Elevating Your Coaching Business: Practical Wisdom from Donald Miller and Mike Michalowicz

Donald Miller and Mike Michalowicz recently had an insightful conversation about the value of coaching and how coaches can effectively grow their businesses. Mike, a successful coach himself who now trains and certifies business coaches in his methodologies and frameworks, shared his journey from small business owner to respected industry leader, offering valuable perspectives for both new and experienced coaches.

At the heart of the discussion was the fundamental question: why do people hire coaches? Mike believes the answer lies in specialization. By focusing on a specific niche and developing deep expertise, coaches can position themselves as the go-to resource for solving particular problems or serving specific industries.

Interestingly, Mike advises against giving direct advice to clients. Instead, he recommends sharing personal experiences and relatable stories that allow clients to draw their own insights and apply them to their unique situations. This approach fosters a more collaborative and impactful coaching relationship.

Another key aspect of successful coaching is finding your purpose. Mike encourages coaches to reflect on their life experiences, particularly the challenging ones, to uncover the driving force behind their work. When coaches are fueled by a genuine sense of purpose, it enhances their passion and effectiveness in helping others.

From a practical standpoint, the conversation touched on several strategies for growing a coaching business. Creating a menu of coaching products tailored to different needs within your niche can help structure your offerings and make it easier for clients to understand how you can assist them. Implementing a customer relationship management (CRM) system early on is also crucial for effectively managing client information and supporting marketing efforts as your business scales.

To identify the most impactful coaching opportunities, Mike suggests looking at your own experiences or those of your immediate community to pinpoint pressing problems you are uniquely positioned to solve. By focusing on areas where you have confidence and expertise that others may lack, you can create coaching products that bridge the gap between insecurity and confidence for your clients.

Ultimately, the conversation highlighted the significant opportunity coaches have to make a meaningful difference in their clients’ lives. By specializing, sharing relatable experiences, operating with purpose, and strategically developing their businesses, coaches can deliver transformative value and build thriving practices.

If you want to watch the whole interview, click on the video below.

About the Author

Ron Tester is a Certified Executive Coach and Book Yourself® Solid Coach who helps service professionals and solopreneurs grow their businesses without sacrificing their personal lives. With over 20 years of entrepreneurial experience, Ron provides practical guidance on marketing, sales, operations, and work-life balance. Learn more at https://www.rontestercoaching.com/about.

Habits and Practices to Grow Your Business

pexels-natasha-fernandez-811575

Over the weekend, I was thinking about a coaching client of mine who’s skillfully juggling the demands of growing their business while still making time for life’s treasures – family vacations, gym sessions, and those small moments that truly matter. This led me to consider the broader picture: the habits and practices that not only forge a successful business but also contribute to a fulfilling life. These practices might not be part of your daily routine yet, but weaving them into the fabric of your business operations can significantly impact your success. More than just boosting revenue, these habits can enrich your life, offering a blend of professional achievement and personal satisfaction. For entrepreneurs at any stage, adopting these habits can profoundly change how you engage with your work and the people who matter most in your business journey.

