Mom Test Intro
71
How to talk to customers when everyone is lying to you @robfitz
Transcript of Mom Test Intro
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
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❞Us
Do think it’s a good idea?
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❞Us
Do think it’s a good idea?
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❞Us
Would you buy a product which solved this problem?
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❞Us
Would you buy a product which solved this problem?
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❞Us
How do you currently deal with this problem?
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❞Us
How do you currently deal with this problem?
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❞Us
Talk me through the last time you had this problem
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❞Us
Talk me through the last time you had this problem
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❞Us
How much would you pay for this?
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❞Us
How much would you pay for this?
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❞Us
How much money does this problem cost you?
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❞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
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❞Claudia
Sounds great. I love it!
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❞Claudia
Sounds great. I love it!
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❞Jeremy
Brilliant -- let me know when it launches!
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❞Jeremy
Brilliant -- let me know when it launches!
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❞Jeremy
There are a couple people I can intro you to, when you’re ready.
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❞Jeremy
There are a couple people I can intro you to, when you’re ready.
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❞Claudia
I would definitely buy that!
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❞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
