How to Get Your First Paying User for Your SaaS

Starting a SaaS business is exciting. You’ve probably spent weeks or months building your product. Now, you’re ready to see if someone is willing to pay for it. Getting your first paying user is a huge milestone. It’s proof that what you’ve created is valuable. But how do you get there?

Here’s how you can land your first paying user for your SaaS. Let’s keep this simple and actionable.

Start with the Problem

The key to selling anything is understanding the problem you’re solving. If your product doesn’t solve a real problem, people won’t pay for it. Start by talking to people in your target market. Don’t pitch your product right away. Just listen. Ask them what their biggest challenges are. Take notes. Learn their language. When you talk about your SaaS, you want to use the same words they use to describe their problems.

Build Relationships, Not Just a Product

No one wants to be sold to by a stranger. People buy from those they trust. Start building relationships before you try to sell anything. Join online communities where your target market hangs out. This could be forums, social media groups, or platforms like Reddit. Participate in discussions. Answer questions. Share helpful insights. Let people get to know you and what you’re about.

Offer Value First

Before you ask someone to pay, show them the value of your SaaS. This doesn’t mean giving your product away for free forever. Instead, give them a taste of what it can do. You can offer a free trial, a demo, or even just share a case study. Show them how your SaaS solves their problem. Once they see the value, they’ll be more willing to pay.

Focus on a Niche

When you’re starting out, it’s tempting to try to appeal to everyone. Don’t do it. Pick a niche. The more specific, the better. For example, instead of targeting all small businesses, focus on small e-commerce stores. When you’re clear about who your product is for, it’s easier to market. People in your niche will feel like your SaaS is made just for them.

Use Direct Outreach

One of the fastest ways to get your first paying user is to reach out to people directly. This doesn’t scale, but that’s okay. At this stage, your goal is to get one paying user, not a thousand. Find potential users online. Send them a personalized message. Explain how your SaaS can help them. Keep it short and to the point. Don’t spam people. Make sure your message is relevant to their needs.

Leverage Your Network

Your first paying user might be someone you already know. Don’t be afraid to reach out to your network. Tell your friends, family, and professional connections about your SaaS. Ask them if they know anyone who might be interested. Referrals can be a powerful way to get your first user.

Build in Public

People love to follow the journey of a creator. Share your progress openly. Post updates about your SaaS on platforms like Twitter or LinkedIn. Talk about your challenges and wins. Share screenshots of what you’re building. When people see your transparency, they’ll feel more connected to your product. Some might even become your first paying users.

Start Small and Iterate

Your product doesn’t need to be perfect to get your first paying user. Start with the minimum viable product (MVP). Focus on solving one problem really well. Get feedback from your early users. Use that feedback to improve. Your first paying users are your best source of insights. Listen to them and make changes based on what they need.

Use Testimonials and Social Proof

When you’re trying to get your first paying user, trust is everything. Testimonials and social proof can help. If you’ve had beta testers, ask them for feedback. Share their positive experiences. If someone has used your product and seen results, tell that story. People are more likely to pay if they see that others have benefited from your SaaS.

Be Patient and Persistent

Getting your first paying user takes time. Don’t get discouraged if it doesn’t happen right away. Keep putting yourself out there. Keep talking to people. Keep refining your product and your pitch. Remember, every "no" brings you closer to a "yes."

Learn from Every Interaction

Every conversation with a potential user is an opportunity to learn. Pay attention to what they’re saying. Are there common objections? Do they understand the value of your SaaS? Use this feedback to improve. Over time, you’ll get better at explaining your product and addressing concerns.

Celebrate Small Wins

Your first paying user is a big deal. Celebrate it. But don’t stop there. Every small win matters. Each new user, each piece of positive feedback, each improvement to your product—celebrate them all. Building a SaaS is a journey, and every step forward counts.

Getting your first paying user is a challenge, but it’s also incredibly rewarding. It’s proof that you’re on the right track. Stay focused, stay persistent, and keep learning. You’ve got this.