In this article, I am referencing the above video and explore an innovative and highly effective approach to business growth by combining email, social media advertising banners, and weekly live streaming to reach your total addressable market. We will discuss the advantages of this method over traditional telesales and cold calling, and provide a step-by-step guide for busy CEOs and business owners.
The author and founder of salesXchange, Nigel Maine is a B2B marketing and sales expert with a proven track record in scaling up growth for Technology, SaaS, and Professional Services organisations. With 30 years hands-on experience and unique approach, Nigel has developed an effective strategy that dramatically increases exposure and profitability for B2B organizations.
Nigel has founded multiple start-ups, is a published author, public speaker and hosts both a podcast and business live streaming show, broadcast on LinkedIn Live, YouTube & Facebook. He also has extensive knowledge of MarTech software, creative hardware and software, and A.I. prompting tools. Contact: 0800 970 9751 or email
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00:00:40:22 - 00:01:02:22
Well, here we are, live. Finally, after all this time with we've planned, and we've done umpteen things to get this ready to rock and roll. Now, I introduced myself, as you just saw. I'm Nigel Maine. I'm the founder and managing director of the SalesXchange. SalesXchange is a consultancy that has been looking specifically at new business.
00:01:04:05 - 00:01:33:03
Now, the point of this of doing this, and I kind of want to set the parameters to begin with, is that I want it to be a dialogue. Message me, email me. You can message me on LinkedIn or YouTube or whichever platform you what you're watching us on. But the point of this is that this is going to be a very, very different narrative and dialogue about B2B marketing, B2B new business generation.
00:01:33:20 - 00:01:55:08
It's really critical. Now, the thing with any kind of live show, if it's being run solo, which this is, I'll show you the rest of it a bit later. But the point with live shows is that it's not of course, you want it to go smoothly, but if it doesn't is how quickly you recover. So work with me.
00:01:55:08 - 00:02:24:06
Honest to God. Okay. You've got it wrong. So, the point of this, what's this about? I'll get to the point. There's never enough business. There are never enough leads. And every company wants to do more year on year and one of the fundamental problems is that and it's a bit of a way of talking about things if you do the same thing over and over and expect a different result, it's not going to happen.
00:02:26:00 - 00:03:00:14
And so I have developed over the past four or five years a an alternative strategy that will help businesses flip their new business generation and change pipelines, change revenue. Now, if just to kind of clarify something, I expect to be speaking to managing directors, CEOs or people involved in the sales process as S.R.O. CEOs, VP of sales and sales, They're the two.
00:03:00:18 - 00:03:50:15
They're the two kind of groups that I'm actually focussed on communicating with involved in marketing. Hang on, because this is going to be a bumpy ride. I'm quick background. I've been involved in sales and marketing for over 35 years and I've cold called doorknocked phoning. The biggest deal I ever sold was about four and a half million and the most people I've had working for me is 40, So I've got a number of t shirts and my because I'm a driver to find out I'm a better method of doing things was having been involved in sales and running and running start up setting themselves up some life happens to people and no sales manager keeps
00:03:50:15 - 00:04:11:16
a monkeys if you if you if you haven't got if you're not on target that's your problem. Well this happened to me that if you know it's your problem. And so my daughter died. I had a quadruple bypass and I got divorced in the space of seven years. So I believed that something had to give. And as individuals, we have no choice but to keep going.
00:04:12:14 - 00:04:35:24
And if business isn't coming in, why is it not coming in? Not just because of life issues, but maybe it's marketing. So I made it my job to analyse and go through exactly what happens within marketing so it makes it so I nailed this. The sales side of things. Now I'm looking at marketing and that was an that's been an interesting journey.
00:04:36:09 - 00:04:58:20
So I'm going to do some lists, kind of get this show on the road in a way, and I've got in order to communicate a new strategy, a new way of doing things, you can't just say go and do it. There has to be a realisation of what's gone on in the past to make logic and make sense of why to do something different.
00:05:00:03 - 00:05:23:20
And that's what this, this first presentation is about. Now, what we're going to do, we're going to get onto that. We've got six live streams. The first one is to talk about where we are. If you don't know where you are, you don't. You can't you cannot have a journey. It's impossible. So we were going to establish where we are, what's happened and why do we do what we do and why do we get the results that we get right now?
