And Welcome to another live show. I'm Nigel Maine. And we've got we've got we should have a pretty interesting show today. What a week. Got to start off with that! A bit of a week. I hope you've had a great week. I know some people haven't. Especially over in the States. And I’ll come on that in a minute.
Also GPT4. I think that's pretty good news for most businesses that are considering this kind of business stuff is all about content and so ChatGPT improving what they can provide businesses in terms of its written content. So this week's show, this is kind of you could say is the big one because this is how do you get that exposure?
How do you reach out? How do you make it happen? And what I want to do is explain how I say you should flip your pipeline and profitability and completely change the future of your company. No pressure. Hang on a second, it's got to be something to do with go in live.
It's got to be, you know, go live. You think everything's fine? We've got everything set up, we've got everything working and you start coughing. So this week's show, let's get some of these slides up. This week's show is not about what you do. It's how you do it. And the key thing is that I know a lot of companies with regard to their salespeople think, right, well, we're not we're not getting what we need.
We're not getting the leads we need and so on. We're not getting the business we need. So therefore, retrain the salespeople. And I completely disagree. And I'm going to explain today why I disagree, why you don't need a new sales technique. You need new approach to new business completely. So let's get on with it. That's it. We all want new business.
Now, if you sell technology, SaaS or services, that type of thing, you you probably, you know, you, you've got a good product. Product works fine. You, you update it, your product evolves. You're not you know, you may not be doing a minimum viable product and a lean approach. And so your product is functional and you can sell it.
Happy Days. So why aren't people doing the same thing and applying the same logic to their new business development? And I think that it's got a lot to do with how everything fits together there’s a big picture. We all know it's a big picture. And if you look at what is expected, you could say, well, in terms of your pipeline and your target, you want to have about five times your target as your pipeline 8020 rule applies.
Happy days. Everyone's doing what they want to do, but that is rarely the case. People rarely have a sufficient pipeline and constantly scratch every month to try and get target or their quota. And the reason, my logic for this, the reason behind it is because B2B have bought in hook, line and sinker everything that B2B marketing told them to do with regards to demand gen, lead gen, ABM and so on.
So it's a constant, constant problem and that that kind of keeps revolving around if you do what you've always done, you'll get what you've always got. So why, why does it keep happening? Well, if you look at you know, you look at the situation here with the banks, no doubt you've heard these banks support and look after and service technology, SaaS and services organisations, the same ones that we're talking to.
And I'm not going to get into the whys and wherefores about whether to do with Bitcoin, crypto and government bonds, interest rates, low deposits. I'm not going to get into any that. Suffice to say I've been following it. But the deal with this is, we know that the bank thing is quite prevalent even today with Credit Suisse.
But the point being is that there's this expectation that businesses will keep raising money. I call it alphabet funding because you've got a series A,B,C,D,F,G and so on. I saw a company recently that had a thousand staff, a thousand employees, and they had raised another $170-80 million and now they're looking for a marketing person, someone to help them go and make it fly and smash it.
1,000, X million turnover, you think, Well, wow. Do the maths $109,000 per person per annum turnover when considering the rest of the industry, say the software industry is in the region of $144,000 grand per person per annum, so no wonder they're still trying to generate revenue, sorry, get more income in terms of their investment; so there seems to be a mismatch.
There's a misalignment somewhere along the line and you know, if you look at it, you think, well, you product's okay, but your pipeline and your income is diminishing. But it's constantly this constant problem and even that even the best organisations you're looking at, banks are going to fall foul. So what do you do if you can't trust in these certain institutions?
Well, you've got to kind of sit back and join the dots. And the reason I've got to go through this because turning around and saying I've got a great idea here, this is the methodology need to adopt, you'll be sitting there going, Well, I yeah. You think, you know, we've been in business this long, who do you think you are. But the trouble is that people aren't joining the dots and looking at what's actually going on in industries to understand why these failures keep happening, not just with the banks, but companies in general.
So if you look at this and the failure rates, so 20, 30, 50, 91, 20% go bust in the first year 30 and the second 15, a third 91 by the 10th. Now correlate that, join the dots, correlate that with the average tenure of CEOs over the same period. A company will have a the average tenure for CEO is seven years.
