What reassures a first-time buyer

• Diagnostic question

  How customers pay

  revenue model question

  Finds the revenue model, which decides whether paying should wait for a habit or is itself the value event.

• Diagnostic question

  Weekly sign-ups or orders

  traffic volume question

  Sizes the traffic at the step that matters, which decides whether a standard A/B test can read in time or small-sample designs apply.

• Diagnostic question

  The key action at each stage

  desired actions question

  Names the one action wanted from users at each lifecycle stage, so every lens rates the right behavior.

• Diagnostic question

  Runway and revenue priority

  cash mode question

  Checks runway and whether revenue is the top metric, which can make paying co-binding with the main constraint.

• Diagnostic question

  Revenue components and NRR

  revenue retention question

  Reads recurring revenue components and 12-month net revenue retention, the revenue-side maturity signal.

• Diagnostic question

  Are commerce events logged per user?

  commerce tracking check

  Checks whether trial, subscription, refund and order events are logged per user, with cancel reasons and prices shown.

Sources

• Influence · Robert Cialdini

  Ch.4, p.98

Source IDs: INF-T-SP-12 · F07

Book content is paraphrased, never quoted at length. Last verified October 24, 2026.