The mom test pdf download






















Pre-plan the 3 most important things you want to learn from any given type of person e. Update the list as your questions change. If you have multiple types of customers or partners, have a list of each. They will change. Just choose whatever seems murkiest or most important right now. Answer those will give you firmer footing and a better sense of direction for your next 3. You might get answers from customer A, answer 4 from customer B, answers from customer C. Pick up where you left off and keep filling in the picture.

The author talks about the kind of risk in video games industry for instance. According to that, what kind of risk that industry has? Product risk? Market risk? Respond here www. The conversations become so fast and lightweight that you can go to an industry meetup and leave with a dozen customers conversations under your belt, each of which provided as much value as a lengthy formal meeting.

It works better as a chat. Asking the right questions is fast and touches on topics that people find quite interesting. You can talk anywhere and save yourself the formal meeting until you have something concrete to show. Commitment and advancement When you fail to push for advancement, you end up with zombie leads: potential customers or investors who keep taking meetings and saying nice things, but who never seem to cut a check.

Think of it in terms of currency - what are they giving up for you? The major currencies are time, reputation, and cash. The goal of cold conversations is to stop having them. The snowball is rolling.

How can you plant a flag your customers can see? No notes for slide. Summary of 'The Mom Test' v2 1. Introduction Dr. You still need to read other books for the whole story. All content is taken from the book. Agenda Introduction What is the problem? To whom to talk? Use your data Summary 6 Prof.

People try to be nice. Therefore they lie in your face without realizing it. Bad data is worse than no data. Do you have 5 minutes? Mom: Of course, dear … You: You like your iPad and use it a lot? Mom: I love cookbooks, sounds nice. Does it come with vegan recipes? Or something special for Xmas? I use it to check email on the sofa. You: Would you buy a cookbook app? Well, I have plenty of cookbooks.

I never bought an app. Let me try to change the subject. For what? Have you ever used it in the kitchen? Have you ever bought an app? For how much? Do you use your cookbooks? Is there anything you dislike about them? What was the last cookbook you bought? What to Ask? Important Questions Good Imagine your company failed. Why did it fail? So you ask bogus questions. How to Frame the Conversation?

Bad Customer Development advises to have 3 meetings: 1 the first about the customer and their problem 2 the second about your solution 3 the third to sell a product That takes a lot of time. Always have your best 3 questions in your mind 13 Dr. How to Introduce Your Idea? Indirect Good A colleague told me and idea I read somewhere Bad I About what to talk? Why do you bother? What are the implications?

Even when everyone is lying to you. The Mom Test skips all that and gets to the hands-on challenges. How to avoid biased feedback? How to write an email that makes people want to talk to you?

How to figure out whether someone is really going to buy? If you aren't sure about how to ask the "right" questions to ascertain whether there is real customer pain, the best book on the subject is called The Mom Test.



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