  1. Keep Learning: Embrace curiosity and a commitment to lifelong learning. Carve out regular time slots for reading industry-related materials, enrolling in online courses, or attending workshops to expand your skill set and knowledge base.
  2. Connect with Your Audience: Develop a keen understanding of your clients by actively seeking their input and feedback. You can use surveys, social media interactions, and direct conversations to tailor your services to their evolving needs. Personally, I recommend having conversations with your audience as much as possible. You’ll learn things in conversations you’d likely never learn from surveys or social media.
  3. Self-Reflection: Regularly assess your business’s progress, identifying areas of success and those requiring adjustment. Monthly or quarterly reviews can help realign your goals and strategies to the current business landscape.
  4. Prioritize Self-Care: Your well-being is crucial to your business’s success. Incorporate self-care practices like meditation, exercise, and hobbies into your daily routine to maintain high energy levels and effectiveness.
  5. Engage with Peers: Connect with fellow entrepreneurs and industry peers for mutual support, fresh ideas, and potential collaborations. Participate in forums, networking groups, and professional meet-ups to broaden your perspective and knowledge.
  6. Build Efficient Systems: Streamline your operations by establishing standardized procedures for routine tasks. This not only saves time but also ensures consistency and quality in your service delivery.
  7. Use Data to Make Decisions: Let data guide your business decisions. Monitor key performance indicators and client feedback to make informed choices that drive growth and improvement. Everyone’s key performance indicators are different, but I’d recommend tracking number of new clients, sources of new clients, lifetime value of a client, etc.
  8. Grow Your Network: Actively invest in building and nurturing professional relationships. Allocate time for networking activities, social media engagement, and industry events to expand your professional circle. When possible, do this in person. Face to face is often where the magic happens.
  9. Manage Your Finances Wisely: Keep a vigilant eye on your financial health by monitoring income and expenses. Adhere to a budget, track financial transactions, and plan for future needs to ensure stability and growth. I’d recommend at tracking your cash flow, revenues, margins, lifetime value of a client, etc.
  10. Balance Work and Life: Set clear boundaries between work and personal life to prevent burnout. Ensure you’re allocating quality time to both professional responsibilities and personal interests and relationships. This is one of the areas where I work hard with my clients to make the most important things in life the most important things on their calendar. It’s not enough to say you value personal care, family, etc. You have to schedule it and make it happen.
  11. Communicate Clearly: Articulate your services and value proposition in simple, understandable terms. Clear communication fosters better relationships with clients and others that matter. If you’re doing this right, you’ll probably get sick of hearing yourself say the same things over and over. The reality is that almost everyone needs to hear the same truths over and over. I remember reading that business leaders should think of themselves as the “chief reminding officer.” 
  12. Stay Resilient: Cultivate resilience to navigate challenges and setbacks with grace. Embrace strategies like mindfulness and seeking support to bounce back stronger from adversities. This may be hard at first, but with practice you can find the well of resilience within. This reminds me of my favorite quote by Albert Camus: 

    “In the midst of winter, I found there was, within me, an invincible summer. And that makes me happy. For it says that no matter how hard the world pushes against me, within me, there’s something stronger – something better, pushing right back.”

  13. Act on Feedback: Be receptive to feedback and use it as a tool for continuous improvement. Encourage clients and peers to share their insights and incorporate their valuable perspectives into your service enhancement efforts. Although the customer is not ALWAYS right, they are the customer, and if you will seek to understand their feedback and avoid becoming defensive, they can teach you so much about your business.

The journey of growing a service-based business is both challenging and rewarding. It requires not just a strategic approach to operations and marketing, but also a commitment to personal growth and resilience. Remember, the path to success is paved with continuous learning, genuine connections, and a balanced lifestyle.

If you’re finding it challenging to incorporate these habits into your daily routine or need guidance on enhancing your business practices, consider seeking professional support. Sometimes, having a coach to guide you through the process can make all the difference. If you’re interested in exploring how I can assist you in achieving your business goals and fostering these essential habits, book a call with me. Let’s discuss how we can work together to bring about the growth and success you envision for your business.

About the Author

Ron Tester is a Certified Executive Coach and Book Yourself® Solid Coach who helps service professionals and solopreneurs grow their businesses without sacrificing their personal lives. With over 20 years of entrepreneurial experience, Ron provides practical guidance on marketing, sales, operations, and work-life balance. Learn more at https://www.rontestercoaching.com/about.

Navigating Business Terrain: Lessons from Hiking in the Mountains

Hiking in the mountains isn’t just a hobby for me; it’s a passion that mirrors my passion for business building. The two activities, in my mind, are deeply interconnected. Imagine the journey of a novice hiker: it’s mostly about taking one careful step after another, with most of your focus on not tripping over the next rock or root. You spend a lot of energy trying to avoid the obvious dangers that lie ahead. Every once in a while, you stop to look around, to appreciate the journey so far and to plan your next moves. It’s a delicate balance, and a lack of attention, even for a moment, can lead to serious consequences.

I was reminded of the parallels between hiking and business this weekend while I was chatting with a new business owner, who’s also just started working with me as a coaching client. I started to think about some of the sneaky ways things can go wrong when navigating the business world. I made all these mistakes in my early days in business. Despite overcoming them eventually, they were hard lessons learned, causing setbacks and a fair share of stress. For any entrepreneur, understanding your business landscape and being mindful of these pitfalls is crucial. It can make all the difference between a successful journey to the top and an arduous climb with an unfulfilled goal. My own experiences have taught me a lot, and I’m here to share these lessons to help you sidestep the challenges that once tripped me up.

