> In the early days I would often let potential customers think we already had a feature they wanted and, if they signed, would come back to the team and say “w

> In the early days I would often let potential customers think we already had a feature they wanted and, if they signed, would come back to the team and say “we’ve got to build this before they launch!” There is much simpler solution. Just tell the customer you can have the feature in a short time, cost free. Tell them you value your relationship with them and you are always interested in making the product better with the feedback of the customer. Knowing they are able to develop a feature quickly is valuable. I know it just becomes a discussion about pricing and priorities. Knowing they can be honest is also valuable. It reduces the risk I have stumbled on another dishonest company that just looks perfect until you sign the contract. I worked with a lot of companies. I have dropped a bunch of them for lying to us because I am sick and tired of dealing with untrustworthy service providers. And if you keep lying about your features, guess what, you are bound to slip up be caught at some point.