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The quick and easy handbook about how to get more learning and more sales out of your customer conversations.
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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. Originally a programmer far more comfortable behind a screen than in a meeting, he was forced into figuring out enterprise sales at his first startup, where he learned that it's not as straightforward as the books tend to claim. Over the past few years, he's also worked with thousands of other entrepreneurs and investors to help them learn the same skills and lessons that were originally so difficult to discover.
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Read reviews that mention mom test must read easy to understand years ago quick read potential customers talking to customers useful information wow book last time great book ever read practical advice love this book way to get book gave business idea reading this book book is a must book on how to get.
Top Reviews Most recent Top Reviews. There was a problem filtering reviews right now. Please try again later. Stopped reading. Went to Amazon and bought it. Format: Kindle Edition Verified Purchase. I'm being serious. It's the first time I ever do that. I've read tons of fantastic and game changing books, but it has been a while since I have read something that buffeted me on the face.
I've failed 3 personal startups, They all died in the MVP phase. Even though I did "customer discovery". I can't believe how biased I was when I was asking questions. I mean, I was taught to ask open ended questions. And I did. What I didn't know was that even open-ended questions can be bad. Do you like this? How much would you pay for this?
I thought those questions were valuable, that while it wouldn't create commitment, it would give me some sort of idea. Heck, even telling people about your idea can be bad. The right thing to do is to uncover whether the idea is worth pursuing by digging into the other person's mind, and qualifying them before proceeding.
This has been eye-opening, and I would like to thank Rob Fitzpatrick The author for this amazing piece of practical content. I haven't finished reading it, once I do, I'll keep tabs on it and probably read it again, and again, and again.
I"ll use this as a handbook for future customer discoveries, and will develop a series of paths while talking with people. Format: Paperback Verified Purchase. 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.. 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? 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 taken a course in open questions as an interview format. 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? What are the consequences? 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.
I read a lot of stuff regarding user interviews. Most of the stuff out there is heavy on theory and not on application. It'll go over what you should be doing but not HOW.
Some things that I took for granted asking grounded questions over generic ones, eg When was the last time you bought a cookbook vs when do you buy cookbooks gives way better answers were really hammered in. MUST read. Top of the list. Loved this book.
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Mom Burnout: Strategies to Help You be a Happier Mom Again
You can change your ad preferences anytime. Summary of 'The Mom Test' v2 Upcoming SlideShare. Like this presentation? Why not share! Customer Development - Entrepreneur Embed Size px. Start on. Show related SlideShares at end. WordPress Shortcode. Published in: Business , Self Improvement. Full Name Comment goes here. Are you sure you want to Yes No. An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer that is used solely as a reading device such as Nuvomedia's Rocket eBook.
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Introduction Dr. You still need to read other books for the whole story. All content is taken from the book. Agenda Introduction What is the problem? To whom to talk? Use your data Summary 6 Prof. People try to be nice. Therefore they lie in your face without realizing it. Bad data is worse than no data. Do you have 5 minutes?
Mom: Of course, dear … You: You like your iPad and use it a lot? Mom: I love cookbooks, sounds nice. Does it come with vegan recipes? Or something special for Xmas? I use it to check email on the sofa. You: Would you buy a cookbook app? Well, I have plenty of cookbooks. I never bought an app. Let me try to change the subject. For what? Have you ever used it in the kitchen? Have you ever bought an app? For how much? Do you use your cookbooks? Is there anything you dislike about them? What was the last cookbook you bought?
What to Ask? Important Questions Good Imagine your company failed. Why did it fail? So you ask bogus questions. How to Frame the Conversation? Bad Customer Development advises to have 3 meetings: 1 the first about the customer and their problem 2 the second about your solution 3 the third to sell a product That takes a lot of time.
Always have your best 3 questions in your mind 13 Dr. How to Introduce Your Idea? Indirect Good A colleague told me and idea I read somewhere Bad I About what to talk? Why do you bother? What are the implications? Talk me through the last time that happened. Talk me through your workflow.
What else have you tried? Where does the money come from? Who else should I talk to? What would that let you do? How are you coping without it? Do you think we should push back the launch to add that feature, or is it something we could add later?
Advancement — They are moving to the next step of your real-world funnel and getting closer to a sale. Commitments Time Clear next meeting with known goals Sitting down to give feedback on wireframes Using a trial themselves for a non-trivial period Reputation risk Intro to peers or team Intro to a decision maker boss, spouse, lawyer Giving a public testimonial or case study Cash Letter of intent non-legal but gentlemanly agreement to purchase Pre-order Deposit 19 Dr.
Good meeting or bad meeting? I love it! Let me know when it launches. To Whom To Talk? Choose your customers Find your customers Cold Contact Getting too many different results? Go back and choose a smaller customer segment.
Warm Intros 24 Dr. How to choose a sub-segment: Why do they want it? What is their problem or goal? Does everyone in the group have that motivation or only some of them? Within this group, which type of this person would want it most?
Find your customers For each customer segment: What are these people already doing to achieve their goal or survive their problem? Where can we find our demographic groups? Where can we find people doing the above workaround behaviors? Step 1: Finding initial conversations Cold calls — 2 out of will talk to you Serendipity — there are often cool people already around you Find a good excuse I do my PhD on ….
Summary Prepping Segment your customers What do we want to learn?