Niche/Message/Offer/Market
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HOW TO USE: 1) Read Through these Examples 2) Delete And Fill In With Your Own Details 3) Create a Collaborative Folder (ie. Google), 4) Rename this and Save it
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`Market Niche 1Niche 2 Niche 3
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Position/Current Situation (Location, income, team size, budget, vertical, job title, marital status, family status, years in position)Tech entrepreneurs. Bootstrapped. Scrappy. $10k min MRR. Or made at least $100k in sales. Optional - SaaS. Technical background. USA, CAN, UK, Israel, AUS. 30+. Following a different path. Rebels. Smart. Founders, CEOs, Co-founders SIZE: 500-2,000 EMPLOYEES; HR Director, Employee Benefits director, entrepreneurial, early adopter, no fear of technology, progressive, under 40 years of age, believes and understands value of health and wellness, believes in the value of extrinsic rewards, willingness to try new things, openness to new technologySaaS founder - $50k per month. Documented case studies. Funded or bootstrapped. Sales process works.
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Deepest Desires/Desired StateBuild million dollar SaaS business. Sell it eventually. They want to build wealth. They want to be millionaires. They want recognition from their peers. They want to provide for their family. Send their kids to private school. They want a business that finally just works! They want a success. Increases top line sales. They don't want to raise money if they don't have to. Want to feel proud and good about what they are doing and who they are helping. They are inspired to make a change in the world. Seen as a leader in the organization and their industry, providing best options for wellness, seen as innovative, building a healthy workforce, growing the company, reduce expenses, less work on a wellness program, to be good at their professionScale profitably to $5M - $10M per year. Net $1m-$2m per year. Raise series A, get acquired. Create generational wealth.
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What keeps them up at night, eyes wide open, glaring at the ceiling? What problems are they facing? What hurdles do they need to jump over? What is the most urgent problem? Scared their business won't work and they will be embarrassed and won't be able to provide for their family and their prodigy. They are scared that all the work they are doing is being wasted. They are scared that they are wasting their time and energy. Am I good at my job? Have I reviewed best available options? Am I helping or hurting the company/CEO? Will there be budget cuts? Viewed as being "behind" in knowledge of wellness programs, evaluated as ineffective in role, inability to make changes in culture of organization, have put in place cost-prohibitive/ineffective programs in the past, have not affected health changes, perpetuating an unhealthy/unproductive/unmotivated staffThey can't predictably fill their calendar with qualified prospects at a cost that sustains a profitable business model. They can't get paid traffic to work. They don't understand how to scale quickly.
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What are they frustrated by? Why? How are they feeling? Marketing team. Their salespeople. Their current lead flow. Their sales process is not working. They use hope and pray methods. They feel scared. They feel frustrated when they read about people exiting their startups and making a ton of money. They feel envious. They are frustrated with the amount of time they are spending and the results they are getting. Frustrated with progress. Things are taking too long. Lack of resources and supportThey are frustrated by slow growth rate. They feel anxious. They hate looking at their income statements/growth chart because they feel bad. They are frustrated that they are not rich yet. They feel like they missed their goals or they are late. They are frustrated that they haven't fulfilled promises to investors.
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What are they angry at? Why? They are angry at themselves for failing. They have super-high expectations of themselves and they are angry that they are not meeting them. The lack of opportunity to address issues of retention, morale, loyalty, health, cultureThey are angry at themselves and or their teammates. They had lofty goals and they are angry that they haven't met them yet.
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What have they tried but have failed at? Hired VP sales (failed), hired agency (failed), outbound prospecting (failed), facebook ads (failed), raising money (failed), closing deals (failed), getting the price they want (failed), getting ecstatic customers (failed). They read CEO books, but they are still in the same situation. They tried ads themselves (failed), they tried bringing in SDRs (failed), they tried hiring "pros" but the "pros" didn't do anything meaningful. They tried hiring a new college grad "growth hacker" but the guy failed. They tried other agencies, but the agency couldn't solve the problem.
