The value of your product is determined by the buyer, not you.

You don't set the value of your product; customers determine what it’s worth to them.

They do that by analyzing and evaluating everything they see, hear, and feel about your company and product.

That includes the things you show and tell them, the arguments they are presented with, the emotions they are left with, and anything they discover on their own.

All this input informs their perception and ultimately determines the value of your product. What's more, it's much cheaper to improve the perception of your product than to build additional features.


Featured blog post

How to beat the odds as a startup 

According to a Startup Genome study, the most common reason startups fail is due to poor product-market fit. This blog post will give you a framework that explains what product-market fit is, how to find it, and how to know if you have product-market fit.

10 startup pitfalls you should try to avoid

I have spent the past 15 years focused on accelerating startups. I have founded two companies, advised multiple startups, evaluated 600 Techstars startup accelerator applicants, and been a founding marketer four times. Here are some common startup pitfalls I have noticed over the years.

It all starts with the customer

A lot of startups start with the product and end up focusing too much on the cool technology that is underlying the product or service. It’s the build-it-and-they-will-come mentality, and it rarely works. The only way to know if you are telling the right story is by knowing your target customers deeply.

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