00:05:24:15 - 00:05:47:10
Okay. And after this, after this first presentation, the sales people can absolutely love this link beyond anything they've ever imagined in the past. This is this is drop dead. This is amazing. Okay, I'll come on to it. The next four are related to How do you do it? There's no point. It's business people out there going on and ideas.
00:05:47:10 - 00:06:10:00
Man, I've got to know. Show me how you do it. If you if you. If you truly entrepreneurial, you're going to identify a problem and then execute the methodology to make it happen. And that's what I've done for the next four. So getting set up, how you supposed to be, I need to communicate and so on. And right the way through to infrastructure is set up.
00:06:10:00 - 00:06:48:12
And then finally we got a review. The point of this is that the strategy that I'm going to talk about gives you the ability to reach your total address, market scale, engage with them at scale, identify the ones that are looking and on to sell it onto sales. This simple, it's not complicated. However, the blockages that you will come up against are going to be significant because there is a a mechanism that exists that almost exists to stop you changing what you're doing.
00:06:49:00 - 00:07:18:01
So let's some let's move on to this is what I'm calling like the state of the nation. This is where we are. So if you look at the way that selling has happened and happens, it hasn't changed in about 70 years. You've got cold calling sales. People go out and back in the day the salespeople would find a business, all the business, talk to the business, do a presentation demonstration, go and get it closed, come back and ring a bell.
00:07:19:06 - 00:07:50:11
That was it. Nothing wrong with that. But they drove everything. Over time, technology changed and the internet came along and we then had digital. There's nothing wrong with it, but it's making sure that we know why we're using it and who it was intended for in the first place. This is critical. Absolutely critical. This guy, Daniel Kahneman, he wrote this book called Thinking Closed and Slow.
00:07:51:07 - 00:08:19:14
And the premise of the book, they understood that the background of the book is summary. When we when we think fast, we perceive believe it's instinctive and you make instant, we will make instant decisions about things. But the other thinking, thinking slow is is considered is is when you evaluate something and you establish whether it's going to be right or wrong for you, we want to constrain fast thinking.
00:08:20:11 - 00:08:47:00
The fast thinking comes about through doing things through via repetition. Marketers do things via repetition. Okay. So the issue here is what are we doing? Well, the way that marketing is now set up, we've got to imagine like an IBM paper click banners and so on. Trust me. I mean, I know I know the marketing side of things.
00:08:47:06 - 00:09:15:15
Absolutely inside out. So you'll understand. What I'm saying is I'm not looking to to kind of encourage that. Anything to do with digital marketing, to be to be quite contrary and you'll see in a minute. So I've got a situation where you've got technology that's being used everywhere. I mean, I mean everywhere. And you have to understand how that came about.
00:09:16:01 - 00:09:45:24
So big technical tech says buy this technology because, well, yeah, because we want it. We will have we want to generate what business don't we? So low tech tilde advocates who are the marketers to get you as a business owner to invest in the technology? And early days, the directors would say, Well, I'm not doing that. And the response is, Well, if you don't want to do it, if you don't want to compete, it's up to you.
00:09:47:08 - 00:10:17:22
So gradually, with successive employees saying the same thing, it's now become the defacto standard in a business. You have Mark Shields motion, you have demand in Legion, IBM, maybe X and you have a whole raft of integrated technologies with Salesforce, the dynamics of what have you using as you CRM. That's what you've got to see. Tech. So you think, okay, if everyone's got the same tech, why then does this happen?
00:10:19:02 - 00:10:45:20
This is really serious because if you if you're looking at a mechanism that is supposed to deliver the results that you need as a business, why two CMO would get fired every 9 to 18 months. And this goes back to I'm looking up because I've got screen IP and that's from 2016. Now the quickest narrative is the CMO comes in, promises the earth and doesn't deliver.
00:10:47:02 - 00:11:17:13
That's the reality and the timescale. They join a new company three months to come up with a new plan, 12 months to execute it, three months to find a new job, or they're pushed. That's it. That's how it works. That's unfortunate. They think, well, that can drive costs. For the past six years, it's been seven years. They think, okay, well, it could be what with me on this.
00:11:18:21 - 00:11:38:13
So now we've got we look at failure rates and businesses. So you look at the numbers of business, the start up and fail every year. So half million starts up, half a million fail every year. You go 20, 30, 50, 91, 20% fail in the first, 30% in the second, 50% in the third. And by the 10th year, 91% of businesses fail.
