Overview

Question 1

The 2 goals of CVO

Answer 1

Decrease CAC, increase LTV

Question 2

Immutable law of business growth

Answer 2

He who is willing to spend the most to acquire a customer wins

Question 3

What book does this process follow?

Answer 3

The Twelve Stages of Intimacy by James Dobson

Question 4

What is the formula?

Answer 4

Leads x Customers x Margin x Frequency of purchase = Growth Potential

Question 5

What is the goal of CVO relative to the formula?

Answer 5

2L x 2C x 2M x 2F = 16GP (ideally)

Question 6

What are the 2 main steps of determining product-market fit?

Answer 6

1. Identify customer clearly

2. Identify your FLAGSHIP PRODUCT/SERVICE

Question 7

What is the main job of our Value Continuum?

Answer 7

Move people from their before state to their after state

Question 8

What is easiest way to get people moving down your value continuum?

Answer 8

Get them to envision what their life will be like when they have your after state

Question 9

What are the elements of the Before and After grid?

Answer 9

Have, Feel, Avg. Day, Status

Question 10

What is difference between SOV and USP

Answer 10

USP is about us. SOV is about what they get

Question 11

What is the structure of an SOV?

Answer 11

(product) enables (customer) to experience (outcome)

Question 12

What is your good barometer for a good SOV?

Answer 12

It makes you proud, happy, and inspired

Question 13

What are the two types of doubt a prospect could experience?

Answer 13

1. Doubts about you

2. Doubts about themselves