Ask Mom: How to Communicate with Clients and Prove Your Business Idea Is Right When Everyone Around You Is Lying?

I still remember when we organized presentations of entrepreneurs for grandmothers at SKOLKOVO with the company Baba-Deda. For real grandmothers. And how difficult it was for the speakers to find simple but very necessary words. To get away from all their acronyms and anglicisms. The event was a smashing success. That's why I recommend this book to everyone. Speaking the same language as the consumer, asking the right questions and being able to do it on time are key qualities of an entrepreneur. Mikhail Khomich Director of Development at the Moscow State University Business Incubator, Head of the SKOLKOVO Mentor Association This is the most useful book for an entrepreneur creating a new product! It contains absolutely applied technology: how to talk to a potential client, find out their problems and realize what kind of product will be useful. The FRII gas pedal, through which hundreds of companies a year pass, uses this methodology every day. I highly recommend reading this book before you spend your first ruble on product development. .Dmitry Kalaev Head of the FRII gas pedal. About: Steve Blank, the guru of the startup movement, says that the most important thing for a budding entrepreneur is to "get out of the office", that is, to start directly finding out from customers what they need. Whether you get the really important information, however, depends on what questions you ask. By the way, the most popular question - "Do you like our idea or product"? - is wrong. It's like asking your mom if she likes your idea: she loves you and will praise you anyway, not wanting to upset you. That's what 99% of customers do, too. In general, to be a successful entrepreneur, you need to know how and what exactly to ask, and Rob Fitzpatrick's book will teach you how to do it! The author will help you understand when the answer is given out of politeness and has no value, will tell you in what direction to develop the conversation, what clarifying questions to ask, how to avoid socially desirable answers, how to understand what is good or bad in the product, whether the market needs it, how to position it correctly - and all this with many real examples. What you have in front of you is a concise, useful, and humorously written practical guide to effective communication between an entrepreneur and his customers. It will help you save time, money, and nerves. Quote I'm a techie, not a salesman. All the books on the art of selling that I have had the opportunity to read have been written by and for those who have already mastered working with people quite well. They are familiar with the unspoken rules of communication. I had to master them with great difficulty, literally from scratch. You've probably heard the phrase: "You don't call me, I'll call you"? I was told that phrase too (and I believed those words). Thanks to the invaluable help of my peers and mentors, I finally learned the ropes and was able to land deals with companies like Sony and MTV. But I also learned about the deep gulf that lies between the numbers in textbooks and bank statements. Rob Fitzpatrick Learn how to communicate with customers so that you get the most relevant information from them about your business idea or product.Learn many examples of the right and wrong questions you should or shouldn't go to customers with.Learn how to interpret customer responses and what counter-questions to ask to clarify their needs. For entrepreneurs, startups, mentors, salespeople, and economics students.