Jesse Pujji explains why an NDA signature is a crucial filter for buyer interest. Use e-signature platforms like DocuSign to make it frictionless, then treat a refusal as a real signal: if they won't sign, they won't buy. The key is building these blockers into your sales process to avoid self-deception about prospect interest.
I have a milestone that is actually not a milestone for me. It's a milestone for our customer, which is getting an NDA signed. I don't actually care if they do it. It doesn't matter when it happens for us. We've had NDAs signed after we've gotten a PO. It just has to happen for them as long as before we come to site. How do you handle a milestone like that?
I would make it easy to sign an NDA, like put it in DocuSign or something like that. But like, it's a very basic indication of interest. Like if you can't get them to sign an NDA, how the hell are you going to get them to do anything else? This is another sort of Jesse's Get Rich Slow principles of sales. The biggest risk for all of us is we lie to ourselves about someone being interested. Every entrepreneur does it and you're like, oh no, no, they really want this. And then, and you actually want to find ways to keep yourself honest. Putting up blockers in your sales process is actually really important. Filters are important.
