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Rob Fitzpatrick Books

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“Our misguided entrepreneur has a few more conversations like this, becomes increasingly convinced he’s right, quits his job, and sinks his savings into the app. Then he wonders why nobody (even his mom) buys the app, especially since he had been so rigorous. Doing it wrong is worse than doing nothing at all. When you know you’re clueless, you tend to be careful. But collecting a fistful of false positives is like convincing a drunk he’s sober: not an improvement.”

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Book:The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
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“The world’s most deadly fluff is: “I would definitely buy that.” It just sounds so concrete. As a founder, you desperately want to believe it’s money in the bank. But folks are wildly optimistic about what they would do in the future. They’re always more positive, excited, and willing to pay in the imagined future than they are once it arrives.”

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Book:The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
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“We go through the futile process of asking for opinions and fish for compliments because we crave approval. We want to believe that the support and sign-off of someone we respect means our venture will succeed. But really, that person’s opinion doesn’t matter. They have no idea if the business is going to work. Only the market knows. You’re searching for the truth, not trying to be right. And you want to do it as quickly and cheaply as possible. Learning that your beliefs are wrong is frustrating, but it’s progress. It’s bringing you ever closer to the truth of a real problem and a good market. The worst thing you can do is ignore the bad news while searching for some tiny grain of validation to celebrate. You want the truth, not a gold star.”

CustomersStartupsMarket ResearchProduct Development
Book:The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
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