I’ve been given a lot of things over the years from friends, clients, and potential clients.
Surfboards.
Whiskey (even though I don’t drink).
Steaks.
A compound bow.
A chess set.
S*x toys (I don’t judge you freaks out there, but that went straight to the trash lol).
Even a degree from my buddy Patrick Bet-David (that’s a story for another time).
But if there’s one thing in my office at HQ that gets used the most.
And it’s the most unglamorous thing in the room – a small 2ft x 3ft whiteboard.
When a big problem shows up in my business, I write it on that board.
Then I sit down on the couch across from it and work through it until I’ve got a plan.
I share this with you because I’ve been in the game long enough to identify the problem pretty quickly now.
What I normally do (for myself, my 1-on-1 clients, and Scale Syndicate members) is go through five specific things.
I broke these down with my Scale Syndicate members at our last meetup, and I want to share them with you here – along with what to do about each one.
- Your offer isn’t making people feel stupid for saying no.
Most entrepreneurs build their offer around what they’re proud of – not around the specific pain their customer is desperately trying to escape.
Strip everything back and ask yourself one question – what is the #1 painful outcome my customer is trying to avoid? Build your offer around eliminating that outcome, not around what you can provide.
- Your leads only show up when you do.
There’s a massive difference between doing marketing and having a marketing machine.
Pick one platform where your ideal client already is. Build one repeatable content format. Show up for 90 days before you evaluate anything. Your lead gen machine isn’t built by doing everything – it’s built by becoming excellent at one thing.
- Your sales process is leaking deals somewhere and you have no idea where.
Most entrepreneurs can’t tell you their conversion rate, where deals fall off, or what their most common objection is.
Record your sales calls. Listen back. Find the exact moment where the energy shifts and the prospect checks out. That’s where you’re losing them.
- Every time the business grows, something breaks.
This almost always looks like a capacity problem. It’s actually a delegation problem.
Before your next push, write down every task that runs through you in a week. Circle the ones that only you can do. Hand off everything else with a documented process. If you can’t write down how it’s done, you can’t hand it off. And if you can’t hand it off, the business can’t scale past you.
- You’re leaving money on the table from people who already trust you.
Acquiring a new customer is the most expensive thing you do. Most businesses pour everything into acquisition and then let those customers walk out the back door with no next step, no offer, no reason to stay.
Meanwhile, your easiest revenue is sitting right there – in the people who already bought from you. Map your customer journey. After your core offer, what problem does your customer have next? What do they naturally need 30, 60, 90 days in?
Build a simple path that takes them there. Every dollar you make from an existing customer costs you less than a dollar from a new one.
Look, this is just the surface – a framework to help you identify where the real problem is living in your business.
Once you know which of these five is holding you back, that’s when the real work starts.
You go deeper, you build the plan, and you execute.
If you want the shortcut and want me to help you personally work through it, that’s exactly what we do inside Scale Syndicate – monthly calls, a Q&A section where you can get answers to help scale your business. Plus quarterly meetups where we sit down and game plan the next 90 days for your business.
>>> apply.bedroskeuilian.com/scale-syndicate
Talk soon,
Bedros Keuilian