Mistake #1. Charisma vs. Competence: The Guide Who Talked a Good Talk

Picture this: you hire a mountain guide based on their charisma and the confidence they exude. It’s not until you’re halfway up the mountain that you come to the startling realization: they lack the real-world experience necessary for such an endeavor. This scenario is all too familiar in the business world. Often, leaders find themselves enchanted by a team member’s charm, neglecting to thoroughly assess their proven abilities and track record. One time I was working with a person I had hired to manage our accounts receivable and found a drawer stuffed with invoices she hadn’t processed because she didn’t know how—about $40,000 was just sitting there uncollected. Ouch. This was a stark reminder of the importance of competence over mere confidence. Just as you need a guide who intimately knows the mountain trails, your business requires team members whose skills have been tested and verified. As Ronald Reagan used to say, “Trust, but verify.”

Mistake #2. Dangerous Assumptions: The Misjudged Weather Forecast

Here’s something to consider: a hiker sees a clear morning sky and thinks it’s the perfect day for a hike, but they don’t bother to check the full weather forecast. Suddenly, they’re caught off-guard by an unexpected storm. This is a lot like what happens in business when we make assumptions without thoroughly checking the facts. In my early business days, I was confident about our success because we were known for excellent service. It seemed logical to me that this would naturally lead to our business thriving. However, reality was more complex. I learned that not everyone prioritizes service quality as their main decision factor. Influential community members and referral partners, for example, were often influenced by other aspects, such as financial incentives to send business to our competitors. This realization was a shock to me and a tough lesson. It showed me that what I value might not align with what others value. The key takeaway for entrepreneurs is to research thoroughly and test every assumption, much like a hiker should review the entire weather forecast, not just the current sky, to avoid unpleasant surprises.

Mistake #3: The Illusion of the Beaten Path – Expecting a Crowd Where None Exists

There’s a common belief among climbers that a well-marked trail always leads to a crowded summit. Entrepreneurs often fall into a similar trap, subscribing to the “build it, and they will come” philosophy. However, just as a climber might reach the top only to find it deserted, business owners can face the stark reality of no market demand for their product. I learned this lesson firsthand in a particularly tough way. Once, acting on feedback from one really good customer, I decided to launch a specialized service line in my business. The idea seemed promising, so I fully committed, investing $125,000 and bringing on two new employees to manage the project. We launched it with high hopes. But the market’s response? Utter silence. The return was dismal – barely $10,000, a fraction of our investment. In the end, we had to shut down the program. It was more than just a financial hit; it was a stark reminder of the importance of thorough market research and validation. Just as climbers scout their route before setting out, entrepreneurs must rigorously test and validate the market demand for their ideas.

Mistake #4. Feature-itis: The Overpacked Backpack

Consider an inexperienced hiker who loads their backpack with every imaginable piece of gear, believing that more equipment means better preparedness. Ironically, this extra weight only makes the journey more challenging. This is akin to what happens in business with the over-accumulation of features, often dubbed ‘feature-itis.’ In pursuit of creating the perfect product or service, there’s a tendency to add more and more features, assuming it enhances value. Yet, this often leads to an overburdened, less appealing offering.

I remember one time when I enthusiastically invested in a new technology for my business. To me and my team, the advantages seemed crystal clear. We were so convinced of its usefulness that we never paused to ask our customers if they needed or even wanted this technology before we committed a substantial amount of money to it. Had we sought their input, we might have discovered a crucial truth: what we found exciting was not necessarily a hit with our customers. The result was an expensive distraction that did little to drive our business growth.

The lesson here is to aim for a ‘light but right’ approach. In business, as in hiking, it’s not about the quantity of what you carry, but the quality and relevance. Focus on essential features that genuinely meet customer needs, rather than an overwhelming array of bells and whistles.

Mistake #5. Vanity vs. Meaningful Metrics: The Misleading Trail Markers

In hiking, just as in business, following the wrong signs can lead you off course. On the trail, it might be misleading markers, but in business, it’s often vanity metrics like social media likes. These can give a false sense of direction. In the early days of my business, I was laser-focused on growth, but I overlooked a critical question: were we growing profitably? I was keen on adding new clients, but I didn’t always stop to consider if it truly benefited our company or if the costs of delivering our promises exceeded the revenue we’d earn.

This realization led me to reevaluate our objectives and retrain our team. We shifted from seeking growth at any cost to aiming for profitable growth. It was about changing our approach to measure what truly matters, much like using a reliable compass and map to navigate a hike. This shift in focus ensures that every business step we take moves us closer to our real goals, not just the ones that look impressive on the surface.

