Step-by-Step: How Startups Land Their First 100 Customers

Just opening your doors? Years of planning take place before a business opens their doors, sleepless nights, team meeting, planning and more. But what about when the doors finally open? Was this in your business plan? How exactly do you plan on getting the first 100 people through the door, virtually or physically.

Keep in mind that getting your first 100 customers is one of the most exciting (and sometimes most stressful)—and challenging—milestones for any startup. Whether you're launching a SaaS product, a health app, or a new AI tool, early traction proves demand, attracts investors, and fuels growth.

Step-by-Step: How Startups Land Their First 100 Customers

1. Solve a Real, Painful Problem

Startups that win early focus obsessively on a narrow, urgent pain point. You don’t need to be everything to everyone—just the best at solving one specific issue.

2. Leverage Personal Networks First

Your first 10–20 customers often come from your existing network. Reach out directly via LinkedIn, Slack groups, or email to invite people to test your product.

3. Offer Free Trials or Early Discounts

Reduce the friction to entry with free trials or beta tester discounts. Give potential users a reason to try your product now, not later.

4. Join Niche Communities

Be where your users are—Reddit threads, Discord channels, Twitter/X spaces. Offer value, answer questions, and contribute before pitching.

5. Create Targeted, Helpful Content

Write blog posts, short videos, and how-to guides that speak directly to your user’s pain point. This builds trust and brings in organic leads over time.

6. Talk to Your Early Users Weekly

Your first users are co-creators. Regularly ask for feedback, iterate quickly, and involve them in your roadmap. They’ll become your best advocates.

Top 5 Startups to Watch in 2025

These startups are gaining traction and showing how to grow fast in competitive industries:

1. ElevenLabs (AI Voice)

• What they do: AI-powered voice generation for creators, games, and business tools.
• Growth Strategy: Viral demos, developer-first APIs, and community-led content.

2. DoNotPay (Legal Tech)

• What they do: An AI-powered “robot lawyer” for automating legal tasks like parking ticket appeals and small claims.
• Growth Strategy: Freemium model and viral legal success stories.

3. Runway ML (AI for Creators)

• What they do: AI-powered video editing tools for creators and professionals.
• Growth Strategy: Creators showcasing their work on YouTube, TikTok, and Instagram.

4. CureApp (Digital Health)

• What they do: Prescription-based digital therapeutics, mainly focused in Asia.
• Growth Strategy: Strategic B2B deals with hospitals and insurance providers.

5. Perplexity AI (AI Search)

• What they do: A smart, conversational search engine powered by generative AI.
• Growth Strategy: Built-in sharing, rapid UI, and integrations with browsers and extensions.

Final Thoughts

The journey to your first 100 customers is tough, but doable with focus, listening, and persistence. Narrow your niche, deliver value, and lean into your early feedback loops.

Use the 2025 startup leaders above as case studies. They’re proving what works when it comes to building trust, growing fast, and dominating markets.

Disclaimer: The information provided in this article is for general educational and informational purposes only. It is not intended as legal, financial, or professional advice. We do not assume any responsibility for your business decisions based on this content. Always consult with a qualified legal, financial, or business professional before making decisions that could affect your business or compliance obligations.

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