Compliments are not data

A compliment feels like progress and contains nothing.

"That sounds great" tells you the person is polite. "I'd definitely buy that" tells you they are polite and imaginative. Neither tells you they have the problem, or that they have ever spent money or time trying to solve it.

The test: could this response have come from someone who has never had the problem? If yes, you have learned nothing.

What counts instead:

  • A specific story about the last time it happened
  • Money already spent on a workaround
  • Time already spent on a workaround
  • An introduction to someone else with the same problem

Everything else is noise you will later mistake for a signal.

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