How a Newbie Marketer Built a 50,000-Person Waitlist—Without Spending a Single Cent

by Angus Fraser · April 10, 2025

In early 2024, Shamal Borole-Badhe had a vision – a game-changing tool to help freelancers better manage their time and deadlines. But there was one big problem: Zero marketing budget.

No money for ads, influencers, or PR stunts – just an idea and a mission to get it in front of the right people.

Fast forward a few months, and her waitlist had exploded to 50,000 eager users – all without spending a single dollar on marketing.

So how did she do it? Here’s a behind-the-scenes look at the exact strategies she used – and how you can apply them to grow your own audience without breaking the bank.

Phase 1: Crafting a Clear & Compelling Offer

Before launching, Shamal focused on defining her target audience and their specific pain points. Instead of relying on traditional “ideal customer avatar” exercises, she leveraged her own experience as a freelancer to shape the product’s core message.

She understood that freelancers often struggle with tracking deadlines and managing tasks efficiently. With this clarity, she built a simple but highly effective landing page using Carrd’s free plan.

Headline: “Never Miss a Freelance Deadline Again.”
Visual: A single screenshot of her prototype.
Call-to-Action (CTA): A button reading “Join the Waitlist.”

The landing page was intentionally minimalist, avoiding unnecessary distractions. Instead, it focused on delivering one strong, clear promise that resonated with her target users.

Phase 2: Creating Urgency Without Spending Money

To encourage immediate signups, Shamal implemented a tiered incentive structure that leveraged exclusivity and FOMO (fear of missing out):

First 100 signups → Lifetime free access
Next 1,000 signups → 50% off for life
All others → Early access before the public launch

This strategy created an immediate sense of urgency and motivated users to join quickly. Since it required no upfront cost, it allowed her to generate demand while maintaining financial flexibility.

Phase 3: Leveraging Organic Communities

With no paid ads, Shamal needed to find her audience where they were already active. Instead of spreading herself thin across multiple platforms, she strategically focused on three online spaces where freelancers discussed their challenges:

Reddit (r/freelance & r/Entrepreneur)
X/Twitter (freelance & productivity niches)
LinkedIn (solopreneurs & business owners)

Rather than aggressively promoting her product, she spent two hours per day engaging in meaningful conversations

She answered questions and offered practical advice related to freelancing productivity.

She avoided direct promotion and only mentioned the waitlist when users expressed interest in a solution.

And most importantly, Shamal established herself as a trusted voice within these communities before introducing her product.

By focusing on helping first and promoting later, she built credibility, which in turn led to organic referrals and word-of-mouth growth.

Phase 4: Keeping the Waitlist Engaged

A common mistake many entrepreneurs make with waitlists is failing to nurture signups. Shamal understood that securing an email address was just the first step – the real challenge was keeping those users excited until launch.

To maintain engagement, she sent one strategic email per week, alternating between product updates and valuable content:

Week 1: Behind the Scenes: How I’m Building This Tool

Week 2: Vote on Features! What Do You Want Most?

Week 3: My #1 Productivity Hack for Freelancers

Week 4: Big Milestone! 10,000 People Are Now on the Waitlist!

These emails transformed subscribers into insiders, making them feel like part of the journey rather than passive spectators. As a result, engagement rates remained high, and interest in the product continued to grow.

Phase 5: Implementing a Viral Referral System

The turning point came when Shamal integrated a referral system using SparkLoop’s free plan.

Incentives for referrals:

Refer 3 friends → Move up the waitlist.
Refer 5 friends → Get extra free months.
Refer 10 friends → Unlock “Founder” status with exclusive perks.

This strategy gamified the sign-up process and encouraged early adopters to spread the word. Within two weeks, her waitlist skyrocketed from 1,000 to 10,000 – purely through organic shares and recommendations.

Phase 6: Building a Community Around the Product

Unlike many businesses that treat their waitlists as a passive list of email addresses, Shamal saw an opportunity to foster a real community.

She launched a private Slack group for the first 1,000 signups, creating a space where members could:

Discuss freelancing struggles
Share productivity hacks
Provide feedback on the product’s development

This community-first approach led to increased word-of-mouth marketing as members invited their peers. Shamal grew greater brand loyalty before the product was even launched, and she got a built-in user base eager to provide testimonials and case studies.

This is how real empires are built – not with ad spend, but with relentless dedication to solving a problem and transforming strangers into true believers.

The fastest way to grow? Make your early users feel like co-founders. When people feel ownership, they become your loudest advocates. Community isn’t just a strategy – it’s your competitive moat.

Final Results: Growth Metrics

Month 1: 1,000 signups
Month 2: 5,000 signups
Month 3: 15,000 signups
Month 4: 50,000 signups

Total Marketing Spend: $0

Key Takeaways from Shamal Borole-Badhe’s Growth Strategy

People join waitlists for value, not hype. Offer a clear incentive for signing up.
Community beats marketing every time. Build an engaged audience, not just a list.
Help first, pitch later. Establish trust before introducing your product.
Make sharing rewarding. Use a referral system to boost viral growth.
Stay consistent with updates. Keep waitlist members involved in the journey.

Conclusion: Growth Without a Budget? Totally Possible.

Shamal’s success proves you don’t need a massive budget to create serious buzz. No pricey ads, no viral stunt – just smart organic marketing, word-of-mouth magic, and a community-first approach. The result? 50,000 waitlist signups. All for zero ad spend.

For entrepreneurs and marketers looking to pull this off, the secret is simple: Offer real value, show up where your audience hangs out, and build relationships before selling.

This case study isn’t just proof – it’s a playbook for turning organic growth strategies into anticipation, momentum, and yes – actual sales. All without lighting your ad budget on fire.