SIMPLICITY IS KEY

What does it look like when someone has mastered their methodology?

It looks simple. They might have decades' worth of experience and knowledge, but they can explain it in a way that anyone can understand.

If you can't explain it simply, then you don't understand it. That's a big reason why we focus on distilling expertise into visual models.

TWO FACTORS THAT DETERMINE SUCCESS

I started my consulting business in 2001 and I've met and worked with thousands of service-based business owners during that time. I’ve noticed two key things that are the difference between those who make it and those who don't:?

1. Service Delivery??
2. Audience Response??

SERVICE DELIVERY?

In the model above, service delivery is represented as a spectrum on the vertical axis. At one end of the spectrum, we've got bespoke solutions for each client, where we create an individual customised solution for their situation. Each time we work with a client, we unravel the complex web of knowledge in our brains, to deliver a solution and achieve the desired result.??

We can absolutely provide quality results here, getting our clients from A to B, but we're not necessarily getting there in the most efficient way. It might look a bit more like this:?

At the other end of the spectrum, we've got a proven system that is not reliant on any specific individual to be successful. A consistent, streamlined, reliable process, delivering outstanding client results every time in the most effective and efficient manner. No matter who on the team is delivering. We know that the shortest distance between two points is a straight line, and this proven system delivers that.??

AUDIENCE RESPONSE?

On the horizontal axis, we’ve got audience response. How does our audience respond to our sales and marketing? How do they respond to our proposals, presentations and pitches???

For example, you're at a networking event and you meet someone for the first time, who fits your ideal client profile. They ask you what you do and you give them your elevator pitch. How do they respond???

At one end of the spectrum, it’s a ‘hell no’. Their eyes glaze over, or they’re looking over your shoulder to find someone else to go and talk to. They can’t get away fast enough. They are definitely not interested, based on what you have shared. In a less dramatic example, they might simply be scrolling past you on social media.??

At the other end of the spectrum, they’re totally ‘RAPT’. You share what you do and they say, ‘That sounds amazing. That’s exactly what I need. Tell me more. How can I work with you?’??

For both axes, chances are, the reality is somewhere in between those two extremes.??

HIGH RISK?

If we’re providing bespoke solutions and our audience is not buying, we’re in trouble.?

In the bottom left quadrant, every time we get a new client, we’re designing a bespoke solution. We’re having to create individual proposals every time we’ve got a new lead, which means conversion takes longer. Attracting and converting clients is hard work and slow. Delivering bespoke solutions is time intensive and focused. It can be difficult to juggle both activities at the same time, so we end up doing one at a time and dropping balls. It’s a very lumpy, up and down, scary, high-risk way of doing business.?

HIDDEN GEM?

If we’ve got a proven system, but our audience is not buying, then we’ve got a hidden gem.?

We’ve got the opportunity to convert that treasure into something more sustainable.?

We could be sitting on a gold mine. There’s potential there, ready to be unlocked. What we need to succeed is an ability to stand out in our industry and attract and convert clients as a market leader. Clearly articulating our value proposition is the key.???

BOTTLE NECK?

If we’re reinventing the wheel for every client, chances are, we’ll be under the pump.?

If we’re great at bringing those new clients in, but then each client project is labour-intensive, we’ve got a bottleneck problem. There’s massive key person risk. What happens if we get sick???

Even if we’ve got a team, they often still rely on us for key information and the clients insist on speaking to us.???

Our ability to grow is limited by our personal capacity and there are only so many hours in the day.??

Creating a proven system is the key.???

MASSIVE IMPACT??

Proven systems and a rapt audience mean profitably making a difference for more clients.?

This is where we’re having a massive impact and making a difference for more clients. Getting paid to do work we love, the way we love to work, with people we love working with. We’ve got the systems, sales and marketing in place so that we can achieve it all, without the stress and uncertainty.???

To achieve our mission long term, we need to have that proven system and the ability to attract and convert ideal clients time and time again.??

Here's the great news ... No matter which quadrant you’re currently sitting in, there's one thing that will accelerate your ability to have a massive impact faster than any other. That's creating your own Think RAPT? system.??

Doing this ONE THING - distilling your expertise into visual models - will improve your audience response and service delivery faster than anything else.??

After decades in business, I don't believe in magic bullets ... but this sure does come close!