Behavior is the only answer that counts
The experienced founder starts at the outcome, not the solution. The question shifts from "do they have my problem?" to "do they already want this badly enough to act?" and that question only accepts behavior as an answer.
There are two ways to build: start with your solution, or start with your customer's outcome. The experienced founder starts at the outcome and asks one question: do they want this badly enough to act? "I'd use that" is an opinion, and opinions are free. Only behavior, switching, paying, committing, sticking their neck out, counts as an answer.
He had fifty-two "I would definitely use this." He showed me the spreadsheet. Names, dates, quotes. "Definitely." "Absolutely." "Where do I sign up?"
He launched. Zero of the fifty-two signed up.
"They lied," he said.
They didn't lie. They were being kind. "I'd use this" costs nothing to say. It's an opinion, and opinions are free.
The only question that matters is whether anyone did anything. Switched. Paid. Committed. Stuck their neck out.
A founder who collects opinions is collecting applause. A founder who collects behavior is collecting evidence. They feel similar and they are not the same. One of them pays rent.
Behavior is the only answer that counts. Opinions are free. Only behavior — switching, paying, committing — counts as evidence.