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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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4.45  ·  Rating details ·  4,007 ratings  ·  499 reviews
The Mom Test is a quick, practical guide that will save you time, money, and heartbreak.

They say you shouldn't ask your mom whether your business is a good idea, because she loves you and will lie to you. This is technically true, but it misses the point. You shouldn't ask anyone if your business is a good idea. It's a bad question and everyone will lie to you at least a l
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Paperback, 134 pages
Published September 10th 2013 by CreateSpace Independent Publishing Platform
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Mohamadreza Pourahmad بعد از خوندن این کتاب دید خیلی خوبی پیدا میکنید برای پرسیدن سوال های مناسب از مشتری های محصولتون، خوب یا بد بودن ایده هاتون رو میتونید با سوال های منا…moreبعد از خوندن این کتاب دید خیلی خوبی پیدا میکنید برای پرسیدن سوال های مناسب از مشتری های محصولتون، خوب یا بد بودن ایده هاتون رو میتونید با سوال های مناسبی متوجه بشین.
یاد میگیرید که با تعریف های خوب از ایده و کارتون بی جهت هیجان زده نشین
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Average rating 4.45  · 
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Start your review of The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
Michael Dubakov
Outstanding book!

Main lessons learned:
1. Don't pitch your ideas to customers
2. Learn facts. Dig and ask more questions till you have exact facts and data
3. Don't mention your solution
4. Don't listen to opinions, collect facts and pain points instead
5. Compliments means nothing. Really nothing. Deflect them and dig deeper.
6. You can’t learn anything useful unless you’re willing to spend a few minutes shutting up
7. If you don’t know what happens next after a product or sales meeting, the meeting
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☘Misericordia☘ ⚡ϟ⚡⛈⚡☁ ❇️❤❣
Either really good or dismally bad. Not sure which one.
Easy read. Some ideas that could sometimes be useful. Or not.

Q:
Trying to learn from customer conversations is like excavating a delicate archaeological site. The truth is down there somewhere, but it’s fragile. (c)
WhatIReallyRead
Oct 28, 2017 rated it it was amazing
Recommended to WhatIReallyRead by: teachers at my Digital&Product Marketing class
This book is amazing!

I recommend it to everyone who builds products, talks to customers, works in startups or has the desire to sell any ideas/products they came up with or made.

Why I loved it:

- it's a how-to book that offers concrete methods and tools to solve problems on tour path to a new product with an audience;
- it is full of specific examples of good and bad approaches, and reasons why a certain approach is good or bad;
- it is easy to read, short and funny - a real delight to spend your t
...more
Cat
Mar 24, 2017 rated it really liked it
This book is about having conversations with potential customers to see if your business is a good idea. It is not written by a UX guy, but someone from tech startups who has learned through mistakes. In some places it's a bit beginner, but it's fun to read, not pretentious, and at times laugh out loud funny. It's a good reminder of the basics and packed full of example dialogues. I actually put down the book I was working on to read this one and devoured it in part of a day.

It starts with a goo
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Andriy Bas
May 05, 2019 rated it it was amazing
Shelves: business
The best book for Customer Development I've ever seen!
Must-read for all CEOs, founders, Product Managers, and User Researchers!
My notes, in case you need: https://www.notion.so/uptechteam/The-...
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Martin Brochhaus
Jun 08, 2019 rated it really liked it
It’s nice.

Maybe the only downside is, even though it is a super short book, it is still extremely repetitive: 40% of the book is the exact same message:

“DON’T PITCH! Ask about THEIR lives, their problems, their current solutions/workarounds”.

However, given how easy it is to fall back into "pitch mode", maybe it is worth hammering that message into my brain.

We are about to launch a new product soon at my company and we do have an extremely narrowly segmented customer group, so I will sit down w
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Zornitsa Tomova
It's the second time I read this one and once again, I loved every page of it. The book is an amazingly simple, down-to-earth guide on what it means to 'talk to your customers' before you go ahead and build that thing. It's one of those books that you can reread in a few hours every time you're thinking of starting a new project and you'll always find something new and useful. If you want to keep your sight on what's important in the mess of a product's initial research & creation, read this. It ...more
Nikolay
Feb 11, 2021 rated it it was amazing
Finally I've finished the whole book! 100 pages full with practical examples how to talk with customers and to really understand their pains without biasing them with your idea. It also will be very helpful for you if you just want to ask good questions and to receive the feedback which will really help you, not the one which will deceive you! ...more
Hrishi
This is going into the list of must-read books I am going to suggest to the product folks.
Evgenia Trofimova
Dec 23, 2018 rated it it was amazing
Priceless.
The book is short and quite expensive, but each page of it is full of very, very useful examples and advise.
I wish I read this book before, and not had an experience of a failed startup, cause I asked wrong questions while doing user research.