Mistake #6. Blind Optimism: Ignoring the Signs of a Landslide

This was the hardest mistake for me to overcome, especially early on. Blind optimism in the business world is akin to a hiker overlooking warning signs of an impending landslide. It’s essential to balance optimism with a preparedness for potential risks. Just as a prudent hiker evaluates the path ahead for stability, entrepreneurs need to exercise cautious trust, waiting for concrete evidence of reliability before fully committing.

One of my favorite books in my early business journey was Jim Collins’ Good to Great, which introduces the Stockdale Paradox, named after Admiral Jim Stockdale, a Vietnam War POW. His harrowing experience led to a profound realization about enduring adversity.

Here’s a concise summary of the Stockdale Paradox:

  1. Confront the Brutal Facts: This means accepting the tough realities of your situation. It’s not about pessimism; it’s about facing the truth of the challenges and obstacles you encounter.
  2. Maintain Unwavering Faith: Despite these harsh realities, it’s crucial to hold on to the belief that you will ultimately succeed, no matter the hardships.

Stockdale spent years in captivity under harsh conditions, yet he never lost his conviction that he would survive and use his ordeal as a pivotal life experience. At the same time, he was acutely aware of the grimness of his situation.

The essence of the paradox is in balancing realism with optimism. It involves keeping a hopeful outlook towards the future while simultaneously navigating the most challenging aspects of your current circumstances. This principle is not just applicable in extreme scenarios like Stockdale’s but is also relevant in business and personal challenges. Recognizing the hard truths while fostering a firm belief in eventual success is vital for sustained achievement.

Summit Insights

Navigating through the entrepreneurial world really is a lot like planning a very, very long mountain hike. It takes a great deal of diligence, some smart preparation, and a good dose of foresight. Think of it this way: by understanding and steering clear of the common missteps I’ve shared – those I’ve stumbled over myself – you’re setting yourself up for a smoother climb in your business endeavors.

In hiking, as in business, each challenge is more than just an obstacle; it’s a chance to learn something new, to build your strength. It’s about putting together a solid plan and gathering a team that shares your vision and determination. Picture reaching the summit after all that hard work and savvy navigation. That’s what we’re aiming for in business. Keep pushing forward with grit and resilience. Trust me, the view from the top, after all those ups and downs, is going to be worth every step.

About the Author

Ron Tester is a Certified Executive Coach and Book Yourself® Solid Coach who helps service professionals and solopreneurs grow their businesses without sacrificing their personal lives. With over 20 years of entrepreneurial experience, Ron provides practical guidance on marketing, sales, operations, and work-life balance. Learn more at https://www.rontestercoaching.com/about.

Read This: Find Your Red Thread: Make Your Big Ideas Irresistible

Are you a solopreneur or small business owner searching for that elusive ingredient that will make your ideas resonate and your business thrive? Find Your Red Thread by Tamsen Webster is a transformative book that unveils the secret to turning your big ideas into irresistible propositions. Whether you’re struggling to stand out in a crowded market or seeking a more authentic connection with your audience, Find Your Red Thread could be more than just a book—it might be the blueprint you need to bring clarity, purpose, and success to your entrepreneurial journey. Read on to discover how this book can be the catalyst for your next big breakthrough.

  1. Target Audience: Anyone who has a big idea and wants to communicate that idea clearly. Because I work with solopreneurs and small business owners, I find this book particularly helpful for the kind of people I work with,  individuals running their own businesses looking for effective ways to communicate their unique value proposition and stand out in the market. I do think this book would also be enormously helpful for marketing professionals,  coaches and consultants— people who are looking for better ways to articulate their ideas and concepts to clients.
  2. Key Points and Action Steps:
    • The Concept of the Red Thread: The book introduces the ‘Red Thread’ as a metaphor for the underlying message or theme that ties together an idea, story, or business strategy. It emphasizes finding and articulating this central thread to make ideas more compelling and understandable.
    • Defining Clear Goals: Webster stresses the importance of having clear, well-defined goals. For solopreneurs, this means understanding what they want their business to achieve and what unique value they offer.
    • Problem Identification: A significant portion of the book is dedicated to identifying and articulating the problems that a business or idea is solving. This is vital for targeted marketing and for ensuring that the business is addressing genuine needs.
    • Establishing Core Truths: The author encourages finding a core truth or principle that defines your business or idea. This truth serves as a guide for both personal development and business strategies.
    • Actionable Steps for Change: The book outlines how to define the change your business promises and the actions needed to realize this change, providing a roadmap for business growth and strategy implementation.
    • Effective Communication: Webster provides guidance on creating a compelling statement or pitch that encapsulates your ‘Red Thread,’ essential for effective marketing, networking, and brand building.
  3. Themes:
    • Clarity and Purpose: The central theme is the importance of clarity and purpose in business and personal endeavors. Understanding your ‘Red Thread’ helps maintain focus and direction.
    • Storytelling in Business: The book emphasizes the power of narrative and storytelling in making business ideas resonate with the audience, an essential aspect of marketing and brand building.
    • Alignment of Personal and Business Growth: There’s a strong theme of aligning personal values with business objectives, which is particularly relevant for solopreneurs, whose personal and professional lives are often closely intertwined.
  4. Unique Insights:
    • Unique Value Proposition: Solopreneurs can use the ‘Red Thread’ concept to clarify and communicate their unique value proposition, setting them apart in a crowded market.
    • Authentic Marketing: The book’s focus on storytelling and core truths offers a more authentic approach to marketing, moving away from traditional sales pitches to narratives that genuinely connect with the audience.
    • Strategic Planning: Webster’s framework can assist in strategic planning, ensuring that business actions are aligned with the overarching goals and values, leading to more cohesive and effective growth strategies.
    • Personal and Professional Synergy: The book encourages solopreneurs to find a balance where their personal beliefs and business objectives support and enhance each other, leading to more sustainable growth and personal fulfillment.

