Revenue Growth
Find broad markets with valuable problems to solve.
Sales Effectiveness
Select the best business models to solve core problems in taking prime opportunities.
Focus on one channel and one product until you reach $1 million in annual revenue. This allows you to refine your offering and master your marketing systems.
Focus on solving the hardest problems that you don't know how to solve yet. These often have the biggest impact on your business growth.
Build trust by offering your product or service for free. This helps you gather testimonials, refine your offering, and build a customer base.
Raise your prices regularly. Higher prices often lead to more revenue, even with fewer customers. Aim for at least 3-6% annual increases to keep up with inflation.
Unify sales and advertising as responsibilities of one problem owner. This eliminates conflicts of interest and aligns customer acquisition efforts.
Arm your salespeople with content that addresses your customers' concerns. Create links to relevant content for easy access.
Implement the "look back window" strategy by extending billing cycles. Longer billing periods (e.g., annual instead of monthly) can reduce churn and increase customer lifetime value.
Map your customer's progress journey to solve business problems. Customer feedback is crucial for improving your product, marketing, and overall business strategy.
Use the CLOSER framework for sales calls: Clarify, Label, Overview, Sell the vacation, Explain concerns, Reinforce the decision.
Prioritize getting proof over making promises in your marketing. Collect and showcase customer testimonials, especially those that highlight the customer's initial pain point.
When hiring, ensure new team members raise the average bar of performance. Look for candidates who teach you something during the interview process.
Advertise more aggressively. Most businesses underestimate how much advertising is needed for people to remember their brand and offerings.
Look for "ecosystem" opportunities - ways to create additional revenue streams from existing resources or by-products.
Structure your business around three key functional leaders:
- Customer acquisition leader
- Product/Delivery leader
- Internal operations leader
Use the "5 reasons" framework when addressing performance issues with team members:
- They didn't know
- Didn't know how
- Didn't know when
- Weren't motivated
- Were blocked
Experimental Growth
Use scientific method to run experiment that test your hypothesis for the path to progress. Size commitment to bets based on learning from progressive experiments.
Never get too attached to your ideas, always stay in touch with your values.