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How do you figure out what [[people]] [[want]], as a [[business]]?
- Being [[nice]], [[people]] will [[lie]] to you when you ask them for [[feedback]].
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Ask questions that elicit specific examples in the user’s past. How do they get to where they might get your [[thing]]? Where do they get the stuff they have now?
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- In the conversation, can you get something about how someone lives and how they see the world?
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When you don’t talk about your [[idea]] (or anything connected to your [[mask]]), people will not want to [[lie]] to you as much.
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- [[Focus]] on people’s lives and say as little of your idea as possible, as late as possible.
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The Mom Test
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- Talk about their [[life]].
- [[Ask]] about specific things that happened or what they think will happen.
- Talk only as much as is needed to [[listen]] more.
- "Only the [[market]] can tell you if your idea is good."
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Instead of asking ‘would you buy X’, use ‘how you solving X?’
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- Ask how much [[time]] and [[money]] it costs.
- What did they look at before they made their decision? Did they even try to search for options before they made their [[decision]]?
- How much does the problem cost now? What do they give up for it now?
- Ask about what they want the thing they want for.
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What does it mean?
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- If the consequences are more dire, they will pay. If it doesn’t imply much, they probably won’t pay.