value-prop-that-converts

# The value prop that converts > "Better" is sloppy thinking. Better how, along what dimension, by how much, proven by whom? Developers test every claim you make. Give them numbers or give them nothing. **Use this when:** your value prop contains puffery, your claims aren't attributed, or you're trying to make one sentence do the job of two audiences. ## The core idea Developers have a finely tuned BS detector and they *will* verify you. Specificity is credibility. Every strong dev value prop is: **specific + provable + spoken in their language.** ## Framework: the value-prop rules (Frankl) 1. **Never say "better."** Say better *how*, by *how much*, versus *what*. 2. **Time savings must be specific.** ❌ "saves developer time" · ✅ "8× faster builds, 2 hrs → 15 min" (attributed). 3. **Two kinds of time, speak to both:** - **Chronos** (Alpha Dev): clock hours saved per week. - **Kairos** (Empowered CTO): calendar time, weeks off a release cycle, competitive edge. - The same product must land both. *"Release fast or die"* worked for developer *and* CTO. 4. **Every claim needs proof.** A demo is the *weakest* proof (ideal conditions). An **attributed testimonial** (name + title + company + number) is the strongest. Anonymous quotes are assumed invented. 5. **Sell the category, not the solution.** Talk about the problem and the need for "a tool like this"; don't proactively pitch features; it trips developer defenses. 6. **Never "pleased to announce" / "excited to sh...