Why Jargon like Mafia Offer Matters

Why I Won’t Stop Using the Jargon but ... he had a point!

“Can you just say that in plain English?”

This was a piece of feedback I got recently — fair, honest, and from someone I respect.

It came from a fellow entrepreneur who I've been exposing to the frameworks and tools we use inside AREA 81 to help entrepreneurs go from uncertainty to traction.

He was reflecting on how some of the language we use — terms like Lean Canvas, Mafia Offer, or Concierge MVP — might sound like jargon ... but so are terms like dry powder, LLMs, regenerative agriculture, kleenex, google it and escalator. So, not introducing jargon or "dumbing it down" is not the answer. This is jargon that is used in certain industries, methodologies and in some cases have become mainstream. Using and knowing the jargon actually, in part, qualifies you as competent.

But, he is right about one thing: If we don’t explain the terms clearly and contextually for those unfamiliar with the term they could be considered unnecessary. And, that's why I've written this.

Because what might seem like buzzwords are actually critical levers in the early-stage playbook — and watering them down doesn’t help anyone.

But, I need to get better at normalizing this jargon! Thank you Sean for this invaluable and constructive feedback. Note to Chris: put your ego aside.

🛠️ Jargon ≠ Unnecesary

Here's my push back to not using jargon. The problem isn’t “jargon.” It’s unexplained jargon and that was Sean's point.

I wouldn’t ask a regenerative agriculture expert to stop using the term BMP (Best Management Practice). Or ask someone in AI to stop saying LLM (Large Language Model) just because not everyone knows what it means yet. Or, when raising a seed round to not know what "dry powder" means.

These terms exist because they encapsulate specific, tested, repeatable methods. Or, in some cases they are shortcuts or labels like LLM (large language model).

So are the ones we use at AREA 81.

At AREA 81 we run entrepreneurs and their ventures using the Continuous Innovation Framework — a system developed and battle-tested by Ash Maurya and the LEANSTACK community.

And like any robust system and methodolgy, it comes with its own language, including:

• Lean Canvas: Our one-page business model

• Concierge MVP: The no-code, high-touch version of your solution

• Wizard of Oz MVP: Fake the tech, test the behavior

• Mafia Offer: An offer so good your customer would feel foolish saying no

If I called these just a business plan or “early experiments” or “special offers,” I’d be stripping out the nuance — and frankly, sending founders backward.

Feedback Accepted. Improvement Made.

Sean, if you’re reading this — thank you for the push. You weren’t asking me to dilute the craft — you were asking for a better way in. A clearer path. A bridge. A way to engage with new concepts without already speaking the language. And that’s fair. It’s on me to make these powerful tools more accessible, understanable and relevant... not more generic.

That's something I owe every member of AREA 81 and Mi6 clients.

So, here's a list of the 7 offer types founders can consider using for their startups and new products and solutions they are launching.

7 Real Offer Types — And When To Use Them

These aren’t theory. These are the actual ways startups test ideas, trigger adoption, and find product/market fit.

Each one is a distinct tool, with a time and place in your startup or product launch journey.

1. Teaser Page

Purpose: Test if people resonate with your value proposition

Real Example: Superhuman

They launched with a beautiful teaser page and a waitlist. That’s it. It worked — because the messaging was laser sharp and exclusive.

2. Concierge MVP

Purpose: Manually deliver value before you build

Real Example: Zappos

Founder took photos of shoes in stores, posted them online, and hand-delivered purchases. It proved that people would buy shoes online.

Wizard of Oz MVP

Purpose: Fake automation. Test user behavior.

Real Example: Magic

Text a need, get a result. Users didn’t know it was all humans behind the curtain. It validated the experience before scaling operations.

4. Mafia Offer

Purpose: Create a no-brainer, too-good-to-refuse switch offer

Real Example: Drift“

We’ll get you 100 conversations with qualified leads. Pay us only if we deliver.” Sales leaders jumped at it.

5. Early Access / Limited Time Offer

Purpose: Drive urgency, filter early adopters

Real Example: Clubhouse

The invite-only launch drove massive demand and a FOMO (fear of missing out) effect — allowing the team to control growth while refining the product.

6. Free Trial / Freemium

Purpose: Let the product prove its own value

Real Example: Canva

A free design tool with quick time-to-value. Upgrades came once users were hooked.

7. Pre-order Offer

Purpose: Prove demand before building

Real Example: Pebble Smartwatch

Over $10M in Kickstarter pre-orders before shipping a single unit. Pre-orders validated the concept and funded development.

So Which One Is Right for You?

It depends.

Ask:

• What’s the riskiest assumption in your business right now?

• Do you need to prove demand, value delivery, or switching behavior?

• Can you simulate your solution manually before building it?

At AREA 81, we guide and coach founders how to answer those questions in 90-day sprints. We help them match the right offer type to the right stage, and we pressure-test those offers with real prospective and existing customers. Learn more about AREA 81 here.