Eric Migicovsky / Rob Fitzpatrick · Lecture, ongoing · 9 min
How to Talk to Users (Without Lying to Yourself)
User interviews fail because founders pitch instead of listen. The Mom Test fixes that.
Key Takeaways
- 01Never pitch your idea in a user interview. The moment you do, the data is contaminated.
- 02Ask about their life, not your idea: 'Tell me about the last time you tried to do X.'
- 03Ask about specifics in the past, not generics about the future. 'Would you use this?' is a useless question.
- 04If they say they love it, ask: 'Would you pay for it now?' or 'Can I introduce you to 3 friends with this problem?' Commitment > compliments.
Distilled
Eric Migicovsky's lecture is the most-watched in Startup School history for a reason. The script he gives you is essentially: shut up, ask about their workflow, and listen for what they already pay for or hack around.
The shift in mindset: a user interview is research, not sales. You're trying to falsify your assumptions, not validate them. If you walk out feeling great every time, you're doing it wrong.
Source
YC Startup School + The Mom Test — How to Talk to Users (Without Lying to Yourself) →We summarize so you can decide whether to read the full piece. Always read the source for context.