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Rob Fitzpatrick presentation at TechChill Baltics

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Presentation by Rob Fitzpatrick on Mom Test at TechChill Baltics conference

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Rob Fitzpatrick presentation at TechChill Baltics

  1. 1. How to talk to customers when everyone is lying to you @robfitz
  2. 2. ROB FITZPATRICK DEVIN HUNT SALIM VIRANI JORDAN SCHLIPF
  3. 3. So you have an idea
  4. 4. Maybe too far to jump
  5. 5. Talking to customers helps
  6. 6. Ask good questions which pass The Mom Test
  7. 7. Learn Confirm
  8. 8. q
  9. 9. ❝ ❞ Us Do think it’s a good idea?
  10. 10. ❝ ❞ Us Do think it’s a good idea?
  11. 11. ❝ ❞ Us Would you buy a product which solved this problem?
  12. 12. ❝ ❞ Us Would you buy a product which solved this problem?
  13. 13. ❝ ❞ Us How do you currently deal with this problem?
  14. 14. ❝ ❞ Us How do you currently deal with this problem?
  15. 15. ❝ ❞ Us Talk me through the last time you had this problem
  16. 16. ❝ ❞ Us Talk me through the last time you had this problem
  17. 17. ❝ ❞ Us How much would you pay for this?
  18. 18. ❝ ❞ Us How much would you pay for this?
  19. 19. ❝ ❞ Us How much money does this problem cost you?
  20. 20. ❝ ❞ Us How much money does this problem cost you?
  21. 21. People lie to us for a bunch of reasons
  22. 22. People lie to us 1.We exposed our ego and they’re being nice 2.We’re being pitchy and they’re getting rid of us
  23. 23. Bad data is dangerous and must be fixed
  24. 24. Fix bad data 1.Deflect compliments 2.Anchor fluff 3.Dig beneath ideas 4.Google for trivia
  25. 25. The Mom Test for good questions 1.Talk about their life instead of your idea 2.Ask about specifics in the past 3.Talk less, listen more
  26. 26. Prep work: Top 3 things you’d love to learn from: > Customer > Investor or partner > Industry expert
  27. 27. Learn Confirm
  28. 28. ❝ ❞ Claudia Sounds great. I love it!
  29. 29. ❝ ❞ Claudia Sounds great. I love it!
  30. 30. ❝ ❞ Jeremy Brilliant -- let me know when it launches!
  31. 31. ❝ ❞ Jeremy Brilliant -- let me know when it launches!
  32. 32. ❝ ❞ Jeremy There are a couple people I can intro you to, when you’re ready.
  33. 33. ❝ ❞ Jeremy There are a couple people I can intro you to, when you’re ready.
  34. 34. ❝ ❞ Claudia I would definitely buy that!
  35. 35. ❝ ❞ Claudia I would definitely buy that!
  36. 36. Ask for more than opinion
  37. 37. Time / Money / Reputation
  38. 38. Making your life easy 1.B2E? Advisory board 2.B2C? Events
 

  39. 39. Question 1.Past week’s progress 2.Current problems 3.Learning goal & plan for this week
  40. 40. Making your life easy 1.B2E? Advisory board 2.B2C? Events 3.Personally email your first 1000 signups
  41. 41. i’m HERE TO HELP! rob@foundercentric.com @robfitz More learning: momtestbook.com

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