创业与商业danshipper.com编辑精选
如何获得你的前十个客户（2013）
How to get your first ten customers (2013)
2013 — 2019，它一次次回到首页
黑点是上首页（≥ 50 分）的那次投稿，空心点是没冲上去的投稿，点越大分数越高。
导读
这篇文章讲创业者如何获得前十个客户：核心不是先打磨产品，而是主动走出去销售、与潜在客户交谈，并根据真实反馈迭代。作者强调“销售没发生，一切都没发生”，早期获客要靠直接沟通和倾听，而不是依赖广告或功能堆砌。
为什么经久不衰：它把早期创业最容易被忽视的顺序讲透了——先找到并说服真实客户，再谈产品和增长；这套原则多年后依然适用。
HN 评论精选
早期用户增长的关键是建立反馈闭环并让用户看见进展。
我最喜欢你说的“闭嘴，听他们讲”。DarwinMail 就是这么做的：从第一天起提供联系我们入口，收集大量反馈；公开 Trello 看板让用户看到建议被加入路线图；定期邮件更新；在 Twitter 发布改动；还用免费终身优惠券鼓励用户推荐。
DarwinMailApp查看英文原文
I loved the part where you mentioned we should ‘Shut up and listen to them’. This worked exceptionally well for DarwinMail [1], which I built to replace Google Inbox months before it was due to be shut down. DarwinMail received initial traction from a Product Hunt release and a submission to the Show HN section (on the same day). 1. From day 1, I had a contact us option from which I received tremendous amounts of feedback which was instrumental to DarwinMail's development. Many requests & fixes were added to our Trello board via email feedback. 2. I created a public Trello board, from which every single user could see that I am adding their suggestions to the roadmap & working on them too. They could also see the future features. 3. For every user that joined our mailing list, I updated them every other week with the latest updates/fixes and features to DarwinMail. 4. I posted to Twitter regularly on various changes such as UI enhancements and mini-feature releases. I also had a lot of correspondence with users via this medium. 5. I gave away free lifetime coupons to anyone who would share DarwinMail with their friends. This generated a lot of momentum. I hope this helps. While there is no ‘one size fits all’ when it comes to getting your first users, I have learned so much from the experiences of others and so I hope I have provided the same kind of useful information for you. [1] https://www.DarwinMail.app
与真实客户对话是早期学习产品方向的最有效方式。
这既有趣又是很好的建议。我正好在做类似的事，虽然靠传统盲卖找到了一小批早期客户，但真正通过客户反馈和对话学到的、重新评估的东西多得多。建议读《The Mom Test》，它教你怎么处理反馈对话、找谁聊、怎么聊。
pimterry查看英文原文
This is both really interesting, and excellent advice. I've been working on exactly this myself, and while I'm lucky enough to have found an initial handful of customers from the classic blind selling of my product, it's ridiculous how much I've learned & reevaluated things using the actual feedback & conversations with those customers. For other people wrestling with this, one thing I'd suggest is reading The Mom Test: http://momtestbook.com/. Great intro into exactly how to handle those feedback conversations, who to talk to, and how to talk to them, even if you don't have any product at all.
对 SaaS 来说，付费广告早期往往低效，不如自然增长和直接获客。
广告基本没对我起过作用：Facebook 广告像机器人，点进来不到一秒就跳走；Google 广告只适合收集信息或线下服务线索，卖 SaaS 时用户注册后几乎不验证邮箱。我投 Google 广告时页面浏览量反而明显下降，不投时注册用户更好且会回来。试了很多组合后，我觉得调广告是浪费钱和时间，现在只做自然增长，慢但能得到付费客户。
Alir3z4查看英文原文
It's interesting that Ads basically never worked for me, Facebook Ads, seems to be just bots tbh, they hit the website and bounce like less than a second. Google Ads works good but only to get leads on information or offline service business where customer have to leave a call back request, but for selling SaaS, it's just people signing up and barely verifying their emails. For https://www.gonevis.com, whenever I run Google Ads, I just find a noticeable drop in pageviews, without Ads I'd get much better signups that return and continue using the service, but anyone from the Ads are just bouncing quick and even if signup, they won't come back. I might be targeting wrong region or using wrong keywords, but after so many combination, I found it to be just wasting money and time fine tuning google/fb ads campaigns. I simply let them grow organically, even though it's pretty slow to grow, but so far it's fine and I get paying customers. Good article and very useful information.
开发者容易用改代码回避销售，但早期 traction 取决于找对客户和需求匹配。
好文章。很多开发者会先专注改产品，因为我们会写代码，也享受折腾产品，觉得这能改变局面。但早期产品能否获得 traction，往往不是代码质量、架构美感甚至 bug 和性能决定的，而是产品与客户的契合度——潜在客户是否真的需要它。如果找错客户、对的人又不知道你，改再多功能也没用。
danbmil99查看英文原文
Good post. I think many of us focus on the product and modifying it first (before questioning sales / marketing tactics) because we are developers, we know how to code, and in fact we actually enjoy tinkering with our product; it gives us a sense that we're doing something consequential that could change the dynamics of the situation. The unfortunate truth is that early in a product's lifecycle, I suspect the quality (as programmers measure it) of the product, the beauty (or lack thereof) of the codebase, and even outright bugs, misfeatures, and poor performance, are not the reasons the product does or does not get traction. As OP says, what gets traction is product/customer fit -- the NEED a potential customer feels for the product. And if the wrong customer is pitched, and the right customer does not know about your product, all the tinkering and new features and bugfixes and refactoring in the world will not change that situation. TL; DR: Programmers have code hammers, so they just bang the product nail again and again.
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