The "Mom Test"
Mindset.
The Definition
"Compliments are dangerous false positives. If you ask your mom 'Is my idea good?', she will say yes because she loves you. You must design questions that force the truth by focusing on past behaviors, not future promises."
The Compliment Trap
"That sounds like a great idea!" = You have failed. "I would definitely buy that!" = You have failed. These are socially polite ways to end the conversation. They are not data.
Facts over Opinions
Opinion: "Would you pay for an app that helps you lose weight?" (Everyone says Yes). Fact: "When was the last time you paid for a diet app?" (Most say Never).Past behavior predicts future behavior. Always ask about what they have *already done*.
The Pitch Ban
The Rule
Do not mention your idea for the first 15 minutes of the meeting. Talk about their life. Talk about their problems. If they don't mention the problem you are solving, you don't have a business.
Get The Script.
We have a step-by-step protocol for running these interviews without awkwardness.