2 builders who never spoke to each other

Never tell the buyer they are doing it wrong

Validate the workflow they already have and position the product as an extension of it, so the promise adds to their expectation rather than negating it. When the fit is genuinely bad, say so and name a better option.

The method

1. 01

   Tell prospects when your product is the wrong fit and name a competitor that suits them better.

2. 02

   Never tell a prospect their current approach is wrong. Validate the workflow they already use, then add your product as an extension of it, so the promise expands their expectation instead of negating it.

What it returned

• $9

  AJ regularly points people to alternatives such as Webflow, reasoning that at $9 or $19 a year a lost customer barely registers against revenue.

• Kahl's worked pitch: yes, emailing documents leaves a trail reachable from any device, plus a browser based tool adding reporting and versioning that still fits the email workflow

Sources

• Managing Expectations: Making Good (on) Promises. – The Bootstrapped FounderArvid Kahl · thebootstrappedfounder.com · Bias · 2022-04-28
• Kim Kardashian turned a small business into a VC-backed company - Fathom AnalyticsAJ · usefathom.com · The benefits of a limited feature-set · 2021-08-16