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Course Content
    • Welcome to Module 2! Here's an overview...
      2:25
      Welcome to Module 2! Here's an overview..
    • ✍🏽 What are your Easily Referrable Issues? (ERI)
      8:52
      ERI - easily referrable issue
    • Understand this -- your modality vs ERI's...
      6:03
      Understand this -- your modality vs ERI's..
    • ...but what if I don't know what my audience thinks is Easily Referrable?
      3:01
      ..
    • (Optional) Poll when you have "too many issues" πŸ˜„
      Clarify Your Calling with Authentic Market Discovery
    • πŸ”Ž Google your ERI's and look for "People also ask"
      5:37
      ERI validation via Google "People also ask"
    • For "People also ask" you have to use Google search, not DuckDuckGo or other search engines...
      3:05
      For "People also ask" you have to use Google search, not DuckDuckGo or other search engines..
    • πŸ”Ž Ai chatbots can help too, with wordings & additional ERIs
      5:02
      AI chatbots for ERI clarification
    • (Optional) Search social media for your ERI's and update if needed
      3:25
      social media search to get more ERI ideas
    • Set up your appointment calendar first...
      2:39
      set up a scheduling booking calendar link
    • ⭐️ Outreach Message for Market Discovery Calls (MDCs)
      10:09
      Post your MDC outreach post
    • Ask your supporters for help spreading your post... especially if not getting enough responses
      5:51
      send your social media post to your supporters to support it
    • πŸ’ͺ🏽 Reminder: you probably need to be messaging (a lot) more people...
      9:55
      Message people right away after making your MDC request post
    • When they respond β€œYes”...
      3:41
      What happens when you say Yes to MDC outreach post?
    • 🀝 Market Discovery in a LOCAL context (in-person networking)
      3:25
      How to apply the Market Discovery process to local connections?
    • How long should MDCs be?
      2:34
      How long should MDCs be?
    • To get more MDC's -- consider telling your people about a due date :)
      1:05
      To get more MDC's -- consider telling your people about a due date :)
    • MDCs as a call-to-action at end of Social Media posts (Jonah Richman example)
      8:10
      MDCs as a call-to-action at end of Social Media posts
    • What if people say "no" or "I already have someone"...
      4:47
      What if people say "no" or "I already have someone"..
    • Alternative to conversations -- private messaging threads
      1:12
      do private messaging instead of a call?
    • 🎁 What about offering an incentive / thank you gift?
      1:42
      incentive for MDC's?
    • Schedule your reminder emails
      2:26
      Schedule reminder emails for your MDCs
    • Pivoting your ERI if you're not getting Yes's...
      4:42
      Pivoting your ERI if you're not getting Yes's..
    • Nethra's experience turning ERIs into newsletter content and workshop proposal
      11:24
      Nethra's experience turning ERIs into newsletter content and workshop proposal
    • Larger audience therefore less able to say Yes to 1-1 convos?
      Clarify Your Calling with Authentic Market Discovery
    • Module 2 Check-In / Homework
      0:44
      Market Discovery Module 2 homework
    • (Optional) Udemy Research
      Clarify Your Calling with Authentic Market Discovery
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    Module 3 -- How to do MDCs
    • Overview of Module 3
      4:04
      Overview of Module 3 for Market Discovery
    • Good (and bad) reasons to do MDCs
      7:59
      reasons to do MDCs
    • Expanding beyond the same few people you keep reaching out to...
      4:50
      Expanding beyond the same few people you keep reaching out to..
    • Want vs Need
      8:28
      want vs need
    • What if your core offer isn't what they want? Do you *have* to offer something different? Consider different introductory offers...
      5:50
      What if your core offer isn't what they want? Do you *have* to offer something different? Consider different introductory offers..
    • ⭐️ How to do an MDC (Market Discovery Call)
      4:43
      how to do MDCs?
    • What if during the MDC you find out they're not your ideal client?
      4:39
      What if during the MDC you find out they're not your ideal client?
    • Do we allow people to keep sharing deeply, or move onto next questions?
