Traction Thinking

Traction Thinking

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🔀 The Pivot
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🔀 The Pivot

🔀 Saving time isn't a value prop
This week in The Pivot: saving time and saving money are not what drives purchases—it’s what that time and money unlocks.
 • JDM
🔀 Don't sell to users who can't buy
This week in The Pivot: you're not after feedback. You're after commitments.
 • JDM
🔀 Enthusiasm isn't validation
In this week's The Pivot: customers are asking “when can I start using this”, with one even saying “if you build this, I’ll be your first customer”—and…
 • JDM
🔀 Nice to have is quick to die
This week in The Pivot: being "nice to have" isn't compelling enough to get people to change behavior and pay money. Here's a quick test.
 • JDM
🔀 Illiquid marketplaces
This week in The Pivot: always facilitate real transactions before you build anything. Marketplaces don't create new value—they add efficiency.
 • JDM
🔀 The "just get users first" trap
This week in The Pivot: when you say you want to get users first before you start charging, what we hear is you're gonna build a hobby first, and figure…
 • JDM
🔀 Don't take objections at face value
This week in The Pivot: when a potential customer says "X controls the budget", or "you need to integrate with Y", how can you tell if it's areal…
 • JDM
🔀 Your price isn't the problem
This week in The Pivot: You launch, they try it, they love it, and they don't buy. "It's too expensive", they say. But they're lying to you. It's not…
 • JDM
🔀 Why do customers who "love" your product refuse to pay?
This week in The Pivot: 4.8 stars. Rave reviews. "Way better than competitors." Then crickets when payment is due. The problem isn't your pricing—it's…
 • JDM and Cameron Law
🔀 The pilot anti-pattern
The Pivot: This week's anti-pattern? Pilots that test for feasibility, before you have viability.
 • JDM and Cameron Law
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