The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you

Until we get specific, it always seems like a good idea.

Being pitchy is the dark side of the “seeking approval” coin. Instead of inviting compliments by being vulnerable, you’re demanding them by being annoying.

As always, think in terms of currency. What are they giving up to try it out? If your trial is too “cheap”, you can try to increase its cost.

terms of mindset, don’t go into these discussions looking for customers. It creates a needy vibe and forfeits the position of power. Instead, go in search of industry and customer advisors. You are just trying

Rule of thumb: While it’s rare for someone to tell you precisely what they’ll pay you, they’ll often show you what it’s worth to them.

Talking is one of the big aspects of Customer Development, but shouldn't be confused with the whole process.

You can teach at conferences, workshops, through online videos, blogging, and by doing free consulting or office hours.

own the problem, you own the solution.

You shouldn’t ask anyone whether your business is a good idea.