Other Sellers on Amazon
Enter your mobile phone or email address
By pressing "Send link," you agree to Amazon's Conditions of Use.
You consent to receive an automated text message from or on behalf of Amazon about the Kindle App at your mobile number above. Consent is not a condition of any purchase. Message & data rates may apply.
Follow the Author
The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you Paperback – September 10, 2013
Explore your book, then jump right back to where you left off with Page Flip.
View high quality images that let you zoom in to take a closer look.
Enjoy features only possible in digital – start reading right away, carry your library with you, adjust the font, create shareable notes and highlights, and more.
Discover additional details about the events, people, and places in your book, with Wikipedia integration.
Enhance your purchase
Inspire a love of reading with Amazon Book Box for Kids
Discover delightful children's books with Amazon Book Box, a subscription that delivers new books every 1, 2, or 3 months — new Amazon Book Box Prime customers receive 15% off your first box. Learn more.
Frequently bought together
-- Simon Murdoch. Partner Episode1 Ventures
Recommended by world-class investors
-- Eric Migicovsky, Partner, Y Combinator
-- Carlos Espinal, Partner, Seedcamp
-- Connor Murphy, Venture Partner, TechStars
-- John Mullins, London Business School. Author of The New Business Road.
-- Dave Chapman, University College London
-- Emre Güney, Global Senior Lifecycle Manager, Skyscanner
"Had a great hour-long customer discovery call. Can't recommend the Mom Test enough. The questions got him talking SO openly without me having to do much. So far, best business book I bought."
-- Philipp Heuberger, Founder
"The Mom Test is amazing. I recommend it constantly and refer to it weekly."
-- Bryan Harris, Founder
"People ask me why I've been sharing The Mom Test so much. It's because it represents a "big idea" that every business person should know: "You can't trust what customers say they'll do in the future. You can only trust how they currently do things."
-- Justin Jackson, Founder
"Most business books are half fluff; this is not. It's 100% practical guidance. I was so impressed that I've been referencing it constantly in conversations with co-workers. It's a short, entertaining, and very-easy-to-apply read. Big thumbs up".
-- S.K., Founder
From the Author
- Publisher : CreateSpace Independent Publishing Platform; 1st edition (September 10, 2013)
- Language : English
- Paperback : 136 pages
- ISBN-10 : 1492180742
- ISBN-13 : 978-1492180746
- Item Weight : 5.9 ounces
- Dimensions : 5.5 x 0.31 x 8.5 inches
- Best Sellers Rank: #18,510 in Books (See Top 100 in Books)
- Customer Reviews:
Reviews with images
Top reviews from the United States
There was a problem filtering reviews right now. Please try again later.
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.
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 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.
Highly useful for product management and really cutting away the fat and the formality around customer interviews. Especially when it's a product that's been around and customers are quite familiar with it.
It's an easy tactic to adopt and get honest responses out of people.
By Adisa Amaechi on February 25, 2021
Top reviews from other countries
As the book says "every question we ask carries the very real possibility of biasing the person we’re talking to and rendering the whole exercise pointless."
And then "Bad customer conversations aren’t just useless. Worse, they convince you that you’re on the right path. They give you a false positive that causes you to over-invest your cash, your time, and your team."
Why is this?
Well it seems that the people you ask want to be nice and encouraging (and you want them to be too). This can create an accidental conspiracy where you get to hear what you WANT to hear and not what you NEED to hear.
This is vital to understand and the early part of the book is very strong in the way it highlights the problem and the dangers involved with careless questioning. You need to get to facts and the truth of their problems, not their opinions about your solution.
This is not a long book but I feel what is here is padded. The more I read, the less involved I was. There is a lot to learn from the book but I feel there is also a lot that could be in here that is missing. You need more structure to your questions.
I'm a fan of Jobs To Be Done as a concept for understanding customers and what they want when fixing a problem by buying a solution. This will help frame your questioning and help you develop your first minimum viable product (MVP).
I'm giving the book a 4 star rating. It is part of the answer within the entire lean start-up and product innovation subject but I feel the average entrepreneur is going to need to read much more widely before he or she is in a position to make best use of what's in here.
Paul Simister helps business owners who are stuck and frustrated, to get unstuck.
I've heard people raving about this book, and whilst it is pretty good, I was surprised at how short it was, and also even for being so short, how it basically repeated itself several times.
The tips were really handy and good though, including the Very Few Wizards Properly Ask for Help acronym I liked.