#18 Standardize your offer

Today, we’re talking about standardization, why it matters more as you grow beyond $20k months, and how it unlocks clarity in your offer, marketing, sales, and client delivery.

This topic is critical, but we don’t talk about it enough because it’s filed under the “unsexy side of business building.”

Well, today, we’re bringing the unsexy. Because most solopreneurs cobble together their process until either it breaks or they do.

We’ve personally seen this happen time and again to solos: Without a standardized process, you’ll hit a revenue wall and start to doubt whether you’ll ever be able to scale beyond a certain point.

So, what do we mean by standardization, and how exactly does it help you grow your business? Well, that’s where we begin.

Later in the episode, you’ll also hear us unpack our MP3 framework (market the problem, the process, and the proof) and how solopreneurs and micro-agencies can use it to condition the market and start conversations with ideal prospects.

And because we can’t help but rabbit hole, we also touch on our sales cascade framework and why being good at sales has nothing to do with being “salesy.”


Cheers,
Nick and Erica


(00:00) Intro
(01:38) What we mean by standardization
(04:30) Why cobbling stops working
(06:32) The moment the offer clicks
(07:47) The MP3 marketing framework
(09:15) Why content isn’t enough
(11:22) Marketing vs. arts and crafts
(12:42) Building influence, not followers
(14:04) How sales jobs rewire you
(17:37) Sales as decision support
(20:11) Why LinkedIn is underused
(23:11) How to lead a sales call
(24:43) What the cascade really is
(26:25) Teaching people how to buy
(28:39) What you must discover on calls
(30:16) Stop asking “Where are you calling from?”
(31:59) Standardizing the engagement process
(38:02) Why process = freedom


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