# How to use a founder network to find first customers without selling to friends. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/founder-network-first-customers

## Decision to make

Turn warm relationships into relevant introductions and market learning

Owner: ____________________
Review date: ____________________
Canonical page or destination: ____________________

## Buyer questions

- [ ] How to use a founder network to find first customers without selling to friends?
- [ ] What should a B2B startup do first to turn warm relationships into relevant introductions and market learning?
- [ ] Which evidence shows that turn warm relationships into relevant introductions and market learning is working?
- [ ] What is the most common mistake when teams try to turn warm relationships into relevant introductions and market learning?

## Evidence-led work plan

### 1. Why this decision appears: founders ask everyone they know to buy

Founders ask everyone they know to buy, even when those people do not experience the problem or match the target company.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 2. Use the network to reach qualified buyers and expert conversations, not to manufacture friendly revenue

Use the network to reach qualified buyers and expert conversations, not to manufacture friendly revenue.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 3. Write a precise introduction request, then ask for problem experts as well as buyers

Write a precise introduction request.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 4. Measure track relevant introductions

Track relevant introductions, qualified conversations, opportunities and independent willingness to pay.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 5. Do not cross this boundary: do not count discounted friendly purchases as repeatable market proof without examining the motivation

Do not count discounted friendly purchases as repeatable market proof without examining the motivation.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

## Source ledger

- [ ] HubSpot: ways to find and keep a first customer: https://blog.hubspot.com/sales/first-customer
- [ ] Google Search Central: people-first content guidance: https://developers.google.com/search/docs/fundamentals/creating-helpful-content
- [ ] Google Search Central: optimizing for generative AI features: https://developers.google.com/search/docs/fundamentals/ai-optimization-guide
- [ ] Eli AI Visibility Index methodology: https://hireeli.io/ai-visibility-index/methodology

## Measurement boundary

Baseline date and exact context: ____________________
7-day observation: ____________________
14-day observation: ____________________
30-day observation: ____________________
Known limitations: ____________________

Keep technical eligibility, citations, recommendations, visits, leads and revenue as separate evidence. This worksheet does not guarantee an external ranking or commercial result.