Playbook / Lessons / First buyers

Sell a service first for cash flow

Welsh built his solo business by answering every DM from founders and then offering consulting to those prospects. He argues the first business should be a personal, high-value service because it brings immediate cash and teaches you the market. Products come later from the questions customers keep repeating.

“Your first business should be a high-touch, high-value service”— Justin Welsh, My complete $10M journey (all 23 steps), Jun 2025

Do this

Write a one-line paid service you can deliver by hand this month and send it to five people who already asked you for help.

More in this pack

• Go out and recruit users by hand
• Three paying customers in 48 hours
• There are no facts inside your building
• Find real people with a problem first

Get your plan

All steps · Trust · Pricing