Affiliate link
Find on Bookshop.orgThe short version
How to talk to customers and learn if your business is a good idea when everyone is lying to you, with practical techniques for getting honest feedback.
- Category
- Product
- Recommendation
- Essential
Where it helps
Problems this book can help with.
- 01 Getting polite validation instead of honest feedback
- 02 Asking leading questions that bias responses
- 03 Not knowing what questions to ask
- 04 Customers saying they'd buy but never do
- 05 Wasting time on feedback that doesn't inform decisions
Main ideas
What I took from it.
- 01 Talk about their life, not your idea
- 02 Ask about specifics in the past, not hypotheticals
- 03 Talk less and listen more
- 04 Push for commitment and advancement
- 05 Learn to spot compliments and deflections
My review
Why I recommend it.
Rob Fitzpatrick’s short, practical guide solves the fundamental problem of customer interviews: people lie to be nice. The Mom Test rules help you get honest feedback even from your most supportive contacts.
It is short, concrete, and worth reading before you plan a round of customer interviews.