How to talk to customers when everyone is lying to you

@robfitz

ROB FITZPATRICK

DEVIN HUNT

SALIM VIRANI

JORDAN SCHLIPF

So you have an idea

Maybe too far to jump

Talking to customers helps

Ask good questions which pass

The Mom Test

Learn Confirm

q

❝

❞Us

Do think it’s a good idea?

❝

❞Us

Do think it’s a good idea?

❝

❞Us

Would you buy a product which solved this problem?

❝

❞Us

Would you buy a product which solved this problem?

❝

❞Us

How do you currently deal with this problem?

❝

❞Us

How do you currently deal with this problem?

❝

❞Us

Talk me through the last time you had this problem

❝

❞Us

Talk me through the last time you had this problem

❝

❞Us

How much would you pay for this?

❝

❞Us

How much would you pay for this?

❝

❞Us

How much money does this problem cost you?

❝

❞Us

How much money does this problem cost you?

People lie to us for a bunch of reasons

People lie to us

1.We exposed our ego and they’re being nice

2.We’re being pitchy and they’re getting rid of us

Bad data is dangerous and must be fixed

Fix bad data

1.Deflect compliments 2.Anchor fluff 3.Dig beneath ideas 4.Google for trivia

The Mom Test for good questions

1.Talk about their life instead of your idea

2.Ask about specifics in the past

3.Talk less, listen more

Prep work: Top 3 things you’d love to learn from: > Customer > Investor or partner > Industry expert

Learn Confirm

❝

❞Claudia

Sounds great. I love it!

❝

❞Claudia

Sounds great. I love it!

❝

❞Jeremy

Brilliant -- let me know when it launches!

❝

❞Jeremy

Brilliant -- let me know when it launches!

❝

❞Jeremy

There are a couple people I can intro you to, when you’re ready.

❝

❞Jeremy

There are a couple people I can intro you to, when you’re ready.

❝

❞Claudia

I would definitely buy that!

❝

❞Claudia

I would definitely buy that!

Ask for more than opinion

Time / Money / Reputation

Making your life easy

1.B2E? Advisory board 2.B2C? Events

Question

1.Past week’s progress 2.Current problems 3.Learning goal & plan

for this week

Making your life easy

1.B2E? Advisory board 2.B2C? Events 3.Personally email your first 1000 signups

i’m HERE TO HELP!rob@foundercentric.com @robfitz

More learning: momtestbook.com