The Mom Test: How to Talk to Customers and Learn if Your Business is a Good Idea When Everyone is Lying to You

4 hrs. 1 min.

Language Russian

Author Robert Fitzpatrick

Narrator Ilya Volkov

Description

Startup movement guru Steve Blank says the main thing for a budding entrepreneur is to “get out of the office,” meaning to find out directly from customers what they need. But whether you’ll actually get truly important information depends on the questions you ask. By the way, the most popular question—“Do you like our idea or product?”—is wrong. It’s like asking your mom whether your idea is something she likes: she loves you and will praise it no matter what, not wanting to upset you. That’s exactly what 99% of customers do.

In general, to be a successful entrepreneur, you need to know what to ask—and in Rob Fitzpatrick’s book you’ll learn how to do it. The author will help you understand when an answer is given out of politeness and has no value, suggest what direction to take the conversation, what follow-up questions to ask, how to avoid socially desirable answers, how to tell whether something is good or bad in the product, whether the market needs it, and how to position it correctly—along with plenty of real examples. Here is a concise, useful, and well-humored practical guide to effective communication between entrepreneurs and customers. It will help you save time, money, and nerves.