00:11:39:16 - 00:12:16:19
That's four times inflation. Okay. Next, businesses that get investment must be different for them. 20, 75, 40. So 40%. 75%, 94%. So 40% of businesses fail to receive investment. 75% of businesses don't achieve the targets that they set for themselves. 95% don't make a return on investment for the investors, which is why the investors are looking for unicorns.
00:12:17:11 - 00:12:43:03
And according to CB Insights, they're an online publishing company. They say 50% of the reasons for businesses that go bust. A marketing related. So it's like, wait a second, because what we're talking here is joining the dots next. Now you look at what businesses are actually doing. So to cut to the chase, well, looks. But look at us.
00:12:43:03 - 00:13:18:00
We're doing this much business. Okay. There you look at how many people you employ and your turnover divide one by the other, gives you a figure. Now, the average, the average turnover per person per annum is about 120 grand, $444,000. This is kind of up and down that, but that's a fact. So it's like if if you expect a salesperson, I'm not I'm not giving carte blanche to salespeople to go off and not do any work.
00:13:18:00 - 00:13:39:21
But, but to expect salespeople to do more business based upon what? So if the if the elite are no good, why the legion of good? I'm not going to come on to that in a minute. But if you're looking at the averages, if the average is hundred and 25 per person per annum across the board, I did.
00:13:39:24 - 00:14:11:01
kllllI did a separate we've got this this analysis from the British Institute of Statistics. I did my own. So I looked at 75 of the largest and the largest SOFA companies around the world and got over their turnover figures and their employee figures and divided one by the other. 140 4k as BPM, RPA that business process management and robotic process automation, enterprise architecture and you think hundred and 25 per person per annum.
00:14:11:09 - 00:14:47:16
Well, here's the kicker Microsoft is closer to $1,000,000 per person rather than Google's 2 million. Why is that? Because they sell one-to-many – and you don’t. This bottom line look, they won't cold-call you. So that's so that's the problem. So where does that lead to? Well, this is constant. So if you're not doing enough business and sales say the leads are rubbish, the marketing says nothing wrong with the leads.
00:14:48:05 - 00:15:22:14
Leads are fine. It's just that, look, they can't sell sales enablement. That's what we need. We need to train them up. We need to give them a bit more training to get to learn at the close, because I've been doing this for 20 years. Analytically as the leader rubbish, you see. But the issue and the problem here is, is that to to the technology, to every piece, because this is very specific about B2B, the technology, the B2B use was designed for consumers.
00:15:23:10 - 00:15:50:09
It should not. You look at people on base, Marketo, Eloqua, part of HubSpot, No. Yeah. Go back to the beginning of the Internet explosion. The main companies that were out there, the search engine companies, they were given massive valuations. You probably remember they had billions valuations, but the valuations are based upon the lifetime value of the companies that were connected to them.
00:15:50:17 - 00:16:08:23
How did they establish the lifetime value the company were? They would say, well, each person we expect to spend £100, $100 or $200 over over the lifetime of them being connected to us. How did they establish that? Through their email addresses, everybody got wind of it. It went well. Happy days. What what we need is we need email addresses.
00:16:09:22 - 00:16:34:07
How do we get people's e-mail addresses? Well, just just ask them. Just try and do it. Well, that didn't really work very well, did it? So tell you what we'll do. We'll write some documents and get them to offer these documents to them or newsletter or access to a blog and some special offers, and they'll give us their email address to sign up and we'll give them something as a discount, whatever, whatever.
00:16:34:07 - 00:17:02:20
Happy Days. So I'm quite happy to say, well, I look good in Levi jeans or I look good in a pair of Adidas trainers, or I quite like Breitling or Rolex or Red Bull, whatever I've got from something like today, newsletters, because they're never going to hold never got a company. So where we get to this point and think, where's where's the conflict coming from?
00:17:03:03 - 00:17:25:24
Well, this is because that the technology that's being used was designed to attract and get hold of e-mail addresses. It. There's KPI. So we've got an email address. We will tell you what we write, some documentation. We make it available to the trust, to prospects, and they'll go on the website. They want to download it, they'll give us their email address and we can find it.
00:17:25:24 - 00:17:50:10
We can think about simply what we've said. What we've done is we've achieved to not have to send people out knocking on doors in this. It is the best. That's the best it is. So you now got this situation where you're paying Google pay per click because you're landing page two to get the information name, company name and email addresses.
