The Ultimate Guide to Asking Better Questions: The Mom Test in Action

Scripts, Examples, and Pro Tips for Mastering Customer Conversations

Turning theory into practice is where most founders stumble. The Mom Test provides a clear, actionable framework for running customer interviews that yield real insight. Here’s how to do it:

• Before the interview: Define your learning goals. What do you need to know? Prepare open-ended, past-focused questions. Example: 'Can you walk me through the last time you tried to solve this problem?'
• During the interview: Avoid pitching your idea. Listen more than you talk. Take notes using symbols (! for problems, $ for money, :) for happiness).
• After the interview: Share notes with your team. Review together, update your assumptions, and decide on next steps.

Sample scripts:
'How did you solve this last time?'
'What was the hardest part?'
'How much did it cost you?'
'Who else was involved?'

Real-world examples show how these questions uncover hidden needs, kill bad ideas early, and lead to products customers love. By following The Mom Test’s approach, you’ll avoid polite lies, build faster, and waste less.