PDF Download The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you, by Rob Fitzpatrick
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The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you, by Rob Fitzpatrick
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The Mom Test is a quick, practical guide that will save you time, money, and heartbreak.
� They say you shouldn't ask your mom whether your business is a good idea, because she loves you and will lie to you. This is technically true, but it misses the point. You shouldn't ask anyone if your business is a good idea. It's a bad question and everyone will lie to you at least a little . As a matter of fact, it's not their responsibility to tell you the truth. It's your responsibility to find it and it's worth doing right .
� Talking to customers is one of the foundational skills of both Customer Development and Lean Startup. We all know we're supposed to do it, but nobody seems willing to admit that it's easy to screw up and hard to do right. This book is going to show you how customer conversations go wrong and how you can do better.
- Sales Rank: #153826 in Books
- Published on: 2013-09-10
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .31" w x 5.50" l,
- Binding: Paperback
- 136 pages
About the Author
Rob is a tinkerer and tech entrepreneur who has been driving perfectly good companies out of business since 2007. Previously a shy techie and official winner of the World's Worst Salesperson award, he picked up quite a few bumps & bruises learning to talk to customers. The lessons are here, boiled down into practical, actionable tips based on extensive work with early stage companies through foundercentric.com.
Most helpful customer reviews
9 of 9 people found the following review helpful.
I wish I wrote the book, because I would be so proud
By Hampus Jakobsson
When you have an idea that is great (inside your own head) you really want to go out there and get more positive feedback to build the idea further. Yes, positive feedback. The idea is a good one. So all those people saying "Not interesting" or "Yeah, but.." are not the ones we want to meet, but the ones saying "Yes! I love it! I would buy it when it is out!". It took me a while to learn that those are the worst kind. The negative feedback you can learn to receive, listen to, and ask "why?" and dig deeper and these people are really rewarding. The problem is the nasty ones that "don't want to hurt your feelings" or just want you to stop bothering them. And the best way to get you silence is to say that the like it - or even better say they love it. Then you will not ask anything more and go home with a smile. But they just want to get rid of you. This is the problem The Mom Test helps you solving.
I have always been interested in people and what they think and love ask people questions. I have built a company which was required for $150m and I did 99% of the customer development and problem discovery. I have taken a course in open questions as an interview format. BUT STILL - I find myself tricking myself by not asking people the right questions.
I loved The Mom Test and have recommended it to tons of people. Heck - I wish I would have written the book!
When you ask to get feedback thing:
1. Tell me about the last time you X
2. What went wrong - explain more?
3. What are the consequences?
4. What tools/processes/etc do you use today and why is that not working?
And - the book is worthwhile reading even if you are not building a product (even if it should be mandatory in every "entrepreneurship eduction"), but just want to learn how to listen and make conversations less about you and learn something every time you talk to someone.
6 of 6 people found the following review helpful.
What you really need to know from your customers - why and how
By Prash
The Mom Test is exactly what I needed at exactly the right time. It's a complete guide to real customer understanding. I'm a first time entrepreneur starting up a web based social travel and language website. I've done a lot of research on idea validation and customer development, but none have been as easy to understand, useful, comprehensive, straight forward and eye opening as this. Let me explain.
As a founder I was very confident with my business idea from feedback I had got from friends and acquaintances. Who isn't? Based on what I was asking, who I was asking and how I was asking it, I had no reason not to be (blindly) confident. But I still had some lingering doubts that my target market might not feel the same way. Then Rob released this book and I snapped it up. I've taken a course run by him in the past so I knew he was a guru on the topic.
While reading it I soon realised that my approach was completely wrong and was only going to give me responses I wanted to hear, that were not a true reflection of what people actually thought. Useless, and it easily could have taken me down the wrong path.
The Mom Test explained exactly what I was doing wrong and why, with easy to understand examples. Then it gave me a step by step process of how to have real conversations with the right people to get relevant information, with reasoning behind each part of the process. I'm still learning, but now my conversations are far more real and give me useful information.
The most interesting thing is that before reading this book I had no idea how badly I was conducting my customer research. And I doubt it's just me because what I was doing seemed to be ok and made some sort of sense. The real value of this book is in the right way to do it, which is probably not what you would think.
Finally, I would say this book is a must read for early stage businesses as well as later stage businesses that want a deeper understanding of their customers.
Ps. Thankfully, now I'm even more confident with my business.
6 of 7 people found the following review helpful.
Discover The Truth
By W. Goodwin
Wow. This book created a paradigm shift in my understanding of how to ask good questions. I have a better understanding on how to write meaty questions. This book has leveled up my ability to conduct proper customer interviews.
Rob manages to discuss not only what questions are good or bad, but why. He uses great example business ideas which are easy to understand. Frames the examples with bad questions and explains in great length why they will lead us to false truths. He discusses our need for validation and how it outpaces our primary goal of gathering good data.
130 pages and I don't believe a drop of it was wasted. Streamlined and ended with a cheat sheet. Before buying I was skeptical of the $30 price tag; after reading, I understand that the price equates to the quality.
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