So at the end of ten years, they’ve had two CEOs. But then you look at the CMO. And the average tenure is 18 months, which means that they’re on their the seventh CMO in ten years. That's shocking , in the extreme. So you look like, okay, what about businesses that received investment? You go, Well, okay, and businesses that receive investment.
So 40% go bust anyway, 75% don't achieve the targets that they set themselves and 95% don't make it or don't achieve a return on investment for the investors. But if we kind of know, we know that because the group of investors will get together, put money into a big fund, and that fund will go and invest in a load of companies.
And they're hoping for a small number that are going to go and fly and become their unicorns and they'll make their money back, which is why they keep doing it. But 50% of the reasons are based upon marketing problems, so say CB insights again, if 50% of the problems are marketing related, the senior marketing people are churned every 18 months.
Because everyone's doing the same thing. Think about it, You've got it. You've got to think about this. If those previous statistics are from the Financial Times and Harvard Business Review. So if you think about this, a business owner comes up with the idea, goes out, gets the money, comes back with the money, go and hires a CMO, CMO joins the company, says spend all this money doing this.
Set all this MarTech, sales tech stack up. So you've got demand gen, lead gen, ABM, Market Automation, BDRs, a bit of pay per click. And so everybody's told you can't do that and they go do it and they churn every eighteen months and it gets even more costly because the the founders and the investors think, hmm, it's a bit of a problem here.
How are we going to resolve this? Tell you what, let's go and get a head-hunter so you can get a head-hunter to go and find this marketing superstar that they need. And meanwhile, back at the ranch, that marketing person is thinking, I'm on my way out anyway because I've only been I've been at my current place eighteen months.
They come in and same thing same cycle happens again. So the C-suite within businesses believes the company can achieve greatness, but they have been misled. They are being misled by the current marketing strategies that are being executed by current day marketers that don't work. I said before with previous streams, it's because they've been designed for consumers, not for businesses.
So I’ll come on to that in a second. So everyone's do the same thing. And even with that, this is a apart from it being a nod to Jodie Foster and Matthew McConaughey in the film First Contact, but that's beside the point. I think it was called Contact, but that's beside the point. What's been happening now? What's happening now is that the people responsible for first contact marketing and that includes BDRs, BDRs are now reporting to marketing as well, in some cases in many cases, because all of that activity happens over there.
So if you if you've got this high churn of CMOs, you've got the you've got the people reporting to marketing, you think, well, why is it go wrong? And this is the this is the critical and the critical part excuse me for looking down here and because this is where it has to change. Your website works, your product works.
Salespeople are trained to within an inch of their lives and all your staff are capable of doing the jobs that they've been employed to do. So what's stopping you? Why aren’t you flying? It's just that little word exposure, and without it, you have no business, it’s not going to work. But the thing is, I think about it is that without exposure, no meetings, no discussions, no presentation demonstrations, nothing.
Everything starts with exposure. So how do you get it when it's so difficult? And this I mean, this is this really is where we're at with everybody. Get lost. I'm not interested. I'm busy. And, you know, you think about business owners, you know, business owners, we, I'm a business owner, I’ve been in business for 35 years to 35 anyway.
And we have problems. We think about problems. A salesperson rings you up and says, I want to come and sell you something to sort out your problem. You go, I haven't got that problem. I've got a raft of problems over here. It's a bit like constantly it's a bit like a doctor ringing up saying, Come in and let's do a check-up I want to see if you're ill or your car mechanic saying, Bring your car in.
I want to check it out, see if I can sell you some repairs. Not happening. It's never happened. Is never changed. It's always been the same. As business owners, we have problems. We have things that we're dealing with. If there are issues and things that need to be dealt with, then it will come up through the ranks and present itself to a manager.
To a director discussed at a board meeting and then decide to buy. That's how it works. We know it works that way. So the problem at the moment is that everyone wants business as quick as possible. Marketing works it with a like a kind of a just in time approach in terms of like manufacturing. You want to connect with the M.A.N. the money, authority, need and marketing.
Try and get their information put out everywhere. Facebook, Twitter, wherever. But the people, the man, money, authority, need, they're not thinking business when they're on those platforms. They're thinking family, kids, hobbies, whatever. So there has to be a method, a way that that could engage everyone at the right time with the knowledge. And it needs to be repetitive because that's part and parcel of a marketing logic and not an intellect thing.
