How does the PULL framework define the mechanics of why a customer actually buys?
Replied byRob Snyder
Founder & CEO at Reframe
Niche: SaaS
Revenue: Not Publicly Disclosed/month
Location: Cambridge, Massachusetts, United States
Started: 2021
The PULL acronym breaks down into four sequential components: Project, Unavoidable, List of options, and Limitations. First, there must be a concrete project currently on someone's active to-do list. Second, that project must carry an unavoidable deadline or severe penalty for inaction. Third, the buyer has an existing list of workarounds they are using. Fourth, those options have severe limitations that leave the buyer stuck and eager for an immediate alternative.
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