Rob Fitzpatrick
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June 08, 1984
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The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you:
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The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you:
"Believe what they've done not what they said they'd do."
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The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you:
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“It boils down to this: you aren’t allowed to tell them what their problem is, and in return, they aren’t allowed to tell you what to build. They own the problem, you own the solution.”
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
“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: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
“The world’s most deadly fluff is: “I would definitely buy that.” It just sounds so concrete. As a founder, you desperately want to believe it’s money in the bank. But folks are wildly optimistic about what they would do in the future. They’re always more positive, excited, and willing to pay in the imagined future than they are once it arrives.”
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
“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: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
“It boils down to this: you aren’t allowed to tell them what their problem is, and in return, they aren’t allowed to tell you what to build. They own the problem, you own the solution.”
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
“Long story short, that person is a complainer, not a customer.”
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
“Some problems don’t actually matter.”
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
“The world’s most deadly fluff is: “I would definitely buy that.” It just sounds so concrete. As a founder, you desperately want to believe it’s money in the bank. But folks are wildly optimistic about what they would do in the future. They’re always more positive, excited, and willing to pay in the imagined future than they are once it arrives.”
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
― The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you

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