「買うか？」と聞くな、「買わせろ」――ティモシー・フェリスが暴くマイクロテストの真髄と需要検証の冷徹な力学

導入（1行サマリー ＆ つかみ）

「顧客が本当に買うかどうかは、実際に財布を開かせるまで誰にもわからない」――この冷徹な原則を受け入れられるかどうかが、ビジネスの生死を分ける。

新規事業の立ち上げやプロダクト開発において、もっとも高くつく過ちは何でしょうか。それは「誰も欲しがらないものを、完璧に作り上げてしまうこと」です。どれほど入念な事業計画書を書き上げ、美しいデザインのプロトタイプを磨き込み、何十人もの知人に「これ欲しい？」とインタビューして絶賛されたとしても、いざ発売した瞬間に訪れる静寂――この悪夢は古今東西、大企業から個人事業主に至るまで数え切れない挑戦者を呑み込んできました。

今回解読するのは、ティモシー・フェリスの歴史的ベストセラー『週4時間だけ働く。』における核心部、『第10章: 自動収入マシン II――ミューズのテスト・検証（Income Autopilot II: Testing the Muse）』です。

フェリスが本書で提唱する「ミューズ（Muse）」とは、創業者自身がオペレーションに縛られることなく自動でキャッシュを生み出し続ける小型ビジネスモデルを指します。そして本章が提示するのは、在庫を1個たりとも抱えず、工場への発注書にサインする前に、わずか数百ドルの広告費と数日間の「マイクロテスト（Micro-Testing）」だけで顧客の「本物の購買意欲」を炙り出す、極めて実践的かつ冷徹な検証アーキテクチャです。

この章に刻まれた思想は、現代のエリック・リースによる「リーン・スタートアップ」やスモークテストの源流そのものであり、不確実性に満ちた現代のプロダクトマネジメントや新規事業開発においてもなお、痛烈な切れ味を保っています。直感とアンケートという名の甘美な幻想を打ち砕き、顧客行動の冷厳なファクトだけを指標にする検証工学の全貌を紐解いていきましょう。

現場を縛る見えない壁と誤謬

1. 「意見」を聞く者は敗北する：社会的望ましさバイアスの罠

新規事業担当者や起業家が陥る最大のトラップは、「顧客候補に意見を尋ねてしまうこと」です。

フェリスは本章の冒頭で、ボーダーズ・ブックス（Borders）の創業者が3億7500万ドルもの巨額出資を焦げ付かせた全米ネットスーパー「Webvan」の悲劇を引いて警鐘を鳴らします。破綻の理由は極めてシンプル、「誰もそれを欲していなかったから」です。

なぜ経験豊富なエディターや百戦錬磨の投資家たちが揃いも揃って見誤るのでしょうか。本章は人間心理の構造的欠陥を容赦なく突きます。

10人に「この商品を買いたいか？」と聞いてみてほしい。全員が「欲しい」と答えた直後に、「実は今クルマに10個積んであるから買ってくれ」と言った瞬間、相手から好かれたくて愛想笑いを浮かべていた肯定の返答は、冷や汗混じりの丁寧な拒絶へと変わる。

人間は対面インタビューやアンケートにおいて、無意識に「好かれたい」「相手を傷つけたくない」「進歩的で聡明な消費者に見られたい」という心理バイアス（社会的望ましさバイアス）を働かせます。仮想の質問に対する「買います」という発言の限界費用はゼロです。しかし、1ドルの実弾を自分のクレジットカードから決済する瞬間、脳の計算回路は劇的に切り替わります。

以前の記事「顧客の声」を聞く者はなぜ失敗するのか――CPF（顧客課題フィット）が暴く、無意識のインサイトと代替品の地政学でも論じた通り、顧客の口頭の言動を真に受けてソリューションを急造するアプローチは、構造的に破綻を孕んでいます。顧客の「言葉」に価値はありません。唯一信頼に値するのは、「顧客が行動を起こし、リソース（注意・時間・金）を不可逆的に投じた痕跡」だけなのです。

