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Talk less, smile more


What a Broadway smash hit musical can teach us about customer interviews?
"Hamilton" is a delightful musical, featuring incredibly catchy songs that you cannot keep out of your head.

Recently I caught myself using one of the lines from the musical to guide my customer interviews.

Talk less, smile more.

As simple as that. Whenever you feel the urge to start talking while on an interview - remember this line. 

Don't believe me? Check Rob Fitzpatrick's "The Mom Test":
  1. Talk about their life instead of your idea
  2. Ask about specifics in the past instead of generics or opinions about the future
  3. Talk less and listen more
It’s called The Mom Test because it leads to questions that even your mom can’t
lie to you about.

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