The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you by Rob Fitzpatrick

Author:Rob Fitzpatrick
Language: eng
Format: mobi
Published: 2016-06-13T14:00:00+00:00

The duration of formal B2B meetings (the kind you schedule) is determined more by the arbitrary calendar block than by what you actually want to learn. Of course, you've liable to burn 15 minutes just to get a cup of tea and say hello.

Once you have a product and the meetings take on a more sales-oriented feel, you’ll want to start carving out clear blocks of 30+ minutes. You might lose 5 minutes due to miscellaneous tardiness, spend 5 minutes saying hello, 5 minutes asking questions to understand their goals/problems/budget, 10 minutes to show/describe the product, and the last 5 minutes figuring out next steps and advancement. That's your half hour.

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