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What trends are happening in the market? How will this negatively affect them if they don't adapt?New startups are popping up every day. Everyone is waking up and realizing that working for themselves is better than being employed. Someone already has your idea. You need to be able to execute better than them to win. Investors are throwing money at startups and you need to validate your business ASAP before some of these startups get traction.
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What will happen if they don't make a change? How much time do they have? Litigation, embarrassment, return to job, abandon dreams, can't provide for their family, kids can't go to private school, wife leaves with trainer, depression, stress, feeling like a failure.Lose their job for ineffective work, demotion, budget reductions, status quo, unhealthy workforce, unmotivated workforce, addressing increasing health expenses. Need is immediate
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Solution/VehicleYour Product or Service
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Bodacious Claim (What claim can you make that appeals to your prospects deepest desires?)$0-$1M ARR In 12 months without raising capital.
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Secondary Benefits (What other metrics are you affecting and by how much? What frustrations are eliminated or reduced? How much time are they saving doing what? What can they forget about?) Scale faster, while being extremely capital efficient, get to profitability, build a great business. Increase outbound prospecting reply rate, demo booking rate, demo closing rate, lead velocity, top line revenue, capital efficiency. Better salespeople, higher producing sales org, less stress, more predictability. You will now know how to predictably generate pipeline and fill your calendar. No more worrying. Save years of time figuring this out on your own. Save millions of your own money and investor money. Forget about chasing your own tail. Build an extremely profitable business in the shortest amount of time possible.
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Auxiliary Benefits (How do they feel? How much stress is eliminated? What other areas are affected by the transformation and by how much?)
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Case Study 1 (Before/After)
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Case Study 2 (Before/After)
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Case Study 3 (Before/After)
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Case Study 4 (Before/After)
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Case Study 5 (Before/After)
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Case Study 6 (Before/After)
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Credibility (Logos, # of clients, Years in Business, Partners, Investors)
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Feature 1 Foundational Copywriting Training
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Feature 2Funnel Building Training
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Feature 3 Outbound Prospecting Training
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Feature 4 Sales Training
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Feature 5 Advertising Training
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Feature 6 Systems Training
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Feature 7 Team Building Training
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Feature 8 12 Months of Coaching and support
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Feature 9 Actionable Templates
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Feature 10 Entrepreneur Community Facebook Group
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Feature 11 Software Discounts
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Price $15k
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Guarantee/Risk Reversal90 Day Action Based Guarantee
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Point Of Difference 1Specifically designed for tech-focused founders
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Point Of Difference 2Focus on capital accumulation and speed to market
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Point Of Difference 3 Customers actually make money
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Point Of Difference 4 Better energy and motivation
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Point Of Difference 5 Cheaper than other consultants and programs
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Supporting Assets
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MOFU VSL Thesis$0-$1.5M. 6 Months. Bootstrapped. One Commission-based employee.
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BOFU Sales Script Deck + Script + Recorded Demos
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TOFU Article The Lethal Sales Script - How to turn an 18 year old kid into a lethal closer, capable of selling complex deals to sophisticated decision makers
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TOFU Video Testimonial How Copilot went from $0-$550k ARR in 5 months
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TOFU Video Testimonial How AdvisorStream went from $0-$1M ARR In 12 Months
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TOFU Video TestimonialKinobody Story
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TOFU Video What It Looks Like To Make It Rain
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TOFU Video What It Looks Like To Pack Your Calendar
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TOFU VIdeo AdvisorStream Office Check-In
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TOFU Video Kinobody Ferrari Video
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TOFU Video Mechanics Of An Inside Sales Funnel
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TOFU Video Mechanics Of An Outbound Prospecting Funnel
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BOFU Asset Customer Reference List
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BOFU Asset Limited Trial Access
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BOFU Asset Recorded Feature Demo
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BOFU Asset Price List
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MOFU Written Thesis $0-$1.5M. 6 Months. Bootstrapped. One Commission-based employee.
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Mechanisms
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Lead Mechanism Opt-In
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Lead Mechanism Quiz (jotform)
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Tripwire Demo booking (Calendly)
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