Mom Test Validates Problems

A framework for validating business ideas by focusing on real customer problems and avoiding false positives through careful conversation techniques.

Key Validation Rules

• Anything that's not "can you do this for me now/tomorrow/next week" is effectively a "no"
• People are naturally kind and avoid saying "no" directly
• Red flags for false positives:
  • "Maybe next quarter"
  • "I don't need this but my friend might"
  • Any vague future commitments

Customer Outreach Process

• Start with accessible contacts

  • Begin with coworkers and former coworkers
  • Leverage existing relationships for initial conversations
  • Use these as stepping stones to broader network

• Network Expansion Strategy

  • Ask interviewees for additional contacts
  • Follow up with customized emails
  • Make it easy for people to make introductions
  • Draft forwardable emails they can send

Validation Focus

• Front-load validation before building
• Focus on commercial viability from the beginning
• The hard part isn't building the product
  • Building is easier than confirming people want it
  • Technical capability isn't the main challenge
  • Primary challenge is validating market demand

Learning Process

• Talk to anyone willing about their:
  • Daily problems
  • Current workflows
  • Pain points
• Develop mental model of the space
• Focus on understanding problems rather than pitching solutions