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Summary

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 little. As a matter of fact, it's not their responsibility to tell you the truth. It's your responsibility to find it, and it's worth doing right.

Talking to customers is one of the foundational skills of both customer development and lean startup. We all know we're supposed to do it, but nobody seems willing to admit that it's easy to screw up and hard to do right. This book is going to show you how customer conversations go wrong, and how you can do better.

©2013 Robfitz Ltd (P)2019 Robfitz Ltd

What listeners say about The Mom Test

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Great book, highly recommended.

An essential guide to learning from your audience and customers to design and improve your product.
Also useful for life in general!

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Brilliant

A useful step by step clear guide to avoiding pitfalls whilst building a business. 100% recommend

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Very basic sales book

The author tries to make this a more practical book but all could be summarised in a blog post.

The points are typical sales tips and does not add much value to someone who know a bit about talking to customers. Essentially you need to ask the right questions to get a useful and non patronising response. There's not magic or a super creative idea that I didn't know in this book.

Although the author says it is for someone like him who did not talk to customers at all so you may find it useful but don't expect a lot.

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Essential reading for entrepreneurs

Wish this was out years ago when I was falling into all the same traps. I was already good at user research but this has pushed it to the next level and rounded off lots of the learning for me. 10/10

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A must read

A must read for every entrepreneur or anyone working with customers. The book should be taught in schools.

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Very helpful for self reflection

The author provides lots of valuable insight and strategies that help to improve customer conversations.

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  • 21-10-21

Awesome

Great book, great advice for talking to people in business terms even if it's not in a start-up setting. The narration is great - maybe even better than reading it because it's read by the author so it feels like a talk/podcast rather than a book. Definitely recommend

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An impactful fast read

Great book with high impact. Guiding you step by step on having great customer conversations. It’s a 101 for any founder. Thanks Rob for sharing this!

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Great book for anyone in whatever line business

Very easy and practical book. really enjoyed Rob narrating it. I've worked in a start up and Rob talks about all the pitfuls and you then realise why things are not moving forward. Great book, highly recommend.

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Essential if you’re building something new

I run a team building company and I’m looking at creating new products to do with sustainability, I knew I needed to do customer research and this book was exactly what I needed it. Problem is exactly what he’s talking about and the river is this an easy to digest format. Essential business listening imo.

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  • jere
  • 26-10-21

Very insightful

I have started to practice some of these things and it’s made a world of difference for me and my startup

1 person found this helpful

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  • Christina
  • 08-05-21

Filled with useful information

A truly useful book for entrepreneurs and product managers in any industry. Accessible and down to earth style.

1 person found this helpful

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  • David
  • 30-06-22

Great tips take notes

Lots of tips not very streamlined but still valuable nuggets that you will come back to

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  • Yg
  • 29-06-22

Informative and useful for all entrepreneurs!

I wish I learned these techniques years ago when I was first doing customer discovery meetings. Rob truly simplified the process of how to do customer conversations in an easy and efficient manner. Highly recommend this book!

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  • Cliente de Amazon
  • 07-06-22

Eye opener

This is the type of book that is 100% practical and that can save you a lot of time. I'm hindsight the recommendations are obvious but is so easy to get caught up in other things that you forget about the essentials. if you are about to build or building a startup just listen to it.

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  • Cliente de Kindle
  • 22-04-22

HANDBOOK FOR STARTUPS

Excellent handbook every person who need to build a startup.
I really enjoyed it and know I am ready !!! thanks Rob for sharing knowledge

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  • Linas
  • 07-04-22

Annoying narrator

Valuable content, terrible narrator and manner of speaking. Don't want lissen for the next time

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  • Amazon Customer
  • 06-04-22

HONEST ADVICE ABOUT HOW TO GET HONEST ADVICE !

the book points to the dangers of receiving biased (often flattering) opinions about business ideas.

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  • Professional Customer
  • 17-03-22

Excellent primer for quality customer interviewing

I'll skip the compliments, opinions, and fluff...Rob's main problem with this audio book is the "uhs" and "ums" which may be intentionally placed to de-formalize the listening experience - in which case it's a sneaky feature. Or, it was actually read from notes rather than a manuscript, or captured from his training workshops, etc...

As I teach entrepreneurship and lean startup, ethics, and strategy courses to university students, I am definitely a fan of this material and its applicability for students learning about the startup and pitching world - and why to keep silent about any hypothetical solutions they have when engaging in problem interviews.

My one challenge to some of the material is the importance of demonstrating honesty and employing non-deceptive tactics (those which do not exploit/intentionally mislead or capitalize on expected false assumptions the interviewee/customer might make that advantage the interviewer).

I see this book as also valuable for professional salespersons seeking to truly learn and help their customers rather than just pitch the new version of their perennially broken software.

Highly recommended.

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  • Tom Dawkins
  • 14-03-22

Really practical and helpful

This is a really helpful and practical book for entrepreneurs. I've founded a number of companies and helped run numerous accelerators and courses and this is the best description of how to do customer discovery well I've yet come across.