The Physics of Startups
Answers to viewers' questions about when people have to buy
with Rob Snyder, 21 min
Published
More info
- Guest
- Rob Snyder
- Published
- Length
- 21 min
- Views when added
- 350
- Channel subscribers
- 1,030
- An AMA on Rob Snyder's own show. He and the host answer viewers' comments on past episodes.
- Rob works with startups on selling. One viewer says his advice got them to close 85% of sales calls.
- He calls real demand pull. The buyer has an urgent project and no good option, so not buying would be strange.
- Many people think pull means buyers in dire straits. Rob says premium products show that's wrong.
What they say
Tap a line to open it, tap a bullet to play.
Buyers almost always know the leading option, so don't build on those who don't.
Mandatory to buy is another way of saying weird not to buy.
Buyers don't have to be in trouble to have pull, as premium products show.
When cold outreach stalls, check the message, then try other ways to reach buyers.
Companies buy Workday to stay legal, so its bad user experience doesn't matter.
Pull works for consumer brands too, and calls with buyers make learning fast.
To find pull in a consumer brand, start from something you bought yourself.
If you only watch 4 min
For founders who already know Rob's idea of pull and have follow-up questions.
Books, people and tools they mention
People
Tools and companies
Written by AI from YouTube's captions and checked against them, so mistakes are possible. Captions don't name speakers. Report a mistake
Watch the whole video on YouTube (opens youtube.com)