00:17:50:10 - 00:18:17:19
So to give them this documentation that the trouble is businesses don't want to give out their information, why would they? They want their plans to remain confidential. They always have. People are quite happy to acknowledge gone. If you if you sell software, you won't be able to go out and culture makes sense. Got to say 83% of businesses want to remain anonymous.
00:18:17:19 - 00:18:47:10
Don't speak to a salesperson until they're ready. So that anonymity is a problem because if the people that are driving the collation of email addresses and new business and bearing in mind there are companies now excuse me, there are companies now that have given or have told or instructing bidders to report to marketing. So marketing, they're responsible for new business development completely.
00:18:49:04 - 00:19:14:20
So you've now got the situation where in order to try and achieve the KPI, as it's called, gifting. So you know, about one, two, three, four and if they're in 2 to 1 give a gift, to me that just makes desperation because you don't do that. Because if you say, well, we'll give you $100 and some say I'm spending 150 grand with you, I want a bit more than $200.
00:19:15:03 - 00:19:40:11
Oh, really? Well, what would you like? It just opens up to many questions and then you've got reverse IP lookup. So you've got these people that you're trying to get their name and their name and address from an email, an email for one on multiplication. So they want your website to do that. What's that happens? That information goes into a data like, which means they know who you are, where you are, what you've done.
00:19:40:24 - 00:20:07:19
If you just visit a website, they've got your IP address, so now they know you, they've got your IP address. And if you've signed up something at some stage, you've got these data lakes matching, matching up the data. So you think anything that you do as a business, you know, you're not anonymous. I mean, there are companies that de anonymization stalking and nobody wants it.
00:20:09:11 - 00:20:29:06
So you've got these multiple things that are happening. And if you're looking at it on a larger screen, this you can read this, but if it's a smaller screen account and all this information is in the link, what we're saying is to try and get business, to try and grow that pipeline. You have multiple, multiple steps and hoops to jump through when you're applying typical B2B marketing.
00:20:29:18 - 00:20:49:02
It doesn't work. We know it doesn't work. If you if you've got an average turnover per person per annum, if you're you know, you've never got enough leads, you've never got enough appointments. So the top the top row, that's where everybody is. This is the this is the staggering thing about this, where everyone is the bottom one is a two step process.
00:20:49:08 - 00:21:15:12
Simplified case, you know, keep it simple, stupid and all that kind of stuff. That's what you want. You want the ability to reach, to reach out to you, your total addressable market as quickly and as efficiently as possible. Excuse me. There's this guy called Buckminster Fuller. He said, If you want to chat, if you want to, well, you can read it to chase something and you build a new model that makes the old one obsolete.
00:21:15:12 - 00:21:45:18
That's what we're doing. That's what this is about. This this whole premise, it's about changing the way that businesses really specifically businesses look at the way that they engage with their total addressable market. I mean, this is the process. I walk you through this. The first thing you need to do is tell people that you exist and you do that scale, but you also need to.
00:21:46:15 - 00:22:26:09
There's a process of changing the way that you structure your website and the content of it. And I mean, we've got we've got a thing I'm a solution that we call, we call it social force. And what it is, is I go, is what we've got down here is a methodology to produce inserts, to tell people this is what you need to do.
00:22:27:09 - 00:22:50:22
So we have a downloadable brochure which which you can get hold of. We don't want your e-mail address, we don't want you company names, anything, but it just explains how you approach and what we call social four for four, which is for adverts on social media four times a day. A repeat. Okay, as you and here are our adverts.
00:22:50:22 - 00:23:16:11
You may have seen them on LinkedIn, Facebook, but we've done on here. We've got 92 adverts. Okay? And all of these adverts point to our content. And so by going to our content, we're promoting our content. We're not just doing an article, chuck up the article on social and that's it. We're constantly promoting our content for on autopilot.
00:23:17:12 - 00:23:41:01
So today, you know, we've got four adverts going out today every single day, but don't do anything. So that's the first step. The second step is you invite your total addressable market to do this, to look at this. I mean that there's a recent the reason for me doing this particular delivery live, it's really, really specific mean I've got about 50 odd videos on my website so I could have done a video.
00:23:42:00 - 00:24:08:18
But the point of doing it live, it's the authenticity and whilst I'm doing this kind of 1 to 1, if there were two of you, imagine this is your company doing this, you would. Everyone's watched breakfast television, everyone's watched talk shows and they are so popular because people like listening and people like watching, people feel that they're part they kind of engage with it.
