uunfold.cx

book · 2013

The Mom Test

by Rob Fitzpatrick

#Customer Discovery#Psychology & Persuasion

In a nutshell

How to talk to customers without getting fooled by polite lies. Ask about their real past behaviour, not their opinion of your idea.

Best for: Anyone about to interview potential customers.

# validation
Get the book Official page

Quotes & ideas we use

Quote
“Talk about their life instead of your idea. Ask about specifics in the past instead of generics or opinions about the future. Talk less and listen more.”
— Rob Fitzpatrick, The Mom Test
Key idea (paraphrased)
Compliments, hypothetical promises and vague enthusiasm are not data — commitments are.
— Rob Fitzpatrick, The Mom Test

Concepts from this book

Customer discovery

Go and talk to real potential customers to check that the problem you want to solve actually exists.

The Mom Test

Ask customers about their real life and past behaviour — never 'do you like my idea?'.