Don’t Make Your AI Feature the Reason People Should Care (Do This Instead)
Don’t sell the feature. Sell the fix. “We’re AI-powered” won’t make it stick.
Hey, it’s Wadnes.
Welcome to my weekly newsletter, where I share insights on go-to-market strategy, achieving product-market fit, and how startup founders and marketers can use cultural insights as a growth lever to stand out, compete, and win customers.
Enjoy this week’s post.
Read Time: 5 minutes
My first time at #NYTechWeek
Last week I sat down at a private dinner with smart, passionate founders building some seriously cool stuff. Thanks to Goodie Nation for sponsoring the dinner.
As intros went around, I noticed a pattern.
“We’re an AI-powered X…”
“We use AI to automate Y…”
“It’s basically ChatGPT for Z…”
The problem?
Everyone led with features.
Almost no one spoke about the problem they were solving, who it was for, or the real-life result they promised (they eventually did but they didn’t lead with it).
Founders weren’t pitching to connect.
They were pitching to sound impressive.
Leading with Features Makes you Forgettable
1. Features Don’t Sell. Outcomes Do.
Saying you’re “AI-powered” doesn’t tell me:
Who it’s for
Why it matters
What it actually helps me do
Tech flexing is a shortcut to confusion.
Buyers don’t care how it works.
They care what it fixes.
2. Use the PPP Formula
Want a pitch that sticks? Here’s a framework I used to quickly explain what I do to build stronger connections when networking.
Problem – What pain are you solving?
Promise – What change do you make possible?
Proof – What traction, story, or example shows you can deliver?
This shifts your story from what you built to why it matters.
3. Speak to the Community (Not the Persona)
“This is for Gen Z creators.”
“It’s built for HR leaders.”
That’s surface-level.
Instead:
Tap into shared struggles. Inside jokes. Frustrations. Identity.
Speak like you get them (not like you studied them).
That’s what builds trust.
Your pitch should pass the grandma and 3rd-grader test
If your grandma or a 3rd grader can’t understand why your pitch matters,
it’s not clear enough. It’s not compelling enough. And it’s definitely not ready.
Ditch the jargon
Lead with the pain
Make your message feel like a mirror
Because the best founders don’t lead with AI. They lead with why it matters.
When You’re Ready Here’s How I Can Help
Take my free 2-minute Culture-Market Fit Quiz to find your biggest growth gap and get a product launch checklist to attract, convert, and scale your product.