The Mom Test Ch. 6

Why should you highlight a weakness when setting up a meeting?

• To make the other person feel obligated to help

• To appear more credible and experienced

• To invite constructive feedback

• To lower expectations so they aren’t too critical

What is the correct order of elements to outline a meeting?

• Ask, Weakness, Framing, Pedestal, Vision

• Vision, Framing, Pedestal, Weakness, Ask

• Vision, Framing, Weakness, Pedestal, Ask

• Ask, Framing, Weakness, Pedestal, Vision

• The elements can be in a different order

Which of these is NOT a good way to leverage universities for customer research?

• Using professors for introductions

• Joining case competitions

• Asking random students for feedback

• Connecting with alumni in relevant industries

What is the biggest mistake people make when setting up customer conversations?

• Being too casual and friendly

• Framing the conversation as a pitch

• Asking too many question

• Talking to people who already love the idea

What should you do if a cold call recipient seems uninterested?

• Keep pushing until they engage with you

• Thank them for their time and move on

• Ask them a question specifically about them

• Offer them a discount or incentive to continue the conversation

What is the key to seizing serendipity?

• Being secretive with your real opinions

• Taking proactive steps to create luck

• Networking with high-level individuals

• Pushing for referrals from others

The right introductions can accelerate _______

• Innovation

• Collaboration

• Success

• Confidence