#cheatsheet #business #product Created at 2023-01-17 # [Anonymous feedback](https://www.admonymous.co/louis030195) # [[Epistemic status]] #shower-thought Last modified date: 2023-01-17 Commit: 0 # Related - [[Business/Entrepreneurship/Testing product-market fit]] - [[Business/Entrepreneurship/Shadow testing]] - [[Business/Entrepreneurship/Theory-Product-Market fit]] - [[Business/Entrepreneurship/Product-market-fit]] # TODO > [!TODO] TODO # The Mom Test [[Fitzpatrick, Rob - 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]] is a framework for conducting customer interviews that focus on the customer's experience rather than the product or the business. It encourages entrepreneurs to ask questions that are less likely to be met with filtered responses, such as "How could we make your life better?" or "What would you do differently if you had our product?" The Mom Test helps entrepreneurs learn more about their customers and their needs in order to create a successful product or service. ![[Mom-Test-Cheat-Sheet_English.pdf]] ## [[Vicarious learning - Software Engineering]] I use some amazing products such as readwise.io and have never been interviewed, how do they provide value like this? ## CS 1. **Focus on Specifics:** Ask about specific situations or tasks where astronauts faced difficulties. Avoid general or hypothetical questions. 2. **Observe Behavior:** Inquire about their typical routines and any adaptations they've made to overcome challenges. 3. **Problem-Centric:** Center your questions around problems rather than solutions. For instance, ask about the most challenging part of a task rather than what tool they wish they had. 4. **Seek Stories:** Encourage them to share real incidents. This provides context and deeper understanding. 5. **Avoid Leading Questions:** Don't suggest answers within your questions. Let them express their needs openly. 6. **Feedback on Existing Solutions:** If possible, get their opinions on current solutions or prototypes you have. ## The Mom Test Cheat Sheet ## Key Principles 1. **Talk about the customer, not your idea:** The conversation should revolve around the customer's experiences, problems, and needs, not your product or business. 2. **Ask about specifics in the past:** Instead of asking hypothetical questions about the future, ask about specific instances in the past. This gives you concrete, reliable data. 3. **Ask open-ended questions:** Avoid leading the customer with your questions. Let them express their needs and experiences openly. 4. **Listen more, talk less:** The goal is to learn from the customer. Resist the urge to talk about your idea. 5. **Seek feedback on existing solutions:** If possible, ask for their opinions on current solutions or prototypes you have. ## Sample Questions - "Can you tell me about a time when you faced this problem?" - "How have you tried to solve this problem in the past?" - "What did you like or dislike about the solutions you've tried?" - "What challenges or obstacles did you encounter while trying to solve this problem?" ## Mistakes to Avoid - **Fishing for compliments:** Compliments don't give you useful feedback. If you receive one, steer the conversation back to the customer's problems and needs. - **Pitching your product:** The conversation isn't about selling your idea. It's about understanding the customer's world. ## Conclusion The Mom Test is about understanding your customer deeply. It's about asking the right questions, listening carefully, and learning as much as you can to build a product that truly meets their needs.