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Summary of The Mom Test 

4.7 . 2096 reviews

Short summary

Anyone who has founded a business or worked in marketing understands the importance of customer development. This is not a new field, but far too many people approach customer development the wrong way. When you have an idea for a business, the first thing to do is not go about asking prospects if they will buy your product or service. More than 90% of them are going to lie to you. The truth is, you can't do proper business research by going about it the traditional way. In this summary, you will find groundbreaking strategies for researching the viability of any business idea. You’ll learn practical ideas gained from study and experience that have been tried and tested by Rob Fitzpatrick and many of his students. Fitzpatrick is a programmer and tech entrepreneur with over 10 years of experience. “People say you shouldn’t ask your mom whether your business is a good idea. That’s technically true, but it misses the point. You shouldn’t ask anyone whether your business is a good idea.” ~ Rob Fitzpatrick

Table of content

  • Summary of The Mom Test
  • About the author
  • What is The Mom Test about?
  • Who should read The Mom Test
  • Topics in The Mom Test
first key point

Before getting things started with your new business, you must seek feedback from friends or family

Listen the first key point
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Getting honest feedback isn't as simple as it sounds. Most times, you might not get direct feedback from a friend because they feel it is their responsibility to encourage you instead of making you feel bad. Also, some investors might pretend to like your new idea just because they want you to quit talking. At this point, you are now faced with the problem of not knowing if your business is a great and profitable idea, even though people around you might not be truthful.
Don't just get excited that investors like your idea; you should only be happy when they back their words with actions by funding your business.
One of the reasons it isn't very easy to get an honest response from friends about your business or idea is because you do not ask the right questions. In the following chapters of this summary, you will learn how to structure your questions to get truthful answers from your interviewees, even if they're your close friends. You will learn how to ask questions that pass the Mom Test, a series of questions that enables you to talk less and listen more about the life of your potential investor or customer instead of your idea, and the specific past details instead of opinions about the future. This test is called the Mom Test because it leads to questions that even your mother can’t lie to you about.

The following chapters will show you how to deal with investors, pitch your ideas, and follow through until they invest (if they're willing).

This summary will also shine a light on the importance of avoiding the mistake of mentioning your ideas too soon and how you can improve your customer conversations.

Did you know? People want to help you but will rarely do so unless you give them an excuse to do so.
second key point

Be sure to ask the right kind of questions to gather useful information about your new business idea and target market

To become a successful entrepreneur, you must be skilled when asking questions, especially those that will point you in the right direction. By doing so, you are developing and advancing your business idea.
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third key point

Make sure you look for commitment from investors and try to deflect compliments

fourth key point

Look for opportunities where you can have some casual and relaxed meetings with potential investors and customers

fifth key point

Focus more on a small group of targeted customers; find out what they want and how to meet their needs

sixth key point

Push for advancement and commitment when presenting your business ideas so that you know if you are on the right track

seventh key point

Keep the conversations with clients or investors simple and interesting

eighth key point

Conclusion

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What is The Mom Test about?

Who should read The Mom Test

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Do you find yourself staring at your computer for long minutes, unaware of time slipping by? Do you enter a room and suddenly cannot remember why you stepped in the first place? Is it a herculean task for you to sit through ten pages of a book without reaching for your phone? If yes, your focus needs some work and fast.

Actually, yours is not a unique situation. Many adults like you have issues concentrating on a given task. However, in this fast-paced world of ours, you can’t afford to be not focused at all times. Thankfully, this article comes to your rescue! With the tips and tricks from Hyperfocus by Chris Bailey, you will get in the top percent of folks who have mastered the art of concentration.