The Mom Test

How to talk to customers & learn if your business is a good idea when everyone is lying to you.

You’ve probably heard that asking your mom whether your business idea is good is pointless—she loves you too much to tell you the truth. That may be technically accurate, but it misses the real issue. The problem isn’t asking your mom; it’s asking anyone if your idea is good. It’s the wrong question, and most people will soften their answer or tell you what they think you want to hear. And honestly, it’s not their job to give you the truth. It’s your responsibility to uncover it—and to do so carefully.

Speaking with customers is a core practice in both Customer Development and Lean Startup. Most entrepreneurs know they should be doing it, yet few acknowledge how easy it is to do these conversations poorly—or how difficult it can be to get them right. This book explores the common ways customer conversations fail and shows how to approach them more effectively.