00:24:08:18 - 00:24:41:04
So reaching your total addressable market and telling them to come and join you are very different to attempting to call them up, especially when the success rate at the moment for telesales corporate videos is only three or 400 to 1. Why would you do it? I mean, the saying about trying to find a needle in a haystack that's not picking up one piece of straw at a time to try and find your total addressable market, to find people that might be interested.
00:24:41:15 - 00:25:11:02
So if you know the statistics or the the kind of the typical stuff that that does out there on the Internet, it says between one or 15% of your total addressable market are looking to start their buying journey every week. You look so remember that looked at the graph that had with it with the line, the companies that have 50 employees and above there are 44,000 them in the UK, which is deal with the UK.
00:25:11:14 - 00:25:37:14
There are 44,000 companies that have 50 employees or more. Let's just work with 10,000 so we can say that you could sell your product to 10,000 businesses out there with 50 employees or more, and at the current rate of turnover per person per annum, that gives about 50 a Yeah, 5 million plus them. Right. So, so they can afford what you say, what you're selling.
00:25:38:20 - 00:26:04:10
So if that's your total addressable market I want a 51 to 50% are looking to buy. That means a 100 to 1500 people each week looking to start their journey. Join us. Do you ever expect to find them? Each week making one phone call at a time? And that's that's based upon whether you can actually connect with them.
00:26:05:03 - 00:26:39:01
And the reason behind doing the social for for for as well as as well is this these these statistics it sells is a numbers game. So let's like let's let's start looking at applying ourselves to the numbers. 1997, Dr. Jeffrey went and established that it took seven touches before a prospect could have recognised your brand as 1997. So 25 years later, I recently saw someone that said it was about 2121 touches, give or take.
00:26:39:01 - 00:27:14:01
Well, I thought back back in the day it was ten touches and now it's 30. So you're going to have 30 presentations, 30 things that people see before you start to become recognised. 30 Now the kicker here, one in three get through doctor lunch left to the loo, thinking about something else. Not top of mind on holiday, anything and any number of reasons why only three messages get through this.
00:27:14:01 - 00:27:40:18
We need 1976. So you've got this process of having to reach out because you need that repetition. It still comes back to repetition. And so then you also need how are you going to reach your total addressable market? You know, a handful of telesales people if you've got a team. We've only had over one of the larger and marketing automation companies.
00:27:40:23 - 00:28:18:23
I've got a telesales operation for 200 people on the phone. This is Mark to automation. So you would just think, well, wait a second, even they know it doesn't work. So our our job is as business owners, how on earth do we adapt what we're doing to make our method low cost with the greatest possible ever reach? And you can only do it through live streaming at the moment you're selling 1 to 1 and you have been for the past five, ten, 15, 20 years.
00:28:18:23 - 00:28:52:05
How long you've been in business. It's all 1 to 1 sell BD on phones, one person hands, one lead over to one salesperson. So it's all once again, this is one to many. Can you imagine? I mean, just this is breathtaking. You reach out to 10,000 people because pennies I mean, okay, if we look at MailChimp, for example, 100 would amount to send out 12 emails to 10,000 businesses.
00:28:53:17 - 00:29:29:02
It's nothing. Okay. Then. Got you. 10,000 businesses, the percentage of them are looking every week. Let's just go with 1%. It's easy, yet 100 people are looking each week. And if all of those hundred people, some of them are going to be up for engaging with you, maybe, maybe not showing us you're going to find 1%. But if you even and say, this is what we're doing, we're doing it this week, this is what we do next week, come and join us.
00:29:29:02 - 00:29:54:03
Come and have a look. This is what we're doing. Come and meet us online. Stay anonymous. Come and get to know us overnight. You are able to reach your total addressable market for pennies. I happen to pay 50 quid a month to be able to broadcast over multiple social channels. We can go live. You know what? You know, you can go live on LinkedIn.
00:29:54:03 - 00:30:34:11
It's increasingly so. It's looking at how do you reach the largest possible group of people. And the only way you can do it is through streaming, which is very difficult. If everybody's doing the same thing, think of the possibilities of destroying your competition. Whoever gets in there first in your particular industry and start streaming to your audience, you already know, you know you've got your audience.
