5 things you need to win your first customer – TechCrunch


A startup is beautiful thing. It is the tangible result of an idea born in a garage or on the back of a napkin. But ask any founder what really proves their startup has taken off, and they’ll almost instantly say it’s when their first customer wins.

Easier said than done, though, because winning that first client will take a lot more than an ivy-educated founder and / or celebrity investor group.

To get started, you will need to create a strong ideal client profile to understand your client’s pain points, while developing a competitive SWOT analysis to find alternatives that your clients can turn to.

Your target customer will choose a solution that will help you achieve your goals. In other words, your goals must align with your client’s goals.

You will also need to create a short list of influencers who are trusted by your customer, identify the decision makers who make the call to buy (or not), and create a mapped list of goals that align your customer’s goals with yours. .

Understanding and executing these things can guarantee that the first customer wins, as long as you do them right and honestly. Your investors will also see the fruits of your labor and will be comforted to know that their dollars are working well.

Let’s see how:

1. Build the Ideal Customer Profile (ICP)

The ICP is an excellent framework for determining who your target customer is, how big they are, where they operate, and why they exist. As you type in your PIC, you will soon see that the pain points you assumed about them start to become more real.

To create an ICP, you will need to have a strong articulation of the problem you are trying to solve and the customers who experience this problem the most. This will be your base hypothesis. Then, as you develop your PIC, keep testing your baseline hypothesis to eliminate inaccurate assumptions.

Getting crystal clear here will set you up with the right launch pad. No shortcuts.

Here’s how to get started:

  1. Develop a ICP (ideal customer profile) structure.
  2. Identify three target customers that fit your defined ICP.
  3. Write a problem statement for each identified target customer.
  4. Prioritize the problem statement that most resonates with your product.
  5. Set the target customer for the prioritized problem statement.

Use case practice:

You are the co-founder of an upcoming SaaS startup focused on simplifying the car showroom shopping experience for buyers to enjoy the process. What would your ICP look like?

2. Develop the SWOT

The SWOT framework cannot be overrated. This is a great framework for articulating who your competitors are and how you deal with them. Note that your competitors can be direct or indirect (alternatively) and it is important to classify these groups correctly.


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