Find Your Red Thread provides a framework that can be exceptionally beneficial for solopreneurs and small business owners in clarifying their business’s purpose, enhancing their marketing strategies, and aligning their personal growth with their business goals.

Caveat: the effectiveness of these concepts largely depends on the business owner’s ability to introspect, adapt, and apply these ideas in the context of their specific business challenges and opportunities. And that requires time. And that’s something many of us feel like we don’t have enough of.

But my question to you is, if not now, when? When are you ever going to take the time to do the important but not urgent work in your business? And how long will you be able to go on, struggling to get your message out there in the world? Take the time now to do this right and you will reap the rewards far into your better future.

About the Author

Ron Tester is a Certified Executive Coach and Book Yourself® Solid Coach who helps service professionals and solopreneurs grow their businesses without sacrificing their personal lives. With over 20 years of entrepreneurial experience, Ron provides practical guidance on marketing, sales, operations, and work-life balance. Learn more at https://www.rontestercoaching.com/about.

Read This: Book Yourself Solid

What book have I given away/recommended more than any other book? I’m not 100% sure, but Book Yourself Solid by Michael Port has to be in the running. BYS is a systematic and practical guide designed to help small business owners develop and implement robust marketing and sales strategies to grow their businesses. Here’s what you need to know:

  1. Target Audience: This book is particularly beneficial for small business owners who love what they do but struggle with the marketing and sales aspects of their business. It’s ideal for those who offer professional services and are looking to build a client base that is not only large but also aligned with their business values and goals. This includes coaches, consultants, therapists, and other service-oriented professionals who seek to establish a strong personal brand and a steady flow of clients.
  2. Key Points and Action Steps:
    • Building a Strong Foundation: The book emphasizes the importance of understanding your ideal client and how to communicate your unique value proposition. Action Step: Identify your target market and develop a clear message that resonates with them. Do this before moving on to other parts of the system and before investing in a lot of marketing.
    • Networking and Referrals: Do you hate networking? You’ll learn practical strategies for effective (and relatively pain-free) networking in BYS. You’ll also learn how to create referral partnerships so others will send you business. Action Step: Establish especially close relationships with a few other professionals who can and will refer clients to you and vice versa.
    • Sales Cycle Management: The book provides insights into managing the sales cycle effectively, from initial contact to closing the deal. Instead of thinking of customers as people who must come in at the top of your marketing funnel and work their way down, they can step into your cycle wherever it makes sense for them. Action Step: Develop a systematic approach for tracking and nurturing leads through the sales process, allowing potential customers to decide where they want to enter.
    • Online Presence: Emphasizing the importance of an online presence, the book guides you in effectively creating a compelling website and using social media. Although this is one of the first things new business owners do, it should be well down the road. You need to establish a firm foundation before you try to attract people into your world. Action Step: Optimize your website for your target audience and engage with them through social media platforms once you’ve established the other pillars of your marketing and sales system.
    • Offering Multiple Price Points: BYS suggests offering services at various price points to cater to different client needs. Some clients need a little taste of what you can do before they go all in. This is especially true if your signature offering is a significant investment. Action Step: Develop a tiered service model that allows clients to choose a level of service that fits their budget while allowing them to experience the good work you do.
  3. Unique Insights:
    • The Red Velvet Rope Policy: BYS introduces the concept of the “Red Velvet Rope Policy,” which encourages choosing clients that energize and inspire you, rather than working with anyone who can pay. This approach is unique as it focuses on quality client relationships over quantity, leading to more fulfilling and sustainable business practices.
    • Personal Brand Development: Unlike generic marketing advice, the book delves deep into personal brand development, emphasizing authenticity and personal connection in business relationships. If you want to go even deeper into building a personal brand, check out my blog post about Jessica Zweig’s Be.
    • Systematic and Holistic Approach: Book Yourself Solid provides a comprehensive, step-by-step, do-this-in-this-order system that covers all aspects of client acquisition and retention, which is often missing in other books/methodologies that only focus on specific aspects of business growth.

