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Why we picked it If you cannot easily meet target users in person, every conversation you do get has to count, and cold outreach is worthless if you then ask leading questions. Rob Fitzpatrick, who wrote The Mom Test, walks through how to run a customer conversation that gives you real signal instead of polite lies. It is the natural companion to cold outreach: this is what to actually say once someone agrees to a call.
How to do customer interviews? | Rob Fitzpatrick, author of "The Mom Test"
On YouTube (Rob Fitzpatrick) by Rob Fitzpatrick ~20 min
- Ask about the person's real past behavior and current workarounds, not their opinion of your idea, because opinions and hypotheticals will flatter you.
- Keep your idea out of the early conversation so people cannot just tell you what you want to hear.
- Dig into specifics: how they solve the problem today, what it costs them, and what happened the last time it came up.