The Physics of Startups The Demand Audit
Oct 17, 2025
Explore what to do when demand is lukewarm or unclear. Distinguish between demand problems and execution issues that can trip up founders. Discover the signs of true demand and how to listen for real interest rather than mere enthusiasm. Learn how to refine your target audience using unexpected interest insights. Get tips on fixing bottlenecks by communicating with lost prospects and understand the nuances between fast and slow deals. Finally, find out crucial steps on how to effectively conduct a demand audit.
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Demand Is Buyer Force Not Enthusiasm
- Demand means buyers apply force to change their status quo, not just express enthusiasm.
- Rob Snyder says you should seek customers who need no convincing and who pull the product toward them.
Demand Reduces Required Effort
- Fast-growing startups often work less hard because intense demand pulls them; slow teams push hard against weak demand.
- Rob Snyder advises to stop pushing where demand is absent and find where pull exists.
Pause And Map Their Pull Framework
- When a prospect reveals a surprising motivation, be curious and map their pull framework immediately.
- Then pitch only the smallest feature that clearly fits that specific pull.