Many founders start their customer search with cold email, LinkedIn, and prospecting tools. But the first 10 customers rarely come from a tool. It starts somewhere else: your network, showing up in person, and a willingness to do things that don't scale.

In this episode of Startup School, YC Visiting Partner Max Kolysh draws on dozens of YC founder stories to explain how to identify the right buyers, start conversations, and turn them into your first customers.