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When Brian Chesky co-founded Airbnb, he had no idea how slow and challenging the early days would be. Like many founders, he imagined the company would grow step by step—each success building on the last, progressing smoothly. But reality had other plans.
The First Users Were Friends and Family (Literally)
Chesky and his co-founders thought their product would take off immediately. They launched Airbnb, expecting a wave of users, only to find that nobody cared—not even their friends! In fact, their first hundred users were people they were related to, or at least their co-founder Joe was. Instead of seeing this as a setback, they realized it was actually a blessing in disguise.
Slow Start, Big Lessons
Because Airbnb grew so slowly at first, Chesky had the rare opportunity to personally meet every single early user. Think about it: in today’s world, tech founders rarely get this kind of personal interaction with their customers. But Chesky and Joe flew to New York City, where they had just 100 users, and went door to door meeting them. They even stayed in their homes, which gave them insights no survey or email could ever provide.
Why It Worked
This hands-on approach may have seemed small-time back then, but it actually made Airbnb a better company. Chesky compares it to buying an iPhone—Steve Jobs didn’t come sleep on your couch when you bought one. But Chesky did, and that made all the difference. By getting to know their customers on a personal level, they were able to create a product that truly met people’s needs.
The Takeaway: Slow Growth Isn’t a Failure
The story of Airbnb’s slow start is a reminder that not all success happens overnight. In fact, sometimes it’s the struggles and delays that lead to deeper insights and stronger connections with your audience. Instead of worrying about rapid growth, it’s worth focusing on understanding your users—even if that means knocking on a few doors along the way.
For founders out there who feel like their product isn't gaining traction as fast as they'd hoped, Chesky's story is proof that slow beginnings can lay the foundation for something extraordinary.
Listen to Brian Chesky:
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