Appendix: Framework Index
Quick Reference: This index lists the main frameworks, methodologies, and structured approaches in this book, with chapter references for quick navigation.
Core Frameworks
ICP Framework (Ideal Customer Profile)
Primary Location: Chapter 2
Brief Description: The intersection of three circles: people you can help, people who will pay, and people who are a joy to work with.
Key Components:
- B2B ICP: Company characteristics + Person characteristics
- Creator ICP: Situation characteristics + Person characteristics
- Pain-first approach
- Validation and testing methods
Referenced in: Chapters 2, 3, 7, 10, 11, 13, 14, 15
MVQ Framework (Minimum Viable Qualification)
Primary Location: Chapter 4
Brief Description: Three-pillar qualification framework for solo founders: Pain, Impact, Decision.
Key Components:
- Pain: Do they have a specific problem you can solve?
- Impact: What's the cost of not solving this?
- Decision: Can they decide to buy?
Referenced in: Chapters 2, 3, 4, 7, 8, 10, 11, 13, 14; Appendix: Complete Playbook Examples
DISC Framework (Behavioral Assessment)
Primary Location: Chapter 4
Brief Description: Communication style framework for adapting to buyer preferences. Four types: Dominant (D), Influence (I), Steadiness (S), Conscientiousness (C).
Key Components:
- 60-second identification method (Pace + Focus)
- Verbal, visual, and email cues for identification
- Email/async communication adaptations
- Discovery call scripts by type
- Presentation scripts by type
- Objection handling by type
Referenced in: Chapters 1, 4, 5, 7, 13
The Prescription Frame
Primary Location: Chapter 5
Brief Description: Presenting your solution as a medical prescription, based on diagnosis (discovery), not a generic pitch.
Key Components:
- Recap the diagnosis
- Present the solution in their words
- Establish the outcome
- Name the price and propose next steps
Referenced in: Chapters 4, 5, 10, 11
The Diagnostic Discovery Method
Primary Location: Chapter 4
Brief Description: Discovery calls as diagnosis, not interrogation. Built on the consultative-selling principle Tony Alessandra summed up as "prescription before diagnosis is malpractice."
Key Components:
- 30-minute discovery structure
- Set the frame → Diagnose the pain → Quantify the impact → Understand the decision → Transition or close
- 70/30 rule (prospect talks 70%, you talk 30%)
- Magic Wand question technique
Referenced in: Chapters 4, 5, 9
Supporting Frameworks
Value Anchoring
Primary Location: Chapter 5
Brief Description: Connecting price to value in the same breath. Never let price hang alone.
Key Components:
- Anchor to cost of inaction
- State price and value together
- ROI calculations
Referenced in: Chapter 5
The 30-Minute Discovery Structure
Primary Location: Chapter 4
Brief Description: Time-allocated discovery call framework.
Key Components:
- Minutes 1-3: Set the frame
- Minutes 3-15: Diagnose the pain
- Minutes 15-20: Quantify the impact
- Minutes 20-25: Understand the decision
- Minutes 25-30: Transition or close
Referenced in: Chapters 4, 13
The Retention Flywheel
Primary Location: Chapter 6
Brief Description: Six-component system: Great Product → Happy Customers → Testimonials & Proof → Better Leads → Ideal Customer Fit → Product Improvements → back to Great Product.
Key Components:
- Focus on 1-2 nodes at a time
- Compounding growth through retention
Referenced in: Chapter 6
The Automation Principle
Primary Location: Chapter 7
Brief Description: "Automate the predictable, personalize the meaningful."
Key Components:
- Personalization is primary; automation is secondary support
- What NOT to automate (human-only activities)
- Automation failure matrix
Referenced in: Chapters 3, 6, 7
The Proof Ladder
Primary Location: Chapter 15
Brief Description: Progression from basic activity proof to powerful results documentation.
Key Components:
- Rung 1: Activity proof
- Rung 2: Association proof
- Rung 3: Micro-testimonials
- Rung 4: Results documentation
Referenced in: Chapter 15
The Zero-to-Ten Sprint
Primary Location: Chapter 10 (Playbook 1)
Brief Description: 12-week operational cadence to acquire your first 10 customers.
