Start with a specific thing someone can buy
You've worked out what you could sell. Now comes the slightly uncomfortable part: telling people they can buy it.
You don't need to announce an entire business. One clear offer is enough to start.
Six boxes of cookies for Saturday collection. Three bike service appointments next weekend. A small range of flowers for a particular occasion. Something people can understand without asking you to explain it.
## Make the offer easy to pass on
Before you share it, write down five things:
- What the customer gets
- The total price they'll pay
- When it's available
- The area you serve or where collection happens
- How to order
Use a photo of your actual work. If it's an example rather than the exact item they'll receive, say so.
A friend should be able to forward your offer without adding a paragraph of instructions. That's a useful test.
## What to actually say
Most people stall here. They know what they're selling but not how to say it without feeling awkward.
Keep it short and plain. Something like:
"I've started making sourdough on the weekends and I'm taking a small number of orders. Six loaves available for Saturday collection in Coburg, $12 each. You can order here: [your link]. If you know anyone who'd like one, I'd love you to pass it on."
That's it. What it is, when, where, how much, and how to order. No apology, no essay about why you started.
If you feel shy about it, remember that most people are glad to hear a friend is making something good. You're giving them a chance to buy it, not asking for a favour.
## Begin close to home
Tell people who already know the quality of what you do. You don't have to ask them all to buy. Ask whether they know someone who needs it.
Be specific. "Do you know anyone organising a birthday this month?" is easier to answer than "Please support my new business."
Then try a local community group that allows business posts. Read its rules first, including any approved posting days. A relevant offer in the right suburb is more useful than scattering the same post everywhere.
The point is to reach people who can actually collect or attend, rather than people who simply like the photo.
## Places your first customers are likely to be
Once you've told the people closest to you, look at the groups you're already part of:
- **School communities.** Parent groups, newsletters and noticeboards often have a place for local businesses.
- **Your workplace.** A note on the staff noticeboard or in a social channel, if that's allowed.
- **Sports clubs and community groups.** Fundraisers, end-of-season events and committees all need things.
- **Local Facebook groups.** Buy swap sell groups and suburb pages, on the days business posts are allowed.
- **Neighbours.** A small flyer or a post on a neighbourhood app can work better than you'd expect.
- **Complementary businesses.** A café that doesn't make cakes, a florist who gets asked about gifts, a bike shop with a three-week waiting list.
You don't need all of these. Pick the two or three where your customers already spend time.
## Give yourself a small first round
Choose a quantity you can comfortably deliver. Tell customers the real availability, and keep it current.
Avoid announcing a huge discount to make the first round feel safer. You need to learn whether the offer works at a price you can sustain.
If you're not sure what to charge, the guide on [pricing handmade products without forgetting your time](/blog/price-handmade-products-without-forgetting-time) is a good place to start.
Make sure any registrations, permissions and insurance relevant to your activity are sorted before taking paid orders. What applies depends on what you're selling and where you operate.
## Make the first orders count
Your first customers are more than sales. They're your first reviews, your first photos and your first referrals.
A few small things help:
- Have the order ready on time, exactly as described
- Include a small card with your order link so they can find you again
- Ask if you can share a photo of their order
- Ask, gently, whether they know anyone else who might like it
People are often happy to pass you on. They just need to be asked, and they need something easy to forward.
## Find out what worked
After the first round, record how customers found you and roughly how much time each channel took.
If two orders came through one local recommendation, follow that clue. If a post attracted questions but no orders, look at the offer before assuming you need a larger audience.
Try improving one thing at a time: the photo, description, date or ordering process.
## Give enquiries somewhere to land
Picklo gives you a shareable page for your products or services, available times and upfront payment. Add the link to the offer so someone can act while they're interested.
Need to decide what to sell first? Read [how to find your side hustle](/blog/how-to-find-your-side-hustle-when-you-don-t-have-an-obvious-one).
## Common questions
**Do I need a website to get my first customers?**
No. A clear offer and a simple order link is enough to start. A full website can wait until you know what sells.
**Should I pay for ads?**
Not at the start. Your first customers are much more likely to come from people who know you, and from local groups. Ads make more sense once you know your offer works.
**Should I give my first customers a discount?**
It's tempting, but it teaches people your real price is lower. If you want to thank early customers, add a small extra rather than cutting the price.
**What if nobody orders?**
Look at the offer before the audience. Is the price clear? Is the date specific? Is it easy to order? Change one thing and try again. A quiet first round is normal, not a verdict.
You don't need fifty customers to learn something useful. A few real orders will give you a much better next step than another month of preparing.
For more on choosing where to promote your offer, see [business.gov.au's social media guide](https://business.gov.au/online-and-digital/social-media-for-business).