2. 「作ってから売る」という製造業パラダイムの呪縛

もうひとつの致命的なボトルネックは、産業革命以降に擦り込まれた「設計 → 製造 → 流通 → 販売」という直列型プロセスの盲信です。

従来の常識では、まず商品を作り、パッケージを用意し、在庫を倉庫に入れ、しかるのちに広告を打って販売を開始します。しかし、このフローは不確実性のリスクをすべて事業主側に前借りさせる極めて非対称なギャンブルです。売れなかった場合、残るのは負債と在庫の山、そして投じた時間という埋没費用（サンクコスト）だけです。

フェリスが提示するコペルニクス的転回は、順序の完全な逆転です。 「売る（需要を確かめる） → 検証する → 作る（あるいは撤退する）」。 売れることが数学的に証明されて初めて、1個目の商品を製造ラインに乗せる。この順序の組み換えこそが、資本力を持たない挑戦者が破滅を回避するための絶対防壁となります。

核心フレームワークと実践モデル

フェリスは、需要テストを体系的な3つのフェーズからなる「マイクロテスト（Micro-Test）」として定義しています。

1. Best（競合優位性の設計）：競合を調査し、より魅力的なオファーとUSP（独自の強み）を備えた1〜3ページの基礎的Webサイトを構築する（所要時間：1〜3時間）。
2. Test（広告によるトラフィック投下）：Google AdWords（現Google広告）などの検索連動型広告を少額（日予算50ドル×5日間程度）で運用し、実購買アクションを計測する（設定3時間、観測5日間）。
3. Divest or Invest（損切りか、投資か）：データに基づき、敗者を即座に切り捨て（Divest）、勝者となったオファーにのみ製造・販売リソースを集中投下する（Invest）。

この枠組みをリアルに理解するために、本章で詳解される対照的な2人のケーススタディ――セーラーシャツを扱おうとするシャーウッドと、ロッククライマー向けヨガDVDを企画したヨハンナの軌跡を追ってみましょう。

ケース1：シャーウッドの「ドライテスト（Dry Testing）」と多段階ファネル

フランス旅行で見かけたボーダー柄セーラーシャツがニューヨークの若者に大ウケしたことからビジネスを着想したシャーウッドは、仕入れ値25ドルに対して100ドルで販売する構想を抱きます。彼は在庫を仕入れる前に、次のアーキテクチャを構築しました。

• 第1ページ（LP）：商品のベネフィット、差別化要素、利用者の声（テスティモニアル）を並べた300〜600ワードのランディングページ。末尾に「購入する（Purchase）」ボタンを配置。
• 第2ページ（注文・価格確認ページ）：価格、送料、基本連絡先（メールアドレス、電話番号）を入力するフォーム。
• 第3ページ（バックオーダー通知）：利用者が「注文を確定する」を押した瞬間に、「大変申し訳ございません。現在在庫切れ（バックオーダー）となっております。入荷次第すぐにご連絡いたします」と表示。

これはマーケティング実務で「ドライテスト（スモークテスト）」と呼ばれる手法です。 ポイントは、第1ページの広告コピーの魅力と、第2ページの価格受容性を意図的に分離して測定している点にあります。もし第1ページから第2ページへの遷移率が高いのに、価格を見た途端に離脱しているなら、ボトルネックは「オファー」ではなく「プライシング」にあると即座に特定できます。

実際、シャーウッドは150ドルの広告費でテストした際、アクセスは集まったものの価格ページでの離脱が多発しました。そこで彼は価格を下げるのではなく、「2倍返金保証（着心地に満足できなければ200ドル返金）」というリスク反転のオファーを第2ページに追加して再テスト。結果、注文完了率（仮想の売上）は一気に跳ね上がり、7着の成約（525ドルの想定利益）を叩き出したことで、初めて正式な仕入れへと踏み切ったのです。

ケース2：ヨハンナの「リード獲得型」アプローチ

一方、ヨガインストラクターのヨハンナは、未完成の商品に対して購入ボタンを押させるドライテストの欺瞞性に倫理的な居心地の悪さを感じました。そこで彼女は別のアプローチを選択します。

彼女は「クライマー向けヨガの秘訣トップ10」という無料レポートを用意し、メールアドレスの登録フォームを設置しました。そして、登録者のうち60%が将来的に80ドルの本編DVDを購入するという仮説を立てて広告を運用しました。

200ドルの広告投下に対して14件のリードを獲得。想定利益は630ドルとなり、十分な採算ラインが見込めたため、彼女は初めて友人のiMacを借りてDVDの撮影・編集を開始しました。さらに登録してくれた見込み客に対して無料レポートを送りつつ、「DVDにどんなコンテンツを入れてほしいか？」を逆ヒアリングすることで、初期ロットの制作コストを回収しながら熱狂的な初期顧客基盤を確立したのです。

