Why Your Customers Are Lying to You (and How to Get the Truth)

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Overview

The Mom Test by Rob Fitzpatrick teaches you to ask questions that reveal honest feedback.

Instead of pitching your idea and getting polite “Yes” answers, you focus on people’s real-life problems and past experiences.

This avoids biased responses and uncovers if your idea truly solves a need.

This book has been a game-changer for me. It’s made me rethink how I approach feedback, and I know I’ll rely on it in my next venture. Get the book here.

The Problem with Polite Answers

People naturally want to be nice, especially when they know you’ve invested time in your idea.

• Polite feedback feels good but misleads. It’s like thinking you’re doing great because everyone’s saying “Good job!” but without any specifics.

• Example: Telling friends about a new app idea and hearing, “I’d totally use that!” This response is unreliable because it’s hypothetical, not based on actual behavior.

The Fix: ask questions that get at the truth. Avoid talking about your idea too soon. Instead, focus on the customer’s problems and past experiences. This brings us to…