The Mom Test: How to Talk to Customers When Everyone is Lying to You

Sat, 24 Jan 2026 00:00:00 +0000

The “Pitching” Trap

As founders, we love our ideas. When we talk to potential customers, we naturally go into “Sales Mode.”

“It’s like Uber for Dog Walking!”
“It uses AI to optimize your calendar!”

The moment you start pitching, the data is ruined. The other person enters “Polite Mode.” They compliment you to end the conversation. You walk away thinking you have a winner. Six months later, you launch, and cricket sounds.

Themomtest on My New Hugo Project

The Mom Test: How to Talk to Customers When Everyone is Lying to You

The “Pitching” Trap