00:30:34:11 - 00:30:53:19
The other companies got their videos, everybody's got their videos. Everybody got to do telesales and ring people up and and fight for that. Fight for that business. Just go do it after Just just just get in there and say, right, we've got a live show. Come join us every week. Can we get to know us, ask us questions?
00:30:53:23 - 00:31:13:11
This is all anonymous. I mean, you can email me, you can message me right now. I won't stop the show and answer and answer it, but message me right now and I'll get back in touch. And this is the point. This is the whole point of this, which is you've got to be able to do your prospecting at scale.
00:31:13:11 - 00:31:38:14
It's never been done before. And the costs I mean, you can get hundred people imagine having 200 people if you if your market's 10,000, you have a hundred people watching to get that level of activity and engagement would take you a hundred videos one week to find something because it's 300 to 100 videos. Of course, you £5 million a year ticket, you wouldn't do it.
00:31:40:06 - 00:32:05:19
It's a no brainer. So the other things we've got and in terms of the self-service website, that's what people want to do. They want to learn to self educate, self-serve and you want to enable your prospects to speak to sales, direct middle people and they will put a mechanism in place the software and routeing and whether it's email routeing, whether it's phone routeing, it's possible it's doable.
00:32:05:19 - 00:32:33:18
We know it's doable. So in terms of live show segments, the list of different segments you can have as long as you're on and these are just the segments, these aren't the direct, the repetitive ones that you've got to have like the intro and the the welcome messages and that kind of thing. So here we you know, the point is, I don't know if anybody saw this last week and I did a series of five and new news updates.
00:32:34:15 - 00:32:56:15
Okay. And that format and that layer, you can see that it's the same as as Fox News. So we've got a moving background and we've got love research and all this kind of stuff. But your company, your you turnover level much you turnover, you've got a spare office, put a green screen up at the back and I know so for a couple of cameras you're away.
00:32:57:12 - 00:33:19:23
You go live every every day or every week turn up to you. And that's what this is about, is how do you do it? And it's so straightforward. Yes. The workflow is different. Course it's different, but you look at what your marketing people are doing compared to this is this is this is a spectacular way of generating your business.
00:33:21:00 - 00:33:54:15
Nobody can touch you. So then we've got, you know, we're kind of coming into line now. You've got a choice. And if you're if you look at this adoption curve, we all know about it. But if the percentages that you've got there with the innovators and early adopters, yeah, I mean, we've got less than 20%. You want to sell to quality, you want to sell to your total of your total addressable market.
00:33:54:18 - 00:34:26:07
20% are innovators and early adopters. So how you define that, that's a perennial question. How do you find them? How do you seek them out? How did you get them to engage with you? How do you present who you want to present your personality? And with no no disrespect to BD? RS videos end up being the least qualified people in the company because the salespeople have been there for however long and are technically experienced and so on.
00:34:26:14 - 00:34:49:19
But we ask that just to just get on the phone, get on the phone, get on the phone and you are we are. We have I've done it. We're leaving the the success of the business to the least qualified people in the business to make it happen for us, and then making the rest of the business too dependent on technology and marketing automation when it's proven to not work.
00:34:50:18 - 00:35:13:02
But hey, you know what else is it? So if you're looking at that, you're looking at the early adopters who you want to sell to, but likewise in your industry, are you an innovator and an early adopter? And if you are, you probably do this and there will always be the that early majority, late majority and Lagos, just just how it is.
00:35:13:02 - 00:35:47:01
Everybody knows that. So is. But how do you differentiate yourself? How did you establish that your company is the pre-eminent company that these prospects should be looking at? If you can't differentiate yourself right at the beginning with a video or a bit of marketing automation software, of which there are four or five main companies. So everybody's got the same software, you're your local and you'll be to be Brand does not hold the same value as say, Chanel.
00:35:47:01 - 00:36:09:00
Nobody's interested. They will know. Can you as a company support me and my company in doing what we need to do if we buy from you, can you support that? And the only way you can tell the course you can come and join us live. We're not going to locally come to find out. We are coming out about what we what we do, how we help.
00:36:10:18 - 00:36:45:17
And I think with all this information, this today, this information, this should be live, this be it be recorded, the same thing you can do for them. Every live show gets recorded. Use again. There's a choice. There's always a choice, you know. Do you stay You know, find you prospects 1 to 1 or do you engage with what scale do you try and get them to fill out a form?