I acquired each page slowly, processing and applying to life. I even gave three talks, incorporating the knowledge from this book before I have finished it. :)

The most useful book of 2018. And one of the most useful book for people doing products/
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Nikas
Mar 17, 2017 rated it it was amazing
I can't recommend this book enough. Simple, straightforward and immensely helpful. If you're only going to read one book about validating startup ideas, make it this one. ...more
Andrus
Jan 14, 2018 rated it it was amazing  ·  review of another edition
Maybe not a fascinating page-turner, but a crisp very to-the-point and readable book on doing customer (development) interviews.
Katya Kamyanets
Jun 03, 2020 rated it really liked it
Shelves: ux-design
A good way to learn about starting a business and pick up some communication skills.
Jason
Sep 23, 2020 rated it it was amazing  ·  review of another edition
I hate doing customer development but need to do it all the time. This is the most concise, direct, no nonsense guide I have read. And somehow the author manages to keep it low-key and light. Worthwhile.
Sheida
Jun 03, 2017 rated it really liked it
I learned quite a lot 🤔
Heather Aislinn
Oct 09, 2017 rated it really liked it
Insightful, clear, understandable and quick
Now I'm more sure how to ask questions, how to ask the right questions mind you.
...more
Shahul
Dec 07, 2020 rated it really liked it  ·  review of another edition
Highly recommended for anyone who's interacting with customers in a company, whether it's for sales, customer support, or for product/user experience research. ...more
Shannon (That's So Poe)
Good, solid advice on how to get meaningful feedback without putting people in a spot where they feel the need to make you feel good with fake praise. Lots of specific, actionable suggestions laid out in a clear manner. It did get a little repetitive at times and could have used a copy editor, but otherwise a very good book.
Prafful Sahu
Oct 15, 2020 rated it it was amazing  ·  review of another edition
A must read to be prepared to talk to customers while researching for your product
Paras Dahal
Aug 06, 2019 rated it it was amazing  ·  review of another edition
This book is the best business book I've ever read.

No fluff, no tedious and irrelevant stories, and no jargon filled generic crap. This is a manual for how to talk to customers for maximizing learning instead of fishing for compliments and ego boost. The writing is engaging and concise, and there is not a single page whose content can't be put to use immediately. I am sure I will come back to this book multiple times.

Highly recommended for aspiring entrepreneurs.
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kirill borzov
Sep 15, 2020 rated it it was amazing  ·  review of another edition
6/5. Simple, interesting, easy-to-read, and very useful!
Louise
Jun 25, 2019 rated it really liked it  ·  review of another edition
Shelves: business, non-fiction
A short and to the point business-type book that's extremely helpful in conducting customer research. I heard about this book through an IndieHackers podcast episode and while one could get the gist of this book by just listening to the podcast, the details and examples in the actual book were worth the price of admission. ...more
Ahmad Abugosh
Jun 01, 2019 rated it liked it
A nice short book no how to have better conversations with potential customers when you're building an idea. The main concept behind the book is that you shouldn't ask leading questions or questions that expose your ego (what do you think of my idea?). Instead, you should focus on asking questions in a way where they don't even know that you're building something, so your ego is not exposed. So for example, you could ask people "is x a problem for you", "how did you solve this problem in the pas ...more
Daniel Olshansky
Amazin book. Full review coming soon!
Fernando Parra
Jul 27, 2018 rated it it was amazing
A must-read book, in an era when everyone is professing the importance of conducting customer interviews as a method for designing successful services and products. Rob's guide is the best I found because it is aimed at engaging with prospects in the most non-biased way possible, which is different in big ways from the exploratory research method taught around, which tends to lean on leading questions or broad assumptions that don't help to validate how committed customers really are to using th ...more
Askorbinka
Nov 18, 2017 rated it really liked it
It's complicated to evaluate this book without practicing its recommendations. So the true value will be discovered later. But the chapters where author talks about what questions should be asked to elicit customer requirements correlate with my experience as a business analyst. None of the good questions are about asking what functionality you should build. Talk about people and their life, not your product. ...more
Harold Saar
Jan 25, 2019 rated it it was amazing
How to ask questions that are not biased? The book aims to make it easier to face tough questions. If you are setting up a business it is a must read for you. If your sales/pitch/validation conversations are pre-planned you will end up with lots of advice and much-needed information instead of going through meetings focusing on trivial stuff and keeping conversations comfortable.

I think I’ve never made as many underlinings and comments as I did on the pages of this one.
Ben Blaine
Nov 26, 2019 rated it it was amazing  ·  review of another edition
I've never really heard a more pragmatic way of describing a skill. Really awesome description, relatable and insightful. And I know exactly how to start using Rob's methods of talking to customers to change the way I work for the better, thanks to his simple and practical explanation of how he uses it.

I really found listening to this a revolution in terms of simplifying a concept down.
...more
Anton Diatlov
Mar 06, 2019 rated it it was amazing
The must-read book for every entrepreneur and product manager. It is easy to read, short and clear. Rob Fitzpatrick provides a lot of tips and tricks for customer development that is applicable to every early-stage company.
Stefanni Brasil
Jun 18, 2020 rated it it was amazing
lots of advice in a short book.
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Rob is an entrepreneur of 12 years. He went through YCombinator (s07) with an attempt to figure out social advertising before Facebook managed to do so, which obviously didn’t work out so well. He has raised funding in the US and UK, built products used by customers like Sony and MTV, designed and Kickstarted a card game, cofounded the education agency Founder Centric, rebuilt a little sailboat, a ...more

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Some interesting news for book nerds: According to recent industry research, book sales spiked dramatically in 2020–otherwise a rather...
28 likes · 12 comments
“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.” 7 likes
“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.” 5 likes
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