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T&C 2020: “Get Scalable”Your Business Needs More Than Just Sales & Marketing To Be Truly Scalable!

by Christina Hooper.
Last Updated on May 8, 2022

This article is part of a series breaking down the top takeaways from the key speakers at T&C 2020.

What Was This Session All About?

Have you ever started a business, and after a while, the excitement seems to die? Do you feel like you’re stuck and not sure what to do with your company next? We may be able to help you out.

Ryan Deiss spoke about some common business issues, especially when they feel like they are not moving forward. Sometimes business leaders may even feel like firing themselves. Ryan talks about all of this, the vicious cycle that causes it, and offers solutions to these problems and insight into making your business scalable.

Read on to learn about Ryan and what he and his company have to offer you. 

Who is Ryan Deiss?

  • Co-Founder and CEO of DigitalMarketer
  • Founding partner of Scalable Equity
  • CEO of Scalable.co
  • A marketer
  • Author of Digital Marketing for Dummies and Invisible Selling Machine 
  • Serial entrepreneur (13 companies and counting)

What We Learned

Ask yourself —  If this is so good, why are you sharing it with other people. 

Marketing is critical, essential, but incomplete. Supporting entrepreneurs is not one size fits all. 

What does it mean to start, grow and scale a business? 

The Entrepreneur Scalable Life Cycle

You had an idea, you implemented it, and then you may have thought it wasn’t good, but then you found a glimmer of hope. So, it started to work. Finally, you believed you were going to become rich, and your confidence was at its peak. But, then, at some point, you feel like a failure.

Phase 1: The Launch Phase

All we ever sell are vehicles that take us from one desirable place to more desirable locations.

You launch your product. You are hustling to make your first sales. There is lots of trial and error. It’s difficult, painful, and exciting. 

Phase 2: Growth

Small, but profitable. You have sold products, and you’re making steps toward growth. Sales are more predictable. Systems are held together with duct tape and bubble gum. The morale is high, and teams are like family. 

The need to scale comes. You want to hire professional managers. Then, you invest, and not always wisely. Your confidence is high, so you think you’re going to make more and more money and nothing can go wrong. 

If you’ve done this and made mistakes, you are not alone. 

Remember — If you’ve made one sale, you are a business. So don’t think you have to do anything else to prove you are a real business. 

Phase 3: Constraint

Expenses are up, sales are flat, and bank balances are shrinking. You lose focus, so deadlines get missed. Morale becomes low. Burnout occurs. And you’re stuck. You start to miss the days when the business was small and simple. You start asking why you’ve hired so many people. 

You wonder, “Maybe it’s time to call it quits and see if I can get my old job back.”

If you want someone to run your company, it might be good for you because you don’t want to. So you doing it on your terms is good. But it doesn’t need to happen at this stage. It needs to happen in your breakthrough. 

Firing yourself on a good day is a great thing. But, unfortunately, firing yourself on a bad day is not. 

Have you asked yourself —  If my business is growing, why am I making less money? 

If so, you’ve reached the Moment of Inflection (MOI). You are in the constraint zone, and you need to decide if you’re going to ignore it, retreat, or scale. Your business will crash and burn if you ignore it. You could scale. 

You could also retreat and downsize your business. This is when you go back to the growth zone. The problem with this is that you’re in a competitive market. Ultimately, if you keep yourself small, you are putting yourself at risk for a competitor to show up and beat you eventually. Someone willing to serve your customers more than you are will ultimately come along. 

Legacy brand: When you start to dip down a little because you were good at one time. 

How Do You Create Scalable Growth?

Build and Launch Predictable Selling System

This will take you from launch into growth. 

  1. Document your customer journey
  2. Build your weekly growth scorecard
  3. Design a 90-day marketing plan (Get Elite Accelerator at DigitalMarketer.com/growth)

This helps marketers build passive marketing systems. Building a PSS lets you have a predictable plan in place to know what to expect and what you need to do. 

Architect and Installed an Updated Operating System (OS)or Scalable Operating System(SoS)

What is an operating system?

An operating system is a set of algorithms that supports desired outputs of a machine and provides a common language by which the different components can communicate. It’s a set of processes and procedures that supports goals and objectives that helps with communication. 

We all think we need to do more when things are going well, and it doesn’t work. 

Signs Your OS Needs an Upgrade

  • Plans are loosely defined and rarely followed. 
  • Work is chaotic, and nothing important ever gets done besides the things that are “on fire.”
  • Team members need to be told what to do constantly
  • Meetings feel like a waste of time
  • Profits are low, even on higher sales
  • No one seems to know what’s going on

Growth is NOT enough. 

For an OS to be scalable, it must…

  • Provide clarity around the company’s vision, mission, values, and goals (desired outputs)
  • Document and optimize the company’s value creation process and assign clear roles and responsibilities that reinforce team accountability (Set of Algorithms) 
  • Communicate progress, pivots, and priority shifts in as close to real-time as possible (Common language)

How Scalable Does It (12 Weeks To Your Own Scalable OS

They took all the tools they’ve developed over the past decade, and they’ve found that it comes down to these eight tools. They offer these in their program. These tools make up the core algorithms. Their program is called Get Scalable Accelerator. 

  • Clarity Compass
  • 12Q Planner
  • QSP Canvas
  • Value Engine
  • HOT Canvas
  • SPV Multiplier
  • Alignment Engine
  • Secret Sauce Vault

Scalable Impact Flywheel

  • Predictable Sales
  • Bankable Profits
  • Transferrable Value

When predictable sales and bankable profits overlap, you have momentum. That’s what will push you forward. 

When bankable profits and transferable value overlap, you have optionality. You have options, such as selling or not selling. You have valuable assets and cash in the bank, so you can do whatever you want to do. 

When predictable sales and transferable value overlap, you have power. You are the power player in your market.

With all three, you have a scalable impact. Your impact can be as significant as your dreams. 

At Scalable, they have 196 ways you can get predictable sales. They have 36 ways to accelerate your profits. And they have 26 ways you can have transferable value. 

They have the Scalable Mastermind program, where they meet monthly and help you with all of these things. This is their most extensive package. 

They will also give you a free VIP ticket to T&C when you join their programs. 

What Do You Think?

If you watched this presentation or are familiar with Ryan’s work, I want to know what you think. Leave a comment below.

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