Hey there!

Yesterday I shared the first step in the practice building playbook.

Haven't read it?

Check out TDM issue titled: The N600million a year practice playbook

Go read that before reading this...

It'll give you context.

Read it?

Awesome.

Moving on.

Here's something you need to take seriously.

Your SolutionFrame™ MUST be validated before you take this step.

I say this because it is very likely that you will want to skip that step and go straight into step two.

And whilst I understand the thinking...

It's a formula for failure and very unnecessary bad positioning.

What does it mean to have a validated SolutionFrame™?

It means:

1. You have 5 to 10 clients paying you to be leaded through your SolutionFrame™
2. You have testimonials from them about the results that they have gotten.

Ideally the price points you should be looking at are $3000, $5000 and $10,000

Now here's a little tip for selling to Nigerians during these times and still being able to maintain the integrity of your fees...

Especially in these times.

Understand that whilst you will not adjust your fees...

You can adjust the exchange rate that you chose to use.

So whilst you fees remain $10,000 for instance...

You can always decide to use N500 to the dollar as you current exchange rate rather than N1700 and explain that to your prospects.

It gives the impression that you're doing them a huge favor without officially discounting your fees.

It also gives you the ability to raise or lower what you receive with integrity without them feeling like you're taking advantage of them....

All you do is just adjust the exchange rate up or down....

#youarewelcome

Moving on

STEP TWO: Create a monthly nanoproduct series based on your SolutionFrame™

Don't know what a Nanoproduct is? Read TDM issue titled: How to make N600m a year selling audio CDs

This could be audio...

Video

Or

Written content.

Price point?

$3 to $20

These are branded monthly content that are based on your SolutionFrame™ and that ultimately form the basis for building your tribe of customers.

But in truth all you're doing is creating a waiting list of potential clients who you invite to join you when you have the breath to take on new clients.

Here's how you think about this...

You SolutionFrame™ when done well presents you with the opportunity to create 12 core transformations that are essential to the core outcome of your SolutionFrame™.

Those 12 transformations represent...

12 Identity shifts...

12 Confidence boosters...

12 skills developed...

12 values installed...

12 new habits installed

12 key problems solved...

12 obstacles removed..

12 limiting beliefs eradicated...

12 key strategies for creating a peak performance environment that deliver the result of your SolutionFrame™

The content you create around this are just indoctrination points that strength your customer's faith in you and your framework...

And progressively...

Turns whatever confusion they have into clarity and certainty...

Turns their fears into confidence...

And feelings of inadequacy into capability.

When done well...

The person who buys one will likely buy other content in your nanoproduct series...

Here's something very important that locks this in effectively....

Every time a new person buys one of these nanoproducts...

1. Add them to a mailing list.
2. This list must be positioned as an exclusive thing that isn't available to the general public, so at the very least it must have it's own brand name.
3. Send them a bonus information kit specifying where what they've just invested in fits in your entire SolutionFrame™
4. Build the relationship with them via email and events and other opportunities for connecting.
5. Offer the most attentive, opportunities to connect with you privately
6. If they're ready...and you have space, invite them to your core offer.

What's the overall plan with the nano products?

Aim to create 12 nanoproducts based on your SolutionFrame™.

These 12 form the core of what you sell to build your tribe of Customers.

The can be sold in their entirety or one by one...

All depends on you and how fast you can get them done.

Personally I find audio to be the most forgiving format for me.

Video also works....

Easy way to get them done is simply invite people to a paid zoom session...

And when you're done...

Sell the replay. (The assumption here being that the recording quality is great)

10 to 24 page written material also works pretty well.

The key to all of this though...

IS to give the series a name...a brand name.

Can you do more titles for a SolutionFrame™?

Sure...

But you'd be pushing quality.

By just taking these 2 steps....

Here's what this could look like for you in 18 months (a year and a half):

You have a validated SolutionFrame™ with 5 to 10 clients paying you $3 - $10,000

You have 12 nanoproducts available for $10 - $20 each.(One per month)

Customers buy the first one and, in time, buy most of the others.(Multiple customer purchases)

You put together package deals of 12 nanoproducts for $100 - $200. (Larger chunks of cash per transaction)

You launch an affiliate program for the $100 - $200 package and sell large quantities of the bundle. (Affiliates love ~$50+ commission per order!)

In Nigeria you can use Selar.co to manage your affiliates or generate affiliates.

You use your nanoproducts to launch offers that sell for $500 to $1,500. (Skyrocket your profit!).

You build a practice that is stable in revenue and results...

Yes, YOU!

And we haven't even gotten to step three yet.

Remember those numbers I asking you to keep in mind?

NOT THAT ONE!!!!!

I'm talking about 150, 1500 and 15000....

Tomorrow I share with you how power it is to think within that context.

Till then..

Play a bigger game..

Get out of your own way.

CTM