The Mom Test
About this book
A short, practical book on customer conversations. Fitzpatrick's rule is to ask about the person's life and past behaviour rather than about your idea, since the second only produces compliments. Covers the specific questions that yield facts, how to deflect praise back to evidence, how to recognise and end a conversation that has gone bad, and how to run these talks without a formal meeting or a script.
Description via Product Digest.
Topics
Related concepts
- Market problemsA problem held by many people in a defined market, stated without a solution attached, and qualified on urgency, pervasiveness and willingness to pay.
- Market-driven product managementDecisions made from evidence gathered outside the building rather than from opinion gathered inside it, and the specific habits that produce that evidence.
- Segmenting customers and usersCustomers buy, users use, and they are often different people. Segmentation is how a product owner decides whose need wins when two needs conflict.
- Win and loss analysisInterviews with people who recently evaluated the product, whether they bought or not, to find out what they compared, what decided them and what they were actually trying to solve.