      1:26
      MDC's -- do we allow people to keep sharing deeply, or move onto next questions?
    • At this stage, take the offer formats lightly...
      3:06
      MDC - don't worry about formats
    • Stay organized -- fill out a Google Form for each MDC
      1:56
      Taking notes for your MDC
    • πŸ€— Would you like to practice MDCs with your fellow students?
      0:53
      practice MDCs with others?
    • Follow up message to send after an MDC
      3:09
      MDC follow up email
    • (optional) Follow-up google form example
      Clarify Your Calling with Authentic Market Discovery
    • Advanced -- Market Discovery GROUP Call
      4:11
      Group MDC calls
    • Invite new clients to do an MDC
      2:45
      Got a new client? Do an MDC with them asap :)
    • Invite new subscribers & fans to do MDCs
      2:05
      Do MDCs with new your fans
    • Welcome to Module 4!
      3:08
      Welcome to Module 4 (Authentic Market Discovery)
    • Overwhelmed with info from your MDCs?
      3:28
      overwhemeld by MDC data?
    • Ai support to integrate your MDCs 🦾
      7:42
      use Ai to analyze your MDC
    • πŸ“Š Spreadsheet for Integrating MDCs
      10:21
      MDC analysis using spreadsheet
    • Awareness Log (problem-aware, solutions-aware, etc.)
      9:35
      Stages of Client Awareness -- problem aware to solutions aware etc
    • Can also use Ai to integrate the spreadsheet info :)
      3:50
      Ai can analyze spreadsheets too
    • How many MDCs to do on a regular basis?
      3:12
      how many MDCs to do?
    • How many MDCs before you start coming to conclusions?
      2:28
      How many MDCs before you start coming to conclusions?
    • Brainstorm some Offer Ideas now...
      1:01
      turn MDC data into offer ideas
    • Not only offers, but ideas for content as well!
      1:19
      MDCs help you clarify content ideas
    • Be open to a different format of your offers
      3:11
      Be open to a different format of your offers
    • Overwhelmed by what you're hearing in your MDCs? Remember to launch lightly...
      4:36
      Overwhelmed by what you're hearing in your MDCs? Remember to launch lightly..
    • Overview of This Module
      3:29
      Market Discovery Module 5
    • Why Polls?
      2:29
      Why MD polls?
    • Make sure the *options* of your polls are coming from real conversations though...
      2:06
      Polling isn't for figuring out the options of the polls
    • Macro Topical Poll
      4:22
      Macro Topical Polls
    • Sub-Topical Poll
      3:11
      Sub-topical poll
    • To get more responses to your polls...
      Clarify Your Calling with Authentic Market Discovery
    • Some of your supporters might be willing to SHARE your poll with their people...
      0:47
      Some of your supporters might be willing to SHARE your poll with their people..
    • Title Polls
      6:31
      Title Polls
    • How to use Google Forms for bias-free polls
      7:27
      Google Form - randomize questions
    • More Google Form geekery -- how to use If-Then to segment your audience
      5:11
      If-Then Google Form
    • Image Poll
      2:36
      Image poll
    • Format Poll
      1:53
      Format polls
    • Should we do Market Discovery in terms of pricing?
      4:54
      Should we do Market Discovery in terms of pricing?
    • Should we poll our audience about dates/times to set an event?
      6:38
      Should we poll our audience about dates/times to set an event?
    • Polling via 1-1 free sessions
      5:46
      Polling via 1-1 free sessions
    • Got another type of poll not listed above?
      Clarify Your Calling with Authentic Market Discovery
    • using SMS and mass-DM'ing for polling?
      3:12
      using SMS and mass-DM'ing for polling?
    • Polls don't replace MDCs though...
      Clarify Your Calling with Authentic Market Discovery
    • Ultimate MD poll is your Offer πŸ˜… – therefore, frequent gentle launches.
      2:58
      Selling is the ultimate poll
    • Welcome to Module 6! πŸ‘πŸ½
      2:48
      Welcome to Module 6 (Authentic Market Discovery)
    • What if my poll's responses are all from my personal invites?
      3:32
      What if my poll's responses are all from my personal invites?
