The Mom Test
Author: Rob Fitzpatrick Published: 2013 URL: https://mtlynch.io/book-reports/the-mom-test/
Summary
The practitioner’s bible on customer interviews. Core insight: people lie to be polite, so never ask “do you like my idea?” Instead, follow three rules: talk about their life (not your idea), ask about past specifics (not future hypotheticals), and listen more than you talk. Introduces a taxonomy of bad data (compliments, fluff, feature requests) and a framework for running conversations that end with commitment.
Key Claims
- Three golden rules: their life not your idea, past specifics not future hypotheticals, listen more
- Three types of bad data: compliments, fluff (generics/promises/maybes), feature requests
- “Would you use this?” is always a bad question — ask “how do you currently solve this?”
- End every meeting with commitment (time, reputation, or money) or it was pointless
- Seek negative feedback as protection against over-investment
- Customers misidentify solutions — probe for underlying needs, not feature requests