But it's how we respond. We respond to repetition. So the only way you can do it is to break away from everybody else. You cannot do the same as everybody else because everybody do what you've always done. You get what you've always got. And then we do know that every everybody's got the same software, whether you got a Marketo, Eloqua, Pardot, HubSpot, whatever, everyone's got the same software, so they've got same software, the same CRMs the same infrastructure, pay per click, everybody's doing the same thing.
So you've got to do something different. You have no choice but to do something different if you want to get ahead of the curve. So what do you do? The simplest, logical, easiest, low cost thing to do, put on a live show. Invite everybody to your live show and I mean everybody in terms of your target market. So remember these points.
Okay, so we've got these four points. This is business exposure, engagement, education, close. Keep it simple. I mean, absolutely keep it simple. So the first thing we deal with, we deal with is exposure. Now, if you've been following previous streams, the first thing we talked about was your content. And secondly we talked about was getting general exposure and getting that visibility.
So if you've done those two things, the first thing is making sure that your prospects can self-serve self-educate and stay anonymous because they don't want you to know who they are. That's the first thing you need to do. The second thing, once you taken care of that, is Social 444, so it's this automated methodology and approach to systemise exposure, just keeping your information and name out there in a variety of different ways, four times a day, four weeks and repeat every four weeks and repeat.
So we've got those two things out of the way this. So next thing you need to come up with or understand is your target market. So say for example, if you look at the figures below 0 to 10, 11 to 49 and so on, say for example your target market is somewhere within those upper numbers between 50 and above 50 employees and above.
So you'll if you do 50, you've got 50 employees, you're doing about 6 million give or take, which means I could probably afford the software that you've got. Whatever. And if not, fine, you just, go bigger. So we want the target market of 10,000 businesses or organisations. Doesn't matter whether is public sector or government no bothered.
So 10,000. So we know we can get hold of a 10,000 name database in the UK very easily, £350 per thousand. So £3,500, there's your database if you haven't already got one, which I'm sure you already have sitting on within Salesforce or whichever CRM you got. The reason I've got those as the asterisk down the bottom is because I came across a data company in Europe.
They're in Germany and they had over 50 million B2B organisations around Europe. So there's absolutely no shortage of data. So so we've got all this. We know we can get ten that, you know, 10,000 is our target. That's fine, no problem. Doesn't need to be a million, which needs to be a manageable number because this is, this is where we're at.
So bitter. I wonder, what are those some. Let's go back again. I wonder why those characters are at the bottom of the screen. Because that's something from from PowerPoint anyway. Big picture. Big picture. Big picture. I digress.
You've got a 10,000 name database off your 10,000 name database. We know because we're in sales that between one and 15% of our target market, our total addressable target market are looking to begin their journey to buy the products that we choose to go and sell. So if you're selling BPM software, one between one and 15% of your target market are looking to start their journey, you start to look at a new supplier.
That's how it works. That's why we're in business. That's why that's why we're able to do what we do. So if that's why you're in business, that's great, because we want a pipeline in leads. I couldn't. I couldn't resist putting this up. And you. But you couldn't. You couldn't handle the leads because that means 1% of 10,000 is 100.
Could you handles 100 leads a week. No, probably not. I mean, you look at you think think of the logic. Have you ever heard anyone, any company say, you know what, we've got so many leads, so much business coming in, people throwing themselves at us we can't cope. We've got to keep, we’re constantly recruiting new salespeople for new territories because we we just can't cope, said nobody.
Ever. And so that's the problem. But the issue is if you were to get 100 leads, okay, what can I say? Great. It could be 1500. But you wouldn't want that. That would that be a bit too many. But go with this figure of 100. If you got 50, you would need 50 BDRs to achieve the same, which would cost you ¬£2.5m pounds a year, give or take, you wouldn’t do it.
So how are we going to do this? So we're saying that you've got to get this information. This data is zone. We're going to speak to these people. And so the approach is simple. You've got to invite them first and then do the show. So inviting them comes from this this process. You email 10,000 companies 6 to 8 weeks, even three months before you plan to do your live show.
It's not complicated. This is just so not complicated. And you message them once a week and then a week before the show. You message them every day for seven days. And then on the day of doing the show. So we’re live in an hour or a couple of hours time. Whatever is coming, is coming, is coming. Now, some people this will be interesting, some not bothered.
