The Mom Test: how to talk to customers and learn if your business is a good idea when everybody is lying to you

The Mom Test:

Talk about their life instead of your idea
Ask about specifics in the past instead of generics or opinions about the future
Talk less and listen more

Results of a good meeting:

Facts — concrete, specific facts about what they do and why they do it (as opposed to the bad data of compliments, fluff, and opinions)
Commitment — They are showing they’re serious by giving up something they value such as meaningful amounts of time, reputational risk, or money.
Advancement — They are moving to the next step of your real-world funnel and getting closer to a sale.

Asking for and framing the meeting:

Vision — half-sentence version of how you’re making the world better
Framing — where you’re at and what you’re looking for
Weakness — show how you can be helped
Pedestal — show that they, in particular, can provide that help
Ask — ask for help