转 这就是 YC 教给我们的“如何获得你的第一批付费用户”： 1）创始人必须亲自做销售： 你不能外包早期销售，也不能立刻招销售团队。 你必须亲自参与，才能真正理解客户的问题，因为早期产品一定很糟糕，只有创始人的信念与热情才能卖出一个“还在半成品阶段”的产品。 2）手动招募用户，做“不具备规模化”的事： Brex 的创始人就是从他们 YC 批次的成员中亲自拉到了前 10 个客户。 3）冷邮件要极度简单： 使用纯文本，不要花哨格式/HTML，内容保持超级简短（最多 6–8 句话）。 加入社交证明，不要使用行业黑话，明确写出行动号召（demo 或电话）。 4）从目标倒推： 如果你需要 2 个客户，你不能只联系 10 个人。 你可能需要发送 500 封邮件 → 250 封打开 → 20 封回复 → 10 次演示 → 最终 2 个客户。 5）大多数人会无视你，这是正常的： 外呼销售本质上是“数字游戏”，目的是从绝大多数不感兴趣的人中筛出那些愿意冒险尝试新产品的“早期用户”。 6）从最容易的目标开始： 不要一开始就尝试卖给流程复杂的大企业。 优先卖给创业公司（决策链短）、你的人脉圈、以前的同事。选择“最容易摘的果子”。 7）快速淘汰无效线索： 如果潜在客户多次电话却不承诺，或根本没预算，立刻放弃。把有限的时间放在真正有可能成交的人身上。 8）立刻收费（不要免费试用）： 在 B2B 模式下，对方不付费，就不是客户。 避免免费试用，改为提供“退款保证”或“按月退出”。 收费能验证你是否真正解决了痛点。 YC 的公司几乎全部都拿到真实收入。虽然很难，但不要为了“反馈”而免费送产品。 9）在 CRM 中记录数据： 不要凭感觉判断销售是否有效。 使用 CrustData 或 Apollo 等工具获取线索，并追踪每个阶段的转化率。 如果你一个客户都没有，数据能告诉你问题是出在邮件标题（打开率）还是销售话术（从 demo 到成交的比率）。 10）不要忘记手动 onboarding： 成交不是结束。 你需要亲自带领早期用户上手使用，确保他们真的能用起来。 如果跳过这一步，早期流失率会非常高，因为早期产品通常难以理解。 This is what YC taught us about how to get your first paying users: 1) founders MUST do sales: You can't outsource early sales or hire a sales team immediately. You need to do it personally to understand the customer's problem because the product will initially be bad, only a founder's passion can sell a work-in-progress. 2) Manually recruit customers and do things that don't scale. Brex founders signed up their first 10 customers from their YC batch. 3) Simple cold emails: Use plain text, no fancy formatting/HTML, and keep it very short (max 6-8 sentences). Include social proof, avoid jargon and have a clear call to action for a demo or call. 4) Work Backwards from Your Goal: If you need 2 customers, you can’t just reach out to 10 people. You likely need to send 500 emails to get 250 opens, 20 replies, 10 demos, and finally 2 customers. 5) Most people will ignore you and that is fine. Outbound sales is a numbers game designed to sift through the majority to find the specific "early adopters" who are willing to take a risk on a new product. 6) Start with the Easiest Targets: Do not try to sell to big enterprise companies with bureaucracy initially. Sell to startups (short decision lines), people in your network, or previous colleagues. Pick the "low-hanging fruit." 7) Fire Bad Leads Quickly: If a prospect is dragging you along for multiple calls without committing, or if they don't have the budget, let them go immediately. Focus your limited time only on those likely to close. 8 ) Charge Immediately (No Free Trials): For B2B, if they don't pay, they aren't a customer. Avoid free trials and instead, offer a money-back guarantee or a monthly opt-out clause. Pricing validates that you are solving a real problem. almost every single company in YC gets real revenue. It's very hard, but avoid the temptation to give away your product for "feedback." 9) Track Data in a CRM: Do not guess if sales are working. Use data providers like CrustData or Apollo to get leads and to track your conversion rates at every stage. If you have 0 customers, data will tell you if the problem is the email subject line (open rate) or your pitch (demo-to-close rate). 10) Don't Forget Manual Onboarding: Closing the deal isn't the end. You need to manually onboard early customers to ensure they actually use the product. If you skip this, early churn will be high because early products are hard to figure out.