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Quick Summary
Last month, we did one of the most important models so far in the Mental Model Club, which was Think Like A Customer. The reason it is so important is that so many people in this group are entrepreneurs, want to be an entrepreneur in the future, or are in an entrepreneurial position within a company.
After the presentation, Eben and I continued to research the model, reading more than two dozen books on the subject.
As we did this deep dive into the subject, I began to realize two important points:
- I had a gut feeling that this is really important. Looking back over my entrepreneurial career of 20 years, I wish I had employed the Think Like a Customer model more consistently. And those times when I did practice it, it had a huge impact. So, we wanted to spend extra time on it.
- The process involves four models, not one. The Think Like A Customer model actually evolved from a more fundamental model called Total Customer Focus, which is the subject of this manual. In it, we’ll go over the foundation of customer focus that then leads into thinking like a customer, creating a product that markets itself, and using the 10,000 Experiment Rule to refine your process.
In other words, customer focus is a series of four models rather than a standalone model.
With that outline and background, let’s dive into Total Customer Focus, the foundation for the rest of the models.
View Full Mastery Manual
Watch Classes
Masterclass
Coaching Call #1
Coaching Call #2
Other Resources
Masterclass Slides
Coaching Calls Slides
Navigate Mental Models On Entrepreneurship
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The rookie mistake many business owners make in their marketing is to just promote themself. Instead, you should work on educating your prospects. Once you educate them on how things work in your domain and what it’s like to work with you, they’re more likely to develop trust in you and buy your products or services.
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“Think like a customer” is a simple idea/skill, and it’s also the key skill you need in order to get customers. In order to create a product people want and market it in a way people understand, you first have to understand the customer. This manual will help you understand how.
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To communicate effectively within someone in a buying state, we need to understand who our buyers are and what makes them unique and identify their #1 specific psychological-emotional motivator. In other words, we want to identify our specific buyers’ hot buttons.
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As we're moving into this increasingly changed future, in which we seem to be living out Ray Kurzweil’s Law Of Accelerating Returns, we’ve noticed that the opportunity follows certain patterns. In this manual, we discuss six principles of opportunity to help you build a model of how it works and how it evolves through time.
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When it comes to rapidly changing environments, forget the 10,000-Hour Rule. Thomas Edison, Jeff Bezos, Mark Zuckerberg, and other great innovators follow the 10,000-Experiment Rule, and you can start with it with the help of this manual.
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The offer isn’t the only thing that makes something sell. A lot of times, especially in a smaller company or startup, a lot of what people are buying is not just the product — in many ways, they are buying you. So in this manual, we’re going to talk about selling you.
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Why and how you should be reinventing yourself with the customers, your marketing, and your product.
Customer focus is a series of four models rather than a standalone model, and Total Customer Focus model is one of the cornerstones.