“How do I get people to buy my offer?”
When you’re starting your business, it’s overwhelming to know where and how to get your first few sales.
Here’s the good news: You don’t need a massive audience, paid ads, or viral social media campaigns to get those crucial first customers.
In fact, the fastest way to get your business off the ground is much simpler—and more personal—than that. It all starts with referrals.
Referrals are the secret sauce that so many people overlook, so let’s walk through a four-step process that will help you get your first five customers.
One Big Misconception People Have About Marketing and Selling
When we launch something new, it’s natural to think we need to go big—broadcast it everywhere, run ads, and sell to the masses.
But that’s actually not the best way to get early traction.
Sales is fast, marketing is slow.
And when you’re just starting out, you need a few super quick wins to build momentum.
The best way to get those wins?
Start with the people who already know and trust you.
But here’s an important distinction: don’t sell directly to your friends.
Instead, ask them for referrals.
There’s a big difference here: you’re not pushing your product on them, you’re simply asking for their help to spread the word.
So with that out of the way, let’s dive into the four-step process.
Step 1: Build Your “Fast 50” List
The first step is to create what I call a Fast 50 list.
This is a list of 50 people you know personally—friends, family, colleagues, or anyone with whom you have a genuine, trusting relationship.
We’re not talking about casual acquaintances.
These should be people who know you well enough that they’d do you a small favor, and you’d be willing to do the same for them.
To make this easy, go through your phone contacts.
Ask yourself, “Who do I have a real connection with?”
Write down their names until you have a list of 50 people.
Don’t worry, you’re not going to be asking all 50 of these people to buy anything from you.
Instead, you’re going to ask them to help connect you with the right people.
Step 2: Create a “Trust Soldier”
Now let’s talk about what you’re going to ask your Fast 50 list to share.
You’re not asking them to promote your product directly.
Instead, you want to give them something valuable that they can offer to others on your behalf.
This valuable resource is what we call a Trust Soldier.
A Trust Soldier is a free resource that adds value to people’s lives while also building credibility for you and your brand.
It could be a PDF checklist, a short audio training, a quick video series, or even a live workshop.
The key is that it’s helpful and aligns with your area of expertise.
By offering a Trust Soldier, you’re providing value upfront, i.e. you’re establishing trust before the transaction.
Here are a few examples of Trust Soldiers you could create:
- A PDF checklist or quick-start guide
- A 5-10 minute audio training on a key topic
- A short video series sharing helpful tips or insights
- A free live workshop or webinar
Keep it simple but make sure it’s genuinely useful.
If you’re unsure how to design it, use an easy tool like Canva to create a polished-looking PDF or presentation.
Step 3: Reach Out to Your Fast 50 List and Ask for Referrals
Once you have your Trust Soldier ready, it’s time to reach out to your Fast 50 list.
This is where the magic happens. But remember, you’re not going to ask them to buy anything.
You’re going to ask them to help you share your Trust Soldier with a few people they know who might benefit from it.
Here’s a script you could use to reach out:
“Hey [Friend’s Name], I hope you’re doing well!
I wanted to share something exciting that’s happening in my life —
I’ve recently launched a new [business/product/service].
It’s something I’m really passionate about and I’d love to get it in front of people who might find it useful.
I’ve created a free resource on [what your free resource does] that I think could be helpful for [your avatar persona].
I was wondering if you know anyone who might benefit from it.
If you do, would you be open to sharing it with them?”
This approach is non-salesy and low-pressure. You’re not asking for a big favor, you’re just giving your friend an opportunity to connect you with people who might genuinely need what you’re offering.
And here’s an advanced tip: Be specific about who you’re looking to meet. This is what I call an “avatar persona.” Describe the type of person who would benefit most from your Trust Soldier. The more specific you are, the easier it will be for your friend to think of someone in their network who matches that description. For example:
“I’m looking to meet anyone who’s a mission-driven entrepreneur, an expert, or a business owner who wants to expand their audience.”
The more focused and specific you are, the more effective this step will be.
Step 4: Make It Easy for Your Friends to Share
The last step is to make it incredibly easy for your friends to help you.
After they agree to share your Trust Soldier, don’t make them do the work of writing an email or message from scratch.
Instead, write it for them.
Here’s an example of what you could write:
“Hey [Friend’s Friend’s Name], I hope you’re doing well!
I wanted to share a free resource I came across from a good friend of mine who helps people [describe the problem your service solves, e.g., ‘build their personal brands to grow their reach’].
He just launched a new , and I thought you might find it useful.
Here’s the link [insert link]—hope it helps!”
Once you’ve written this, send it to your friends so they can copy, paste, and send it to a few people.
By doing this, you’re making it as simple as possible for them to help you.
Send this message out to 50 people.
Even if just 10 of your friends help you and each sends it to three people, that’s 30 potential leads for your business.
If just 10-20% of those leads become customers, you’ll have your first five customers.
Building Your Business Through Relationships
This approach works because it leverages the power of trust and relationships.
People are much more likely to engage with your business when they’re introduced through someone they know and trust.
And by focusing on referrals, you’re building a foundation of loyal customers who are connected to you through real relationships.
So if you’re ready to land those first five customers, skip the ads and flashy marketing. Instead, follow these four steps:
- Build your Fast 50 list.
- Create a valuable Trust Soldier.
- Reach out to your Fast 50 list for referrals.
- Make it easy for them to share it with their friends.
Give this method a try and see how powerful relationships can be when launching your new business.
And if you’re looking to learn more strategies that result in tangible revenue growth, schedule a free brand call with Brand Builders Group.
We help mission-driven entrepreneurs grow their influence and income, starting with foundational strategies just like this one.
