startup validation

People know what their problems are, but they don’t know how to solve those problems

Trying to learn from customer conversations is like excavating a delicate archaeological site. The truth is down there somewhere, but it’s fragile. While each blow with your shovel gets you closer to the truth, you’re liable to smash it into a million little pieces if you use too blunt an instrument

The Mom Test: 1. Talk about their life instead of your idea 2. Ask about specifics in the past instead of generics or opinions about the future 3. Talk less and listen more It’s called The Mom Test because it leads to questions that even your mom can’t lie to you about. When you do it right, they won’t even know you have an idea.