The Mom Test
- always know 3 things you want to be learning
- know what happens next after a meeting
- Pre-plan the 3 most important things you want to learn from any given type of person
- asking at least one question which has the potential to destroy your currently imagined business.
- recommending 3 separate meetings: the first about the customer and their problem; the second about your solution; and the third to sell a product.
- If you don’t know what happens next after a product or sales meeting, the meeting was pointless.
- "What else have you tried?"
- “When’s the last time this came up?”
- Turns out, it was pretty recent. That’s a great sign
- ask about what they already do now,
- "Who else should I talk to?"
watch out for
- avoid mentioning your idea, you automatically start asking better questions
- three types of bad data:
- Compliments Fluff (generics, hypotheticals, and the future)
- Attack generic answers like “I don’t buy cookbooks” by asking for specific examples.
- Dig into interesting and unexpected answers to understand the behaviors and motivations behind them.
- Ask how they currently solve X and how much it costs them to do so - How much does the problem cost them? How much do they currently pay to solve it?
- understand their goals.
- Some problems don’t actually matter
- You shouldn’t ask anyone whether your business is a good idea.
- It’s not a real lead until you’ve given them a concrete chance to reject you.
- you aren’t finding consistent problems and goals, you don’t have a specific enough customer segment.
- know your current list of 3 big questions
- you don’t know what you’re trying to learn, you shouldn’t bother having the conversation
- warning signs:
- You got an unexpected answer and it didn’t change your idea
- You weren’t scared of any of the questions you asked
- Watching someone do a task will show you where the problems and inefficiencies really
ask for help
- Vision / Framing / Weakness / Pedestal / Ask