give your startup an instant credibility boost and access to a warm audience.
🤝 Team up with complementary brands (e.g., a fitness coach partnering with a healthy meal delivery service).
🎁 Offer bundle deals or co-branded promotions.
📢 Do cross-promotions via newsletters, social media, or events.
💡 Example: If you’re launching a B2B SaaS product, partner with an established business that serves your ideal customers and offer a joint discount.
7. Leverage Social Proof & Testimonials
People trust other people’s opinions. Even if you only have a few customers, showcase their feedback as soon as possible.
⭐ Collect and display customer testimonials on your website and social media.
📸 Share case studies with real success stories.
📣 Encourage early customers to leave reviews on Trustpilot or Google My Business.
No customers yet? Offer free trials or pilot programmes in exchange for honest feedback.
8. Run a Targeted Ad Campaign
If you have some budget, Facebook, Instagram, LinkedIn, or Google Ads can help you attract your first customers fast.
🎯 Run a small test campaign (£50-£100) targeting your ideal customers.
📸 Use eye-catching visuals and clear messaging about the problem you solve.
📩 Drive leads to a simple landing page with a strong CTA (call to action).
💡 Example: If you’re launching a consulting business, run a LinkedIn ad offering a free strategy session to attract potential clients.
9. Create Valuable Content That Attracts Customers
Content marketing is a powerful way to bring in organic leads.
📝 Write blog posts answering common customer questions.
🎥 Create short videos showcasing your product/service in action.
📧 Send helpful email newsletters with industry insights and special offers.
📌 Pro tip: If you’re unsure what content to create, look at what your competitors are doing and do it better!
10. Track, Learn, and Improve
Your first customers will teach you a lot about what works and what doesn’t.
📊 Track your results – Where are your leads coming from? Which strategy is working best?
🎤 Ask for customer feedback – What do they love? What could be improved?
🔄 Refine your approach – Double down on what works and tweak what doesn’t.
💡 Example: If you notice that referrals are your biggest source of new customers, focus on improving your referral incentives.
Next Steps: Set Your Startup Up for Growth
Now that you’ve landed your first customers, it’s time to build on that momentum!
✅ Use a Business Plan Template to map out your long-term strategy.
✅ Create a Pitch Deck to attract investors and scale your business.
✅ Build a Financial Model to track revenue and expenses.
✅ Open a business account with Revolut for Business to manage your finances smoothly.
🚀 Need help getting your first customers? Drop your questions in the comments below!