The common advice to conduct unbiased discovery interviews sounds logical but often fails. The truest way to validate an idea and understand customer needs is through the act of selling. This forces a concrete value exchange and reveals genuine demand in a way that hypothetical conversations cannot.

Many founders assume that identifying a customer's "pain point" signals a business opportunity. However, most people tolerate countless pain points without acting. True demand comes from an unavoidable, active project for which they are seeking a solution, not just a passive problem.

Most problems customers describe are "pain points" they won't act on. You can't distinguish these from real, actionable demand ("pull") through interviews alone. The only true test is presenting a viable solution and attempting to sell it. Their reaction—whether they try to pull it from you—is the only reliable signal.

Never start a business without first validating demand by securing commitments from at least three initial clients. This strategy ensures immediate revenue and proves product-market fit from day one, avoiding the common trap of building a service that nobody wants to buy.

Internal debates and market studies are noise. The clearest signal to build a new product is when a potential customer explicitly states they will pay for a simplified solution to a complex problem. This removes ambiguity and confirms a genuine, urgent need.

Replace speculative feedback from discovery calls with a process that would be "weird if it didn't work." First, get strangers to pre-pay for a solution. Then, deliver it manually. This confirms real demand (payment) and validates the solution's value (retention) before writing code.

Instead of asking for general feedback, Decagon's founder systematized ideation by pressing potential customers on exactly how much they would pay, who approves the budget, and how they would justify ROI. This filters out weak ideas and provides strong commercial signals.

Validate market demand by securing payment from customers before investing significant resources in building anything. This applies to software, hardware, and services, completely eliminating the risk of creating something nobody wants to buy.

A powerful, low-cost way to validate demand is to cold message thousands of potential users on platforms like Facebook groups. Crucially, ask for a small payment upfront (e.g., $20). This filters out polite but non-committal interest, providing a strong signal of genuine need and willingness to pay.