広告クリエイティブによる多変量テストの設計

フェリスの手法の真骨頂は、思いつきで広告を打つのではなく、「検証したい変数を1つだけに絞り込み、他をすべて固定する」という科学実験の厳密さにあります。

広告文のテストにおいて、見出し、本文、ドメイン名、保証内容のどれがクリック率（CTR）やコンバージョン率（CVR）を押し上げているのかを特定するため、Googleの自動最適化配信をあえてオフにし、均等配信によって比較検証を行います。

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）に見られるように、シャーウッドは「SAILOR SHIRTS FROM FRANCE」と「REAL FRENCH SAILOR SHIRTS」という見出しの違いが、フランス製という真正性（Authenticity）を求めるターゲットにどう響くかを厳密に比較しました。

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）では、同一のヘッドライン（YOGA FOR ROCK CLIMBERS）と訴求軸（5.12クライマー愛用、短期間で柔軟性向上）を維持しながら、使用するドメイン名（yogaclimber.com vs yogaforsports.com）がクリック率に与える影響をテストしています。

驚くべきことに、フェリス自身が著書のタイトルである『The 4-Hour Workweek（週4時間だけ働く。）』を決定した際も、編集者の直感や会議の議論ではなく、AdWords広告に出稿したテスト結果に基づき、もっともCTRが高かったフレーズを採用したという逸話は有名です。

で、私（筆者）はどう考えるか？

フェリスが本書を書いた2000年代後半から時を経て、AdWordsはGoogle Adsへと進化し、ShopifyやWebflow、Stripe、ノーコードツールが爆発的に普及しました。いまや誰もが数時間で美しい検証LPを公開できる時代です。

しかし、環境がどれほど進化しようとも、多くの組織や個人が依然として「作ってから爆死する」罠から抜け出せていないのはなぜでしょうか？ この問いに対し、現代のビジネス・組織力学の視点から3つの独自のオピニオンを提示したいと思います。

1. 「スモークテスト」の倫理的境界とブランド毀損リスク

フェリスが紹介した「バックオーダー表示」によるドライテストは、現代において劇的に難易度とリスクが上昇しています。

SNSが普及した現代において、ユーザーが購入意欲を持って決済情報を入力した直後に「実はまだ作っていませんでした」と告げられた場合、その体験は「騙された」「個人情報を抜かれた」という強い怒りに直結します。X（旧Twitter）などで「あの会社、偽のLPでカード番号を集めている」と一度拡散されれば、そのドメインだけでなく企業や個人のブランド価値は不可逆的な致命傷を負います。

したがって、現代の実務においてフェリス流のドライテストをそのまま適用するのは極めて危険です。現代における実践解は以下の2つに集約されます。

1. プレオーダー（クラウドファンディング型）の明示：「現在開発中であり、事前予約特典として割引価格で提供する。目標数に達しなければ全額返金・キャンセルとなる」と透明性を保ち、利用者を「共犯者」として巻き込む。
2. ウェイトリスト方式（ヨハンナ型）の高度化：機能やプロダクトのコンセプトを示し、「限定先行アクセスの案内を受け取る」というオプトイン形式にして、熱狂度（登録速度、アンケート回答深度）を測る。

顧客を欺くことで得る行動データは、長期的な関係資本を食いつぶす悪手です。「正直な透明性」を保ちながら「真の行動（コミットメント）」を引き出す設計こそが、現代のプロダクトマネージャーに求められる生産工学です。

2. CAC高騰時代における「マイクロテストの数学的限界」

フェリスの時代、クリック単価（CPC）は0.1ドル〜0.2ドル程度であり、わずか200〜500ドルの予算で統計的に有意なトラフィック（数千クリック）を集めることが可能でした。

しかし現在、主要なデジタル広告プラットフォーム（Google, Meta, TikTok）のクリック単価は激しい競争によって高騰しており、BtoBやニッチ市場では1クリック数百円〜数千円に達することも珍しくありません。500ドルの予算では、せいぜい数十から100クリック程度しか集まらず、CVR（成約率）を数理的に評価するにはサンプルサイズが圧倒的に不足するという現実があります。

