The Lost Chapter by Alex Hormozi, framework 1 of 2
The four-step avatar process
Find which customers are worth most and aim all advertising and selling at people like them.
Alex Hormozi's framework, from The Lost Chapter, pp. 1 to 8.
- Survey your customers
Send a form, or go through it live on a call, covering demographics, business stats before and now, aspirations and the buying process.
- Find your biggest spenders
Sort replies by the customers you like most, who spent most and stayed longest. Focus on the top 20 percent and ignore the rest.
- See what they have in common
Read every answer and list the fewest qualifiers they share, usually three to five.
- Execute
Speak to the new avatar in all advertising and stop selling to anyone outside it, then reverse-engineer the buying process your best customers went through and make it happen on purpose.
From pp. 1–8