Using marketing automation platforms, they charge based upon the number of active contacts. So having 10,000 or more, depending on what you do, where you are and so on, could be very expensive. MailChimp, we all, we've all heard, heard of Intuit, MailChimp, everybody, about £100 a month to send out 12 emails to 10,000 businesses, there or there abouts. Yeah.
So it's not about the money, it's about getting, getting the accurate exposure. So that's that first bit. Second bit is you use this, you take the same database that you've got the same 10,000 name database, you upload it to LinkedIn and then you do a series of banner adverts on LinkedIn that will appear in the same feed as the people that you were emailing.
Come and join us. Come and watch us, come and watch us, and so on and so on and so on. Okay. Now the whole thing about it is that it is not a pinch of salt, but it's just caution because just because you're going to send out a load of emails, it doesn't mean they're going to bite. But equally it takes time.
And the same reason you need I've said this before, you know, one in three messages get through, which means you need a certain number of messaging going out. You want to try and get them to follow you, either you individually or you as a company, preferably as a company. And so they get to see your content and they gradually buy into you.
It's not going to happen overnight. So it just takes time. But at least we're talking about a strategy here which costs pennies and does not require you employing five, ten, 15 people to make this happen to an extent set and forget contract it out. That's another story, another conversation. So whatever you're thinking now, I think look what I've said, what I've said.
We talked about being everywhere and doing what you need to do. We've covered social media. The caution and so on. And the thing is about all of this is that you are you're building up, you're building up to something. This isn't flash in the pan. You're building up to something over a three, four, five, six month period.
And you're looking to start something that doesn't need to stop because it's automated, something that rarely happens in business because you've got still got a churn of people and BDRs. I mean, if ever there was an analogy for BDRs, if you're looking at a needle in a haystack, trying to find someone that's interested so they're picking up a piece of hay in a haystack, you're saying I'm going to call this person?
Oh, they’re not in. They put it back, pick up another piece of hay and try and call them and try and contact them and put it back. I'll tell you what, we're going to be more effective than that because we're going to use Zoominfo, Cognism and sales Navigator. We're going to find out their inside leg measurement first and then call them up and they know if they don't want to talk to you.
So it's futile because it's a 1 to 1 process, which is what I've talked about before. You don't want a 1 to 1, you want one to many. So what have you thinking at the moment? This is really important. If you’re thinking of at the moment, you are somewhere on this curve. If you're thinking, Well, wait a second, so far so good.
I mean, he's made a lot of sense we could do this. I mean, the fact that I do it says that you don't need lots of people just need to plan, go and do it. And that's why I'm doing this. But the bottom line is, is that even if you can't do it yourself, this is it doesn't matter. I'm pleased for you.
So this is this is your adoption curve. Are you in a first two and a half percent or the next lot the eight that the innovators, the early adopters, that's where that's where you make it. That's where you make a massive impact because your competition are not doing it. If you think about it I can only reach out to so many people.
I would only reach so many people. Your target market is waiting for this and your competition are not doing it because they're all doing the other stuff churning from the pool of marketing people. They're all coming out of the same pool when they get when you when they leave your company or a company, they get back into the pool and somebody else picks them out and they're all doing the same thing.
They've all qualified the same or doing the same, bought the same. Nothing's different. So that's something for you to think about. Next part, engagement. This is the this is the kicker. This is really the real kicker. So here we go. Doing a show like this, for example, is not quite like this, because what this is, this is like the educational bit.
And the point of of this is, is I'm just sowing seeds at the moment. I think that's the best way to describe it because you as a company, you have your product that most businesses of yours who you typically sell to, most of them know your product exists with, whether it's their technical people, know that your software exists or you've got a hardware product.
And so most people know exist. So you know that the businesses and the people running those businesses have not been living under a rock for the past 20 years and they don't know what tech's available, whether they're going G2 or whatever, but they know what's available. So let's take that as read. So the first thing that that you want to be able to do is communicate something that shows that you're approachable, that you're fun, that you're knowledgeable, that you can help them and it can be done in all manner of ways.