Can I be honest with you? As I reread the information above, it all sounds bland. Who doesn’t think they should network or establish an online presence? Here’s the thing, though. BYS is a comprehensive system that shows you what to do and how to do it. And there’s no way I can do it justice in this summary. I probably wouldn’t have given so many copies of the book away if there were. It’s sort of like describing the Taj Mahal as a big, whitish building. True, but WHAT A BUILDING!

Book Yourself Solid is a valuable resource for solopreneurs and small business owners serious about growing their business through strategic marketing and sales approaches, building meaningful client relationships, and developing a strong personal brand. The practical, actionable advice it provides can yield immediate and tangible results for those who apply it. I highly recommend it!

About the Author

Ron Tester is a Certified Executive Coach and Book Yourself® Solid Coach who helps service professionals and solopreneurs grow their businesses without sacrificing their personal lives. With over 20 years of entrepreneurial experience, Ron provides practical guidance on marketing, sales, operations, and work-life balance. Learn more at https://www.rontestercoaching.com/about.

Read This: The Mom Test: How to Talk to Customers & Learn If Your Business Is a Good Idea When Everyone Is Lying to You

As a growth strategist, I’ve seen many enthusiastic new business owners and founders fall into a common trap: they’re so captivated by their business idea that they overlook the crucial step of validating it with real-world feedback. This is where Rob Fitzpatrick’s The Mom Test comes in as a game-changer. While Steve Blank’s The Four Steps to the Epiphany encourages founders to “get out of the building” and talk to customers, The Mom Test takes it a step further. It teaches you how to engage in conversations that avoid leading questions and prevent the false validation trap. By doing so, it ensures that the feedback you receive is genuine and actionable, not just polite affirmations that fail to truly validate your idea. For anyone starting a new venture, this book is an indispensable tool for gathering the insights needed to succeed in today’s competitive market.

1. Target Audience

This book is particularly beneficial for:

 

    • Entrepreneurs and Start-up Founders who are developing new business ideas or products.

    • Product Managers and Marketers seeking effective ways to gather customer feedback.

    • Solopreneurs who need to validate their business ideas with limited resources.

2. Key Points and Action Steps

 

    • The Mom Test Method: A technique for obtaining honest feedback, avoiding biased and overly positive responses.

    • Three-Step Process for Interviews:

       

        1. Focus on the customer’s life, not your idea.

        1. Prioritize specifics about the past over future speculations.

        1. Emphasize listening over talking.

    • Avoid Leading Questions: Steer clear of questions that seek validation rather than truth.

3. Unique Insights

 

    • Practical, Actionable Advice: The book offers a hands-on guide for conducting customer interviews, moving beyond theoretical advice.

    • Focus on Problem-Solving: Shifts the focus from seeking approval for the business idea to understanding and addressing customer problems.

    • Recovery Techniques: Provides strategies to recover from unproductive conversations and redirect them toward meaningful dialogue.

The Mom Test details a unique and pragmatic approach to customer feedback and business development, making it a valuable read for anyone looking to create products or services that truly resonate with their target market. The book’s focus on honest communication and understanding customer needs provides a robust framework for entrepreneurs and business leaders. If you’re developing a new business or a new offer and you want to get better at integrating feedback from potential customers into your decision-making, I highly recommend Rob Fitzpatrick’s The Mom Test

About the Author

Ron Tester is a Certified Executive Coach and Book Yourself® Solid Coach who helps service professionals and solopreneurs grow their businesses without sacrificing their personal lives. With over 20 years of entrepreneurial experience, Ron provides practical guidance on marketing, sales, operations, and work-life balance. Learn more at https://www.rontestercoaching.com/about.