Key Components:
- Weeks 1-4: Foundation & First Outreach
- Weeks 5-8: Discovery & Learning
- Weeks 9-12: Scale & Systematize
- Daily activities, deliverables, and metrics for each week
Referenced in: Chapter 10
Industry Frameworks (Referenced, Not Taught)
BANT (Budget, Authority, Need, Timeline)
Referenced in: Chapters 2, 4
Note: Enterprise framework, adapted for solo founders. Not fully taught; referenced as context.
MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
Referenced in: Chapters 2, 4
Note: Enterprise framework, adapted into MVQ for solo founders. Not fully taught; referenced as context.
SPIN Selling
Referenced in: Chapters 2, 4
Note: Referenced as a research foundation, not taught as a proprietary framework.
Framework Quick Reference by Chapter
| Chapter | Primary Framework(s) | Supporting Frameworks |
|---|---|---|
| Chapter 1 | Identity Threat Framework | DISC (introduction) |
| Chapter 2 | ICP Framework | BANT, MEDDIC (referenced) |
| Chapter 3 | Outreach Tactics | Automation Principle |
| Chapter 4 | MVQ Framework, DISC Framework, Diagnostic Discovery Method | 30-Minute Discovery Structure |
| Chapter 5 | Prescription Frame, Value Anchoring | DISC (presentation adaptation) |
| Chapter 6 | Retention Flywheel | Customer Health Score |
| Chapter 7 | Automation Principle | Founder and Small-Team Automation Stack |
| Chapter 8 | Metrics Framework | LTV:CAC, NRR, Stage Conversion |
| Chapter 9 | Objection Handling | Professional Persistence |
| Chapter 10 | Playbook Selection Framework | Zero-to-Ten Sprint |
| Chapter 11 | Diagnosis Framework, Recovery Protocol | MVQ, ICP (referenced) |
| Chapter 12 | Sustainable Rhythm | Bad Day Protocol |
| Chapter 13 | One-Page System Framework | ICP, MVQ, Channel Strategy |
| Chapter 14 | AEO Implementation Framework | Technical Foundation |
| Chapter 15 | Proof Ladder, Borrow Before You Build | Helper Approach, Trust Transfer |
| Chapter 16 | Six Motions, Four Filters and a Gut Check | Constraint Triangle (from the Introduction) |
| Chapter 17 | Pricing as a System, Three Tiers and an Enterprise Door | Free, Trial, Freemium, or Reverse Trial |
| Chapter 18 | The Cheap, Intense Channel Test, Channel-Market Fit | Bullseye (Weinberg and Mares), One Channel Until It Breaks |
| Chapter 19 | Activation Event (Finding Your Activation Moment) | Time-to-Value (TTV) |
| Chapter 20 | Plain-Language Objects and Pipeline, Honest Forecasting | Lazy but Honest Attribution |
| Chapter 21 | The Gate | The Founder Handoff: Document, Transfer, Graduate |
Framework Integration Map
The Core System:
- Chapter 1: Identity Threat → Reframe selling as helping
- Chapter 2: ICP Framework → Define who to target
- Chapter 3: Outreach Tactics → Reach your ICP
- Chapter 4: MVQ + DISC + Diagnostic Discovery → Qualify and adapt
- Chapter 5: Prescription Frame + Value Anchoring → Present and price
- Chapter 6: Retention Flywheel → Keep customers
- Chapter 7: Automation Principle → Scale efficiently
- Chapter 8: Metrics Framework → Measure what matters
- Chapter 9: Objection Handling → Handle obstacles
- Chapter 10: Playbook Selection → Choose your approach
- Chapter 11: Diagnosis Framework → Troubleshoot problems
- Chapter 12: Sustainable Rhythm → Maintain momentum
- Chapter 13: One-Page System → Document your approach
- Chapter 14: AEO Framework → Future-proof visibility
- Chapter 15: Proof Ladder → Build credibility
Scaling the System (Parts V and VI): 16. Chapter 16: Six Motions + Four Filters → Choose your motion 17. Chapter 17: Pricing as a System + Three Tiers → Price and package 18. Chapter 18: Cheap, Intense Channel Test → Prove one channel before adding a second 19. Chapter 19: Activation Event → Get new customers to value fast 20. Chapter 20: Plain-Language Pipeline + Honest Forecasting → Run the machine 21. Chapter 21: The Gate + Document, Transfer, Graduate → Make your first hires and hand off
For detailed explanations of each framework, see the referenced chapters. Use this index to find a specific framework quickly.