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How to find the first customer for your SaaS

How to Find the First Customer for Your SaaS

Starting a Software as a Service (SaaS) business can be an exciting and rewarding experience. However, finding your first customer can be a daunting task. The first customer is crucial to the success of your SaaS business as they provide valuable feedback, help you refine your product, and act as a reference for future customers.

Why is Finding the First Customer Important?

There are several reasons why finding the first customer for your SaaS business is important:

  • Validation: Your first customer validates your idea and proves that there is a market for your product.
  • Feedback: Your first customer provides valuable feedback that can help you improve your product and better serve your target market.
  • Case Study: Your first customer can be a powerful case study that you can use to attract future customers.
  • Revenue: Your first customer provides revenue that can be reinvested in your business.

How to Find the First Customer

Here are some tips on how to find your first customer:

  1. Define your target market: Understand your target market and identify the pain points that your product solves.
  2. Network: Attend industry events and conferences, join online communities, and build relationships with potential customers.
  3. Offer a free trial: Offer a free trial of your product to potential customers to showcase its value and build trust.
  4. Ask for referrals: Ask your network for referrals to potential customers who may be interested in your product.
  5. Be persistent: Finding your first customer may take time, so be persistent and keep trying.

By following these tips and understanding the importance of finding your first customer, you can set your SaaS business up for success.

market research for SaaS

Identifying Your Target Audience

Identifying your target audience is a crucial step in finding your first customer for your SaaS. Without a clear understanding of who your ideal customer is, you will struggle to create effective marketing campaigns and product messaging that resonates with your potential customers.

Defining your ideal customer

The first step in identifying your target audience is to define your ideal customer. This involves creating a detailed profile of the type of person or business that would benefit the most from your SaaS product. Your ideal customer profile should include demographic information such as age, gender, location, income, and education level, as well as psychographic information such as interests, values, and behaviors.

It’s also important to consider the pain points and challenges your ideal customer faces that your SaaS product can help solve. Understanding these pain points will help you create messaging that speaks directly to your target audience and positions your product as the solution they’ve been looking for.

Conducting market research

Once you have defined your ideal customer, the next step is to conduct market research to validate your assumptions and gain a deeper understanding of your target audience. Market research can include surveys, focus groups, and interviews with potential customers, as well as analysis of industry reports and competitor research.

Through market research, you can identify the key features and benefits that your target audience is looking for in a SaaS product, as well as the channels they use to discover and evaluate new products. This information will help you tailor your marketing efforts to reach your target audience where they are most likely to be receptive to your message.

Market Research Checklist:
  • Define your research objectives
  • Create a survey or interview guide
  • Recruit participants
  • Conduct interviews or surveys
  • Analyze the data
  • Identify key insights and trends
  • Use insights to inform product development and marketing strategies

By taking the time to define your ideal customer and conduct market research, you will be well-equipped to find your first customer for your SaaS product. With a clear understanding of who your target audience is and what they are looking for, you can create effective marketing campaigns and product messaging that resonates with your potential customers and drives conversions.

MVP for SaaS

Creating a Minimum Viable Product (MVP)

Before you can start testing your product with potential customers, you need to have a prototype or Minimum Viable Product (MVP). An MVP is a basic version of your product that has just enough features to satisfy early adopters and gather feedback for future development. The goal is to create a product that solves a specific problem for your target audience.

Identify the Core Features

The first step in creating an MVP is to identify the core features that must be included in order to solve the problem you are addressing. These features should be the minimum necessary for the product to function and provide value to your target audience. You can use customer research, surveys, and feedback to help determine what features are most important.

Design and Develop the MVP

Once you have identified the core features, it’s time to design and develop the MVP. This can be done in-house or outsourced to a development team. Keep in mind that the goal of the MVP is to test the market and gather feedback for future development, so it’s important to keep the design and development process as lean as possible.

Test Your MVP with Potential Customers

Once you have a working MVP, it’s time to start testing it with potential customers. This can be done through user testing, surveys, or even early access programs. The goal is to gather feedback on the product and identify any areas for improvement. It’s important to listen to your customers and make changes based on their feedback.

