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Don’t ask people if you have a “good idea.” Everyone will lie to you.
If you’re doing any kind of customer research, you should immediately stop whatever you’re doing & read The Mom Test by @RobFitz.
Read it recently, so wanted to share a few takeaways
If you’re doing any kind of customer research, you should immediately stop whatever you’re doing & read The Mom Test by @RobFitz.
Read it recently, so wanted to share a few takeaways
What is The Mom Test?
It’s a framework that teaches you to ask questions that not even your mom could lie about. Questions should focus on:
Learning about their life instead of your idea
Specifics abt the past rather than opinions about the future
Talk less, listen more!
It’s a framework that teaches you to ask questions that not even your mom could lie about. Questions should focus on:
Learning about their life instead of your idea Specifics abt the past rather than opinions about the futureTalk less, listen more!
1/ Bad customer interviews aren’t just a waste of time. They’re incredibly dangerous.
Bad customer interviews convince you that you’re on the right track.
Armed with the wrong insights, you’ll build the wrong product and waste years building something that no one wants.
Bad customer interviews convince you that you’re on the right track.
Armed with the wrong insights, you’ll build the wrong product and waste years building something that no one wants.
2/ Your goal is to find the truth - not to validate your idea.
Being wrong is frustrating.
But each time you’re wrong, you save time and are potentially closer to figuring out the right idea.
Being wrong is frustrating.
But each time you’re wrong, you save time and are potentially closer to figuring out the right idea.
3/ Preparation matters. You get out what you put in.
Before you sit down for an interview, have a list of the 3 most important pieces of info you want to learn.
If you map out a plan, you’ll ask better questions. Full stop.
Before you sit down for an interview, have a list of the 3 most important pieces of info you want to learn.
If you map out a plan, you’ll ask better questions. Full stop.
4/ Start every convo with the proper framing
“Thanks for taking the time. I’m trying to make it easier to order X. We’re just starting and I want to make sure we’re building something that helps. We’re not sure how everything works yet and I thought you'd be able to help."
“Thanks for taking the time. I’m trying to make it easier to order X. We’re just starting and I want to make sure we’re building something that helps. We’re not sure how everything works yet and I thought you'd be able to help."
5/ Ask good questions. Good questions are specific and focused. Here are some I love from the book:
How do you currently do X?
Where did you find out about Y?
Can you talk me through the last time you did Z?
What have you tried?
How much do you pay to solve this?
How do you currently do X? Where did you find out about Y? Can you talk me through the last time you did Z? What have you tried? How much do you pay to solve this?
6/ Bad questions lead to bad answers. Bad answers stop you from building something ppl love. Avoid leading questions like:
Do you ever X?
Would you ever do Y?
What do you usually do about Z?
Could you see yourself…
You should deal in facts - not hypotheticals.
Do you ever X? Would you ever do Y? What do you usually do about Z? Could you see yourself…You should deal in facts - not hypotheticals.
7/ Do not go into “pitch mode.”
Your goal is to get 100% pure, raw, real customer feedback.
If you slip up and start talking about your idea, say, “Ah sorry. I got excited & started pitching.”
And quickly move on to the next question.
Your goal is to get 100% pure, raw, real customer feedback.
If you slip up and start talking about your idea, say, “Ah sorry. I got excited & started pitching.”
And quickly move on to the next question.
8/ Good research can’t singlehandedly make your company successful.
But bad research can send you on a wild goose chase and sink the ship before you’ve left the harbor.
Idk @RobFitz personally, but I’ve learned so much from him in just a few hours and highly recommend his book.
But bad research can send you on a wild goose chase and sink the ship before you’ve left the harbor.
Idk @RobFitz personally, but I’ve learned so much from him in just a few hours and highly recommend his book.
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