- Paperback: 136 pages
- Publisher: CreateSpace Independent Publishing Platform; 1 edition (September 10, 2013)
- Language: English
- ISBN-10: 1492180742
- ISBN-13: 978-1492180746
- Product Dimensions: 5.5 x 0.3 x 8.5 inches
- Shipping Weight: 2.1 ounces (View shipping rates and policies)
- Average Customer Review: 55 customer reviews
- Amazon Best Sellers Rank: #48,114 in Books (See Top 100 in Books)
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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 1st Edition
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About the Author
Rob is a tech entrepreneur of 10 years, obsessed with the question of how to get better information from customers before we've committed to building everything. 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. He's raised funding from YCombinator and other top investors in the US & UK, has built products used by brands like Sony and MTV, and has bootstrapped profitable businesses with not outside investment. 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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Showing 1-8 of 55 reviews
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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.
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.
Rob really walks you through good examples and why they do/don't work out well. 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. This is coming from someone that reads user interviews/books/startup business procrastination books all the time.
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. WRONG.
Heck, even telling people about your idea can be bad. Because people wouldn't be 100% honest with you. 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.
Rob lays out all the pitfalls of doing market research and finding a product fit that we've all faced as we try to get ventures off the ground. He then provides the step-by-step outline on how to do it properly, making it copy-and-paste simple to implement.
Don't sweat the price of the book as I'd pay $250 for it now if I had to since it's given me a massive shortcut on dialing in the features in our SaaS app.