    • ⭐️ How I gain insight Google Forms polling data to make the obvious choice
      17:05
      Analyze polling data with google forms
    • The key to a highly relevant offer -- best voted Topic, Title, Subtopic, Image...
      8:05
      market discovery is to help you create better offers
    • ⭐️ What's a Gentle Launch?
      10:43
      Gentle Launch (market discovery course)
    • ꩜ Spiral upwards to ever greater clarity✨
      1:11
      market discovery -- spiraling upwards
    • Can you use Market Discovery process to clarify your content and grow your audience? Yes.
      1:08
      Can you use Market Discovery process to clarify your content and grow your audience? Yes
    • "I don't know if what I do is UNIQUE... many others do what I do?"
      3:11
      "I don't know if what I do is UNIQUE..
    • Niching down one's Offer (solving specific problem) puts us in a box / cuts off our holistic energy doesn't it?
      9:04
      Niching down one's Offer (solving specific problem) puts us in a box / cuts off our holistic energy doesn't it?
    • 2 possible niches - which should I do market discovery about?
      3:38
      2 possible niches - which should I do market discovery about?
    • I have lots of ideas - what if I have several different niches? What nichemates to reach out to?
      2:25
      I have lots of ideas - what if I have several different niches? What nichemates to reach out to?
    • Nichemates - reach out to "direct competitors" or adjacent type of business?
      2:21
      Nichemates - reach out to "direct competitors" or adjacent type of business?
    • How to find my nichemates to have conversations with?
      1:56
      How to find my nichemates to have conversations with?
    • What if your nichemates feel competitive and don't want to share intel?
      1:57
      What if your nichemates feel competitive and don't want to share intel?
    • How to prioritize what types of people to reach out to for MDC's -- warmer or cooler people?
      6:16
      How to prioritize what types of people to reach out to for MDC's -- warmer or cooler people?
    • Invite your YouTube audience to do MDCs? Too much?
      4:03
      Invite your YouTube audience to do MDCs? Too much?
    • "The people I know don't want to buy my thing, I need to talk to new people..."
      6:38
      "The people I know don't want to buy my thing, I need to talk to new people..
    • I already offer things - what do I do with those re: market discovery?
      4:11
      I already offer things - what do I do with those re: market discovery?
    • corporate fitness training - 1-1 price too much?
      3:00
      corporate fitness training - 1-1 price too much?
    • ADHD coach wants to launch a group program - how does market discovery help?
      7:10
      Example - ADHD coach wants to launch a group program - how does market discovery help?
    • "I polled people, created a product, they didn't buy... why?"
      7:18
      "I polled people, created a product, they didn't buy..
    • speak to empowered people vs vulnerable people?
      4:05
      speak to empowered people vs vulnerable people?
    • If you work with internal states... is it easily referrable?
      1:16
      You work with internal states, is it easily referrable?
    • "My ERI are personal issues -- not easily referrable -- what to do?"
      6:42
      "My ERI are personal issues -- not easily referrable -- what to do?"
    • Sensitive issues that people are shy to say Yes to? Or masked issues they don't realize they have?
      2:17
      Sensitive issues that people are shy to say Yes to? Or masked issues they don't realize they have?
    • Gentle launches for 1-1 coaching offer -- keep switching ERIs?
      4:53
      Gentle launches for 1-1 coaching offer -- keep switching ERIs?
    • Which is more useful -- nichemate calls or MDCs?
      4:00
      Which is more useful -- nichemate calls or MDCs?
    • MDC: should you ask demographic info from someone you already know?
      1:18
      should you ask demographic info from someone you already know?
    • Sample MDC -- Michael Williams
      10:53
      sample MDC with Michael Williams
    • Sample MDC - Seth Harwood and Artie Vipperla
      7:15
      Sample MDC - Seth Harwood and Artie Vipperla
    • MDC: what if you find yourself creating solutions for them already?
      2:39
      MDC: what if you find yourself creating solutions for them already?
    • What if what THEY want, you believe is a bad solution for them?
      3:26
      What if what THEY want, you believe is a bad solution for them?