And this is what we've got here. We've got the headings is static. And these are things that you would do every week. Don't worry. If you can't see it, look at it on a big screen or whatever. But, but these, but something happens every week because you know, you’ve got a beginning and an end.
You've got an intro and an outro, bit of music or video. There's two, are you with me? And so you have some standard things that will happen within your show that will happen every week. That's fine. You've then got your variable show segments, which is anything you want it to be. It could just be two or three people sitting on a sofa having a chat about a given product or situation, or talking about the bank.
The bank, problem in America, whatever. People want to watch this stuff. People want to watch people talking. We've done that. We talked about life shows before. Excuse me. So the thing about this is that the audience want to kind of be it's kind of like voyeuristic, but they want to to see what's happening, whether it's Graham Norton, whether it's breakfast you anything they want to see people talking because they feel part of it and that's what you can put on.
So you know, you choose three or four of these. It could be talking about your customers, talking about your product, talking about special offers, talking about technical, talking about FAQs, talking about another company, another country, another, you know, whatever your staff are doing could be anything - but it’s live. And I keep emphasising this thing about live, live, live, live, because you don't have to edit it.
Anybody can say anybody videos, different video requires editing. I am delivering this here, you know, I've got I've got a button down here now press that, press the button, make sure I press the right one and I get this this layout and you can do the same thing and have multiple cameras and do whatever. But the point the point of this is that you can do this, you can put on a live show we’ll help you, help you get it set up.
I mean, to actually physically go live, I press one button. I mentioned this last week, press one button and it streams to multiple platforms, multiple accounts, multi, you know, YouTube linked in Facebook, same time. So you can do this. No company can say, we can't do it, we're too small for that. It's not that, it costs pennies it takes yeah it takes a bit of creativity That's where we come in.
Okay so back to this. So you've got you show segments and then you've got the layout. This a framework. So you just do this in advance. But if you imagine this thing about a couple of people sitting in front of the camera because they're up for it, yeah, they get a couple of people to get on really well.
They work together. They've got a good kind of chemistry between them, a bit of banter, whether it's male, male, male, female, female, it's irrelevant, doesn't make a difference. But you've got these people sitting in front of the camera and having a bit of a laugh and they can talk to other people. That's what your prospects and customers want to see and they want to see you having a bit of fun doing it.
And, and this bit, I think of this particular live show, I like this. This is a bit of like the most you see why So we've seen this man on television or on cable or whatever you watch. Okay. Tucker Carlson. No, I'm not talking about the news content. I'm just saying. So you've got Tucker Carlson there. And that's the layout for Tucker Carlson.
That's me going, okay, so that's Tucker Carlson and that's me. I've got the idea. So don't reinvent the wheel. You know, he's got the he's got the lower that title at the bottom is called Lower Third. You got a picture in the back. It says Tucker Carlson tonight, which is which moves across. He goes behind him. You can just see that you've got a picture up there.
You've got some some graphics on the right and you've got the information at the bottom. No different. I was quite pleased with that. And we did seven news broadcasts, one every day to every what we did. Two, two, two, three, four, five, six, seven, whatever it was.
But this shows you what you can do. Pop up a green screen, you've got a world class studio. Just use the right box. The right box cost a couple hundred quid, a few hundred quid. So, then it comes to what are you going to do. Well, if you're in the UK, you may have seen this, you would have seen this and you just got some newscasters.
But behind them is a graphic could be on a screen. Might not be. It doesn't matter. Standard format two people sitting at a desk. You’ve seen this type of format, two people sitting on a sofa talking to a screen, that person can't see them. They're in another location. It's all made up. Okay. And the three other pictures are behind them.
They're just graphic panels. I saw this in the week, the weekend just gone. I saw on Pinterest. There's a company selling 4K monitor screens or 4K screens that were kind of flexible, but you can put them in a frame 100 inches diagonally, massive screen, £50. Doesn't matter how brilliant the quality is. Get three of them.
Bingo. You've just got you've just got a background and you can put on there anything you could be in New York, Paris, anywhere you just get the pictures, just get a livestream, just get a video for Paris, for example. Nobody's going to any different. Even you can have a studio in the UK and you can present it as if you were.
You are in any country in the world, just a bit of creativity. So then let’s just go back to Tucker Carlson fro a second show you've got Tucker Carlson, one host, one show. And so then you got one host, one guest. We've all seen that one host, three guests. We've all seen that as well. One host four guests, this guy with a beard left.
