A Smart Bear · Jason Cohen
articleprincipleThe "Convergent" theory of finding truth in darkness
7 April 2024Profit
Source excerpt
About A Smart BearHow to tell the difference between a truly great startup idea, and people saying "Sure, sounds good" when they really mean "No, I'm not buying."
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Apollo layer
What a founder can learn
Founder takeaway
Don’t mistake polite approval for validation. Treat an idea as promising only when customer feedback converges with credible buying intent—such as a concrete commitment, not merely “sounds good.”
Why it matters
Building on vague enthusiasm can waste scarce time and capital. Requiring stronger, converging evidence helps founders identify what customers truly value before making a larger commitment.
Relevant guides
Put it to work
For your next five customer conversations, ask for a concrete next step that signals buying intent. What evidence would distinguish genuine demand from encouragement?
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