Lenny Rachitsky @lennysan

54m ago

Open on X

My biggest takeaways from Rob Snyder, author of The Power of Pull: 1. Solving a pain point isn’t enough to get people to buy your product. Rob’s first startup checked all the classic boxes: hair-on-fire problem, a differentiated solution, and design partners using it daily. Yet he still spent two years pivoting aimlessly. Every prospect agreed it solved real problems, but none bought. 2. Rob’s "PULL" framework identifies four conditions that drive a buying decision: The buyer has a Project on their to-do list, and a reason it’s Unavoidable right now. They also have a List of options they’ve considered, each with Limitations that leave them stuck. That person is a “coiled spring,” desperate to find a product to buy. 3. The right cold outreach message needs to be interesting, not persuasive. Its only job is to get someone to take the call. Rob calls this “founder magic” outreach. One startup’s entire message was: “Hey, Snoop Dogg invested in us, and I thought you’d find it interestin…