Framework Index

Appendix: Framework Index

Quick Reference: This index lists all frameworks, methodologies, and structured approaches mentioned throughout this book, with chapter references for easy 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, 4, 5, 9, 10, 11, 13

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, 3, 4, 5, 7, 9, 10, 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 solution connected to their words
• Establish the outcome
• Name the price and propose next steps

Referenced in: Chapters 4, 5, 9

The Diagnostic Discovery Method

Primary Location: Chapter 4
Brief Description: Discovery calls as diagnosis, not interrogation. Based on Sandler Method principle: "Prescription before diagnosis is malpractice."
Key Components:

• 30-minute discovery structure
• Situation → Problem → Implication → Solution flow
• 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: Understand the situation and problem
• Minutes 15-20: Quantify the impact
• Minutes 20-25: Explore solution fit
• Minutes 25-30: Establish next steps

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, 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 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, but 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, but referenced as context.

SPIN Selling

Referenced in: Chapters 2, 4
Note: Referenced as research foundation, but not taught as proprietary framework.

Framework Quick Reference by Chapter

Framework Integration Map

The Core System:

1. Chapter 1: Identity Threat → Reframe selling as helping
2. Chapter 2: ICP Framework → Define who to target
3. Chapter 3: Outreach Tactics → Reach your ICP
4. Chapter 4: MVQ + DISC + Diagnostic Discovery → Qualify and adapt
5. Chapter 5: Prescription Frame + Value Anchoring → Present and price
6. Chapter 6: Retention Flywheel → Keep customers
7. Chapter 7: Automation Principle → Scale efficiently
8. Chapter 8: Metrics Framework → Measure what matters
9. Chapter 9: Objection Handling → Handle obstacles
10. Chapter 10: Playbook Selection → Choose your approach
11. Chapter 11: Diagnostic Framework → Troubleshoot problems
12. Chapter 12: Sustainable Rhythm → Maintain momentum
13. Chapter 13: One-Page System → Document your approach
14. Chapter 14: AEO Framework → Future-proof visibility
15. Chapter 15: Proof Ladder → Build credibility

For detailed explanations of each framework, see the referenced chapters. This index provides quick navigation to find specific frameworks when needed.