He he's got called Photo Joseph. He's a YouTube guy. And this is what they do. They talk about how to use this technology and so on. And so so you got four people on the show, three people around America. Goodness knows where all streaming at the same time. So it doesn't matter what you're doing. You can you can show your you can present rather your business and include anyone from anywhere to communicate whatever you want to communicate to your customers and prospects.
And you still got a couple of three people organising and managing all of this. It it's, it's scary, exciting, really good, because it's different to everything anybody's doing. People think they've got to go down demand gen, lead gen, ABM says, navigate the phone people up, find them, pester them. You know, if you've got if you had the emails like I've had, I've, I've, I've messaged you four times, how dare you not respond to me.
It's like, when did that happen? So the thing, the thing about this is that you've got you've got this, this spectacular technology which costs pennies, which I keep emphasising costs next-to-nothing and, and it's all it is. You write, you write the holder, often it becomes an asset since you buy it. So it's not like fresh air in terms of putting an advert somewhere.
And then you've got this, you've got your a green screen studio so you can have one person like this. Yeah. And like I showed you with the, with news. So one person in front of green screen or two people in front of green screen, a multi a single camera multi-camera but you set the green screen up and have multiple cameras in the green screen.
So you could have an enormous studio. I mean sky's limit it to two by the software and the graphics is like $20. You can make them moving with multiple camera angles against a green screen and have any set up like Sky News or the BBC or anything like that, because that that's how it's done. But I kind of I've gone down to kind of the technical bit about how you do it.
I mean, if you look at F.A.B. feature, attribute, benefit, this is what it is, this is what it does, this is what it means, what it means is exposure and revenue. That's what it means because you're, you're not at the behest of all these other activities that are going out there that you're competing with. You don't want to be there.
And like I said, you know, you've also got the fact that you've got all these different segments. You go, okay, I could build up a live show. Great, great, great. But you got adverts. When have you ever seen a show with an advert? If you've got an audience, advertise to them, you create a short video, you've got an advert, play again and again.
And there's a variety of different video adverts that we've got on our website. I'm not going play now because I don't want it to go on too long, but you should. I mean, you could do anything and we'll be back after these messages from our sponsors. We'll be back after we've got a message. We promise to put a message out for one of our partners.
You know, this is what we're doing. We've got a new special offer this week. It's about changing the dynamic between you and your prospects for them to go. Do you know what? I really like them. I really like that company because they're presenting themselves to me. There's no pressure. There's no there's no in-your-face stuff. I can dip in I want.
And if they don't watch you live they can watch you on catch up. It's just it's just it changes the whole dynamic of generating new business because you want to keep doing what you're doing. So a small group of people doing stuff here, they’re doing it again and again and again, again, very little cost, nowhere near what you pay, just infinitesimal compared to what you're paying.
And we see what these people do this this activity. But reaching thousands every single week beyond anything that you're doing at the moment and the leads are coming in. So you start it. They get to know you. They get to trust, you know, like trust, they go and buy from you. So the other part is that if you're going to look at this, you you've got your exposure, you've got your engagement.
Now we're education. And that comes back, like I said before, there is no funnel. It doesn't exist. Your customers, your prospects, do not want and do not follow a linear path into a funnel. Top of top, middle, bottom of the funnel come at the bottom and buy, they do not do that, they bounce all over the place. And if you if you are in a position, if that's the right word, if you are acknowledging their journey, you are nodding to them saying respect, we respect what you what you're doing.
We know that you’re going to dip in. Look at that. Look at this. Someone who's so because that's how you buy. That's how you respond to people that treat you properly. You don't quite like them, they’re quite nice. When I say something every time. So we've with kind of coming to the end now. So it's the close, you know, you want to close people.
And I think the thing about it is that what do you want to do? How do you want to do this? And this is the kicker to do it face to face or do you want to do it online. I mean, so imagine so. So we've done this. I've sent you all this information you've downloaded, you've done whatever. You've booked an appointment.
So we've got this appointment. We're having this meeting right now. You go. Okay, Nigel, we've been on your website, we've done this. We looked at this and I sat on the other and really just wanted to have a face to face chat with you before we went ahead. Great. So any questions? Not really all about this little chat, chit chat.