この環境下で重要なのは、以前の記事脱ユニコーンと「幸せの資本主義」――『小さくはじめよう』に学ぶ、個と組織を消耗させないマイクロ起業の生産工学で解説した思想です。巨額の広告費を投じてマスを狙うのではなく、自らが属するコミュニティや特定のニッチ層に対して、オーガニックな発信やコミュニティ内での先行提案を通じて極小コストで初期のシグナルを拾い上げる「ゼブラ型・スモールビジネスの実験力学」とフェリスのテスト手法を融合させる必要があります。

3. 大企業が絶対にフェリスを模倣できない構造的理由

なぜ大企業の新規事業室やR&D部門は、フェリスの「5日間・500ドルのマイクロテスト」を実行できないのでしょうか？

答えは、ツールの問題ではなく「減点主義の組織ガバナンス」にあります。 大企業で「まだ存在しない製品のランディングページを作って広告を打つ」と提案すれば、法務部から「景品表示法や消費者契約法上のリスクはどうするのか」「クレームが来たら企業イメージが失墜する」と即座に却下されます。さらに、事業計画の承認を得るために何ヶ月もかけて精緻な（そして全く根拠のない）5カ年収支シミュレーションを作成することを強いられます。

結果として、1年以上の歳月と数千万円の予算を投じて「誰も望んでいなかった完璧なシステム」を作り上げ、華々しくリリースして討ち死にするのです。

以前の記事「安定した仕事」を求めるほど自由が遠のく構造的罠――『キャッシュフロー・クワドラント』第3章が暴く税制の非対称性とB経由の投資論でも指摘したように、組織の左側（従業員思考）に留まる限り、意思決定の失敗リスクを恐れるあまり「行動による検証」のスピードは極限まで低下します。

大企業がこの呪縛を打破するには、本体のコーポレートブランドから完全に切り離された「検証専用のインキュベーション用ブランド（実験用ドメイン）」を公式に認め、一定の免責枠組み（サンドボックス）の中でスモークテストを高速回転させる権限移譲を行うしかありません。

まとめ ＆ アクション指針

ティモシー・フェリスの第10章が投げかけるメッセージは、発表から年月を経た今なお、すべての作り手に対する痛烈な劇薬です。

アイデアを思いついたとき、私たちが真っ先に行うべきは、コードを書くことでも、製造工場を探すことでも、美麗なスライドを作ることでもありません。「その仮説に、自腹を切ってでも飛びつく人間がこの世界に実在するか」を暴く実験を設計することです。

明日からの意思決定とプロダクト開発に活かすべき教訓を、以下の4つのアクション指針として整理します：

• 「買いたいですか？」と聞くのを直ちにやめよ： インタビューやアンケートの「欲しい」という言葉を需要の根拠にしてはならない。唯一の指標は「金」「時間」「連絡先の入力」という顧客の不可逆的なリソース投入行動である。
• 作る前に「オファー」と「ファネル」を組め： 製品を作る前に、まずランディングページを作り、顧客がどこで離脱するか（訴求コピーか、オファー内容か、価格設定か）を細分化して計測可能な状態を作れ。
• 変数を1つに絞り込んで実験せよ： 見出し、画像、価格、保証内容を同時に変えてはならない。科学実験と同様に、一度に検証する変数を1点に固定し、どの要素が顧客の行動変容を引き起こしたのかを明確に特定せよ。
• 「透明性のある先行予約」で信用を担保せよ： 現代のテストでは、顧客を欺くステルステストではなく、プレオーダーや限定アーリーアクセスという透明な文脈を用意し、ファンや共犯者を獲得しながらリスクゼロで需要を検証せよ。

「完璧に準備してから世に出す」のではない。「世の中が熱狂して求めていることを確認してから、腰を上げて作る」のだ。 この冷徹な検証工学を身につけた者だけが、無駄な消耗戦から解放され、真に持続可能で自由な価値創造の地平へと到達できるのです。

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📊 本日の自律型 AI ドキュメント解析レポート

• 解析対象: timothy-ferriss-the-4-hour-work-week-harmony.pdf (p.204-227 (計 24 ページ / 全 430 ページ))
• 判定ジャンル: business
• 対象章・セクション: 第10章: 自動収入マシン II――ミューズのテスト・検証
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