Forget the fancy waitlist.
If you want proof … not promises – then, pre-sell your B2B or AI Startup Solution before you build it.
Because in reality – it doesn’t matter whether you have 5, 50 or 500 names on your waitlist, these demonstrate curiosity only, not commitment.
Revenue, in your case should be considered the real validation, not a signup form.
Let’s look at what the some of the best did differently …
For example …
Superhuman: Sold beta access at $30/month while still in testing mode – to prove that their early adopters cared enough to pay and give feedback.
Pebble: Raised $10.3M in pre-orders on Kickstarter (the crowdfunding platform) before a single smartwatch shipped.
And that’s just naming a few.
Each one proved demand first, then built around it.
So, how do you pre-sell your offer?
1️⃣ Start simple.
Build a clickable prototype in Figma, Notion, Lovable or even PowerPoint.
2️⃣ Talk to 5 real prospects.
And truly explore their pain-points, challenges and what they have tried previously to solve the problem!
3️⃣ Stretch the gap
Understand where they’re currently at, and where they want to be and what it would be like to reach that outcome.
4️⃣ Then if (and only if) there is a fit
Naturally lean in to the solution, and check-in with them – “If this existed today, would you pay for it?” or even if you feel comfortable “how much do you think a solution like this is worth?”
If the answer’s yes – that’s one signal, if they give you a $ figure – even better!
If you’re having trouble taking step 4, then think about reverse engineering the solution, based on the potential time, money or effort it could save your counterparty.
My KEY point is this – Stop collecting emails and start collecting evidence.
Because pre-selling isn’t just about cash – it’s about clarity.
The kind that turns assumptions into traction and building a real B2B startup.
Know a B2B or AI founder who needs to hear this? We’d love it if you could share it with them.
Plus, for more daily B2B AI sales insights – follow us on LinkedIn @ Founder Sales Lab or Instagram @ Founder Sales Lab.
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