And you can bring up stuff like this and talk to them and present whatever you want to present. Exactly. Like this, high, high quality. I can see it is quite high quality because the, the bit rate I've got on here is quite high but high quality. Looking at them, looking at your prospects, not doing this. Oh it's really nice to meet you.
Yep. Yep. That's right. And you know that the cameras up here, but they're looking down here because they're looking at the screen. I mean, you got to get away from that. You got to up the game, up your game. Businesses have to up their game. And those that do well, you saw the adoption curve. So it depends what you want to do.
Do you want to do it? So send someone there face to face or sit in front of a camera like this. I’d do this all day long. I haven't got a problem, sign you, you want to sign up, we’ll sign you up now. So imagine you'll reach the fact that you can communicate nationally or globally, because it does. Whether there could be five, it could be two people watching.
There could be 200,000 people watching. I'm just glad I don't know, because I think I might be a bit fazed if there was 200,000 people. But you see what I mean, it doesn't make any difference. Same effort record. So if you can do that in terms of broadcasting, you could do the same thing in terms of selling. You. If you run a business, you wouldn't have a problem putting a camera and some technology into the homes or locations where your salespeople are for them to be closing left, right and centre, you wouldn't hesitate.
And that's what this is about, about changing the way that this happens. And that's what this is about, is writing your business needs a different approach, not a new sales technique. And that's what makes this so exciting is because I can't speak to everybody in the world. Not at all. I can only speak to a small number of people and the small number of people that are listening to what I've done and what I've researched and worked on for the past however many years, you are getting the benefit this nobody else is.
So I'm going to, as a recap, change your approach, plan a strategy, your staff are the people that do the hard graft per say because they sit in front of the camera. It's one of those things, you know, before we're not done the other stuff when it comes to getting used to doing this and you go, I must have a teleprompter because I a kind of freeze.
I don't know what to say. You probably wouldn't think that now. But and I've got notes that I've got notes just down here. A laptop here, highlight the things I need to bring out or need to mention, just so I don't read. I don't need to read everything all at once. But the but the point is, is that so?
That's why I need a teleprompter, I lost my train of thought there. So the point is, is that your staff, if there’s two of you, that's where I was going with this... if there’s two of you, you spar off each other, you bounce off each other, and it it's good fun. That's why your staff are the people that are the right people to do it.
They're the people that know the product. And you can have someone sitting, sitting behind to one side, not on camera, monitoring the questions and emails that come in. And we're going to do that in the last show, not next week, but the last one. We can do that and we'll take questions and we'll answer questions live and so on and so on.
And I'll be with Liz and Liz will help me and you'll get to meet her as well. But that's the point. So that's what we've done today and next week. What we going to talk about next week is converting this depending on how you want to do it to a podcast or a video podcast. And you've got different places where that can be posted as so on.
And then taking your show on the road at the moment, you know, you do these events, you have to go and do a round table events or paid for events and you know, these people charge a fortune. But don't forget you've, got your 10,000-name database you can put on your own show and do a roadshow and then take this take all of this, this whole streaming set up with you and stream from a hotel somewhere and invite your localised prospects.
Come see you, come and talk to you with loads of things you can do. Which begs the question about do you really need to do any events? Because if you've got your total addressable market as a database, why do you need to go to events and pay for it? Tens of thousands of pounds for your exhibition stand? Go and do your own Live Show Roadshow.
Lots of lots of things to talk about. Lots, lots of lots of things and possibilities. And then of course with the shows you've got, you can do demonstration, presentation, talk about customer success, help you know, enhance customer success, that type of thing. And what just kind of touch on some of our deliverables and what we do and how we work just as a kind of to finish that off.
But that's what we've got set up for next week and that's it for this show. I hope you I hope you enjoyed it. But what I'm trying to do is sow seeds, that’s all, so and we've talked about how you can create shows and get that reach and that exposure to your total addressable market, which is the only thing that should be important to you.
Nothing, nothing else matters. And so therefore, let's just do it at scale. So well. So that's it. So, so really have a enjoy tomorrow the rest of today and tomorrow on the weekend. Have a great week next week and I hope you can join me next Thursday same time, 11:00 UK time. And we'll go through that project management kind of set up and what the different options are.
Bye for now.