  • Set up user testing sessions to gather feedback directly from potential customers.
  • Create surveys to gather feedback on specific aspects of the product.
  • Offer an early access program to a select group of potential customers in exchange for feedback.

By testing your MVP with potential customers, you can gather valuable feedback that will help you improve the product and make it more appealing to your target audience. This feedback can also help you identify your first customers and start building a loyal user base.

marketing for SaaS

Marketing Your SaaS

Once you have created your SaaS product and have identified your target audience, the next step is to start marketing your product. Here are some effective ways to market your SaaS:

Creating a landing page

A landing page is a crucial component of your marketing strategy. It is a page on your website that is designed to convert visitors into customers. Your landing page should clearly explain what your SaaS product does and how it can solve your customer’s problems. It should also include a call-to-action (CTA) that encourages visitors to sign up for your product or service.

Running a beta test

Before launching your SaaS product, consider running a beta test. This will allow you to gather feedback from early adopters and make necessary improvements to your product. It will also help you build buzz around your product and generate interest from potential customers.

Leveraging social media

Social media is a powerful tool for marketing your SaaS product. You can use social media platforms like Twitter, Facebook, and LinkedIn to promote your product and engage with your target audience. Share valuable content related to your product and participate in relevant conversations to build your brand and attract potential customers.

Networking and reaching out to potential customers

Networking is an effective way to reach out to potential customers and build relationships with them. Attend industry events, conferences, and meetups to connect with people in your target market. You can also reach out to potential customers directly through email or LinkedIn. Personalize your outreach and focus on building a relationship rather than making a sale.

By using these marketing strategies, you can increase your visibility, build your brand, and attract potential customers to your SaaS product.

closing the deal for SaaS

Closing the Deal

Once you have successfully attracted potential customers to your SaaS, it’s time to close the deal. Here are some effective strategies to help you convert those leads into paying customers:

Offering a Free Trial

One of the best ways to convince potential customers to take the leap and sign up for your SaaS is by offering a free trial. This allows them to try out your product without any financial commitment, and see for themselves how it can benefit their business. Make sure to highlight the key features and benefits of your SaaS during the trial period to ensure they get the most out of it.

Providing Excellent Customer Service

Customer service is key when it comes to closing the deal. Make sure to provide excellent support to your potential customers throughout the entire sales process. This includes promptly answering any questions they may have, providing detailed information about your SaaS, and even offering personalized demos if needed. By providing top-notch customer service, you can show potential customers that you are dedicated to meeting their needs and helping them succeed.

Asking for Referrals

Another effective way to close the deal is by asking for referrals. If you have satisfied customers, encourage them to spread the word about your SaaS to their colleagues and industry peers. You can even offer incentives such as discounts or free upgrades for successful referrals. Word-of-mouth marketing can be incredibly powerful, and can help you reach a wider audience of potential customers.

  • Offer a free trial to potential customers
  • Provide excellent customer service throughout the sales process
  • Encourage satisfied customers to refer their colleagues and industry peers

By implementing these strategies, you can increase your chances of closing the deal and converting potential customers into paying customers. Remember to always focus on providing value and meeting the needs of your target audience, and the sales will follow.


Getting your first customer for your SaaS business can be a daunting task, but with the right approach and mindset, it’s definitely achievable. The key is to focus on building relationships and providing value to your target audience.

Key takeaways

  • Start by identifying your target audience and understanding their pain points.
  • Use social media, forums, and online communities to connect with potential customers.
  • Offer free trials, demos, or beta access to your product to get feedback and build trust.
  • Partner with influencers or other businesses to expand your reach and credibility.
  • Focus on providing exceptional customer service and support to keep your first customers happy and satisfied.

Final thoughts

Remember that finding your first customer is just the beginning of your SaaS journey. It’s important to continuously iterate and improve your product to meet the evolving needs of your customers. Keep an open mind and be willing to adapt and pivot when necessary.

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