    • Do people pay for revolutionary things, or only already-perceived problems/desires?
      3:00
      Do people pay for revolutionary things, or only already-perceived problems/desires?
    • Making an ERI more specific
      3:34
      Making an ERI more specific
    • In your MDC's should you ask them to see if your method/modality is interesting?
      4:59
      is our method is going to work for them?
    • Your offers aren't selling well - you need to do market research because of your saturated market...
      6:50
      Your offers aren't selling well - you need to do market research because of your saturated market
    • Market Research - Most Important Questions
      6:24
      Market research_ most important questions_
    • How to decide which product to work on and launch next?
      8:11
      How to decide which product to work on and launch next
    • Market research request posts -- How to get more responses?
      3:57
      Market research request posts -- How to get more responses?
    • Group Q&A Call Strategy to engage with your audience and do some market research
      7:00
      Group Q&A Call Strategy to engage with your audience and do some market research

Overview of Module 3

Alright. Warm welcome to module 3. I'm so glad you're still here. And this module is the core of the program. Okay.
I mean, everything else is important too. But this module is where you're really going to get in touch with other human beings. And other human beings, of course, are the ones you're actually your business is actually serving and working with. So this is very important to do the exercises in this module. Obviously, you know, do as many, well, k.
So what you're gonna learn in this module is how to do market discovery calls. Remember, in the previous module, you put out requests for calls. Right? Well, this module is where you actually, follow-up on those requests and do them. So, in this module, you're going to see reasons, good and bad, to do market discovery calls.
We're gonna talk about this very important, I'm not gonna click on it right now. Whoops. I'm we're gonna talk about the very important distinction between what they want versus what you think they need. Okay? We wanna focus our market discovery calls on what they want.
Okay? We're also, this is important. Let me just let me just take a moment to say this. This is, I didn't even record this in the later ones. But when you do your market discovery calls, focus on what their mindset is.
Their the what what what are they spending money on related to your thing? What do they what might they want to spend money on or do they wanna spend money on? Don't focus on your current offer. I mean, unless they're asking you for it, unless they're unless they're really fascinated, they wanna learn more, do not make the call about, can I tell you what my offer is and tell me what you think? Because they're just gonna validate you being polite.
They're gonna be polite. I've done this too many times, and I've seen too many people do this. And even after they validate you and be polite, you're gonna ask them to buy it and they won't buy it because they're just gonna be polite to you. Everyone's gonna do this. Everyone's gonna lie to you.
That's a hyperbole, but it's true much of the time. Everyone's gonna lie to you about how great your offer is because they don't wanna say it's bad. Most people are quite agreeable that maybe you speak to some people who are not agreeable, who are gonna tell you the unvarnished truth. But what you want to do is spend that precious time to learn about their mindset, their current wants, their spending patterns, what they're buying related to what you are offering. Related to, not your offer, but in the field of your offer.
Okay? And, you're gonna get various other nuances. Like, what if you'd find out during the call that they're really not your ideal client? We'll talk about that. And we will talk about how to stay organized with your notes for you can use a Google Form template that I give you.
That's optional, or you could just take notes in the way that I recommend. And, and here's a very important, segment. If you wanna practice with your fellow students in this course, I think that's a good idea to do this. Go here and you will go there and there will be a bunch of, comments that you can reply to for other people who want to who want to, practice as well, and you can add your own comment, similar to what they're saying. So definitely check this out.
How do you follow-up after you do the call? We'll talk about that. And finally, for those who already have a bigger audience and say, George, I don't have time for these 1 on 1 calls. I have a big audience already. You could do market discovery group calls with your audience.
So that's that's for those who have that kind of audience size. So anyway, with that, I look forward to seeing you dive into this module. Enjoy the experience with other human beings because it's really it really is. It's meant to be a a, an experience of connection, of caring, of discovery, of course, and perhaps and of advocacy. Because once you connect with them in that way, they may become an advocate of your business.
The the better the the the better the experience of the call is with you, the more that's gonna be true. So I hope you enjoy that.
Last updated 17 Jun 2024.