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“Charge $40 not $10.” “But I get customers at $10.” “Yeah, bad ones, they cancel at 6%/mo, you can’t afford ads, and it takes too many customers to be sustainable.” “But I wouldn’t pay $40.” See? I told you: You’re not the customer!

You should write online, even before you’re good at writing, or before you have anything terribly interesting or novel to say. The only way to become good at those things, is repeated attempts, for years. That’s what I did also. But, doesn’t that mean you’re contributing to the

Koan #79 𝘳𝘰𝘭𝘭𝘪𝘯𝘨 𝘢 𝟤𝟢-𝘴𝘪𝘥𝘦𝘥 𝘥𝘪𝘦 7… 15… 3… 4… 18… 11… 4… 9… 13… 6… 20! 𝘯𝘦𝘸 𝘣𝘭𝘰𝘨 𝘱𝘰𝘴𝘵 “How to roll a ‘20’.” And the student was enlightened.

In your Nth startup, of course you’re better. Your 100th blog post is better than 1st; 100th coding project is better than 1st. Just keep Beginner’s Mind also; with customer/product you know just as little as the first time.

If there was never a good alternative, it wasn't a decision. It’s just something you did. If there really was no other choice, that’s fine. But if you never generated other choices, you made a bad decision, because you didn’t have all the options.

"Writer's block" means your self-imposed standards are too high. Write poorly first; editing is 10x easier. If it remains bad, don't publish. Often you’ll fix it with a stroke of insight that comes to you days later, when you least expect it. Give it the space.

The more complex the bonus plan, the worse it is: hard to understand, people gaming the system instead of staying focused on building a great company and then sharing in that bounty. Instead: pay more, simple bonus plan, but also a high bar in expectations. The latter is hard

Unless you have 10,000 customers: Approximately no one knows who you are. Approximately no one knows your brand. Approximately no one knows your product. You can change everything, any time. Take advantage of that.

If customers are already spending huge amount of $ in a market, with many competitors, you can assume the market exists, and take your time building something 𝘥𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘵 and 𝘩𝘪𝘨𝘩 𝘲𝘶𝘢𝘭𝘪𝘵𝘺. (You still need to validate that people actually want that particular

Just republished a classic article! 👇🏾 Want to write better? Swap generic words for specifics to make your text clear, powerful, engaging, and even funny. Many thanks for pressing 🔁 and ❤️! longform.asmartbear.com/specificity/?u…

A good way of asking: do you want to bootstrap or raise money.

“Sunil tells potential customers when Tekmetric isn't right for them. One prospect in Colorado was told "we're not a good fit" during the demo. Months later, he signed up anyway, saying the honesty convinced him they'd be straight about everything else. Enterprise clients with

Genuine excitement is contagious. It’s one of the reasons founders are often decent at sales of their own product, yet unable to build even a small sales team to do the same. It’s wonderful but it’s not operations.