Framework
The three rules of the Mom Test
How to get honest answers in customer interviews
The Mom Test is a set of rules for customer interviews from Rob Fitzpatrick. It keeps questions on the customer's real life and past behavior so polite answers do not pass for evidence. Use the three rules as a quick check before you write questions or sit down with a customer. Koji's AI interviewer applies the same neutral, follow-up-driven style across every conversation.
Where this appears
What's in this framework
- Talk about their life, not your idea: Anchor every question in what they do today, not in your product.
- Ask about specific past events: The last time it happened tells you more than a guess about what they would do.
- Talk less, listen more: The customer should speak for at least 80% of the conversation.
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<a href="https://www.koji.so/visuals/mom-test-three-rules-framework"><img src="https://www.koji.so/visuals/mom-test-three-rules-framework/mom-test-three-rules-framework.png" alt="Framework showing the three rules of the Mom Test: talk about their life not your idea, ask about specific past events, and talk less and listen more." width="1200" height="630" /></a>
<p>Source: <a href="https://www.koji.so/visuals/mom-test-three-rules-framework">The three rules of the Mom Test</a>, Koji</p>
