1. Name the buyer before you name the people
Write down the exact job title that signs off on your product. In climate tech that is often a Head of Sustainability, Energy Manager, Facilities Director, Plant Operations Manager, ESG Reporting Lead or a CFO handling Scope 1-3 disclosures. Add the situation that makes them buy now, such as a CSRD deadline, a utility rate hike or a customer demanding emissions data. You are now looking for people in that seat or one step away from it.
2. List 50 people you already know
Open your phone contacts, LinkedIn connections, old university group chats and former colleagues. Write 50 names in a sheet, even if they seem unrelated. Next to each, note their industry and whether they might know someone in manufacturing, real estate, logistics, utilities or corporate sustainability. Most first intros come from people on this list you almost skipped.
3. Search LinkedIn for second-degree buyers
On LinkedIn, search the buyer title, filter to 2nd-degree connections, and add a region you can serve. Example search: "Head of Sustainability" OR "Energy Manager", 2nd connections, United Kingdom. For each result, note which of your contacts is the mutual connection. That mutual connection is who you message, not the buyer.
4. Ask for a specific intro, not general help
Send a short message that makes saying yes easy. Example: "Hi Sam, I'm building a tool that helps mid-size manufacturers measure Scope 2 emissions from their energy bills. I saw you know Priya Shah at Northfield Plastics. Would you be open to forwarding a 3-line note from me? I'll write it so you can just paste it." Then send the forwardable note right away.
5. Use the climate communities you can join today
Join Work on Climate's Slack, the Climatebase community, Terra.do alumni groups if you qualify, and the local chapter of Climate Tech meetups or Climate Drinks in your city. Introduce yourself in the intros channel with one line on who you help and one line on who you want to meet. Example: "Looking to talk to facilities or energy managers at multi-site warehouses about rising peak demand charges." People in these spaces make intros freely if you ask clearly.
6. Run discovery calls that end in a pilot ask
Spend the first 20 minutes on their problem: what they measure today, what it costs, and who complains about it. If the pain is real, propose a paid pilot with a clear scope, timeline and price, such as 60 days on one site. Ask directly: "Would you be open to a 60-day paid pilot on one facility if I can show you the data by week four?" A small paid pilot beats a free trial because it proves budget exists.
7. Close the loop with every connector
After each intro, message the person who made it within 24 hours with the outcome. Example: "Thanks for connecting me with Priya. We're scoping a pilot on their Leeds site." Connectors who hear results make more intros. Ask each happy buyer who else in their industry group or supplier network has the same problem.
8. Keep a daily rhythm
Send five intro requests and two follow-ups every weekday, and track every name in one sheet with status and next action. Most founders stall because they do this in bursts, not daily. Hulby, an AI cofounder, can find the right buyers, map your mutual connections and draft these messages for you each day.
People asking this right now
Real, public posts from the last few weeks. Each one is somebody you could help today.
- Boardy AI Review: Free AI Intros to Investors and Customers Boardy is an AI superconnector that sends warm intros to investors, customers, a (Bluesky)
- How to get your first customers: the first 5 of one creator's 10 steps. Free planner: https://database.blotato.io/storage/v1/object/public/p (Bluesky)
- Do I actually need a new website? Not always. First, define what it should do for customers, then pick the simplest tool to get there. A foc (Bluesky)
Mistakes to skip
- Asking friends to 'spread the word' instead of naming one specific person to intro.
- Pitching mission and planet impact before asking about cost, compliance or operations pain.
- Offering long free pilots with no end date or decision point.
- Talking only to other climate founders and investors instead of actual buyers.
Want this done for your climate tech startup, every day?
Hulby finds the people asking for what you built, writes every reply and email, and keeps you on it until they pay. Free to start.
Find my first customersQuestions
What if nobody in my network works in climate?
That is normal. Your buyers usually sit in ordinary industries like manufacturing, property or logistics. Look for anyone who knows those companies, not climate specialists.
Should I charge for my first pilot?
Yes, even a small amount. Payment shows the problem has a budget and an owner, which is what you need to learn.
How many intros does it take to get a first customer?
It varies a lot by product and sales cycle. Track your own numbers from the start so you know your real conversion after the first few weeks.
Do I need a website before reaching out?
No. A one-page doc or short deck explaining the problem, your approach and the pilot offer is enough for intro-driven conversations.