00:36:46:21 - 00:37:11:23
Would you say we've got a transparent, open access website, Come and learn, we'll help you learn because we know that if we've taught you, if we've educated you, if we've helped you, you will come and buy from us. Yet testing won't work today. So that's how you work. We all do this. This is how we live, This is how we like doing things.
00:37:11:23 - 00:37:43:07
We don't to be sold, especially B2B stuff, because we're looking to make a profit with anything that we buy. So if that's how we live and how we work and all the statistics point to that, why we using videos is just, oops, let's just tell our total addressable market we're here. This is what we do. Come and look at the question, Oh, how much is going to cost?
00:37:43:07 - 00:38:15:17
If you imagine you've got ten videos costing half million pounds a year, it's a lot of money and that's that means one person potentially per week they will find. So somebody could find maybe 40 odd people a year, give or take, sit this like it says equipment. That's the cost of video. And the reasons to do it is just that they're unequivocal.
00:38:15:23 - 00:38:47:22
You cannot it cannot argue against it. I mean, for example, we've all got these. If it's got a camera. I mean, the point the point of this is that respondents, for example, you know, plug this in and you've got that live list system should work. So here we've got an illustration of exactly what can be done if you're going to use a mobile phone.
00:38:48:05 - 00:39:12:15
Not that we would advocate using a mobile phone anyway, but you can see I mean, I've left the order to the component parts that shows what's happening, you know, with the duration and sound and so on. But just look at the quality. This is an iPhone. Excuse my hand, but but this is live. I mean, and I had to do this voiceover just to show you, but that's that's the kind of quality that you've got.
00:39:12:15 - 00:39:51:22
So it's not about money. You know, we live in a in an age where the technology is spectacular. It's not expensive. Prosumer cameras is what people want. You know, they're readily available. But that's, you know, it's a conversation for another day. So next week's show, I mean, we're at the end. Yeah, we've got formal shows or full, full shows that we're going to do that we're going to be talking about and how to set this up, how you need, what product, what content you need, how the content needs to be structured, why your existing content doesn't work.
00:39:52:14 - 00:40:16:19
Yeah, and you've got the technology and so on. And we're going to do it behind the scenes and what have you. But the critical thing here is that I want to have planted a seed that says, Oh, this is a bit of an eye opener. We didn't, we didn't quite realise joining the dots were what was quite like that.
00:40:17:10 - 00:40:38:11
What are we supposed to do now? If you want to, if you want increase at next year's turnover, you have to do something different. Do what you've always done, what you've always got. And that's the critical factor here. This costs pennies. I mean, to reach out, if you haven't got it, you should have a database of your total addressable market.
00:40:38:22 - 00:40:59:04
You should have had it ongoing if you haven't because it's recorded for 10,000 times. And so you use that, you use that database, you message people say this is all going to go, we're going to be doing it same time, same database, upload it to LinkedIn, and they'll do Banner refers to that same group of people of 10,000.
00:40:59:05 - 00:41:32:22
Come and watch us as it finished this methodology. One person And the reason I'm saying that, you know, I'm doing this solo and everything else is to show you what's attainable, what's achievable. If you look at the website I did, I did the absolute a bill to every graphic, every word, every every every document. I mean, even to the point I've wrote and published this book, which is on Amazon, the whole the whole point of this is that you have to look at what the work rate is for marketing and what are they actually delivering.
00:41:34:00 - 00:42:07:22
If I can reach out to potentially thousands, tens or hundreds of thousands of people, depending on how I want to to to run my business. So can you and that that the process for new business. It must start at the beginning. Yeah it must start at the beginning. Reach the greatest number of people, get them to self segment get to get to filter them down to the ones that are looking and, work with it and it flips everything.
00:42:09:03 - 00:42:51:18
Absolutely flips everything. That actually brings us to a close. I enjoy this and a lot to take in the recording will be is automatically processed and at the end and we'll be back same time next week Thursday talking about how to get this set up. And there are some things that will surprise you because like I said, I've spent five years pulling this apart, ten years of it putting apart, putting that together again and coming up with a new structure to do flips, completely flips you profitability looks at sales people absolutely loved is absolutely loved.
00:42:51:18 - 00:43:14:14
This is everything they've ever wanted. And I'm a sales person so I know what I'm talking about. Anyway, that's it for me. I'll see you next week. Like I said, any questions? Message me a little back to the main screen. Any questions and email. The email address is going to come up. The web address is going to come up.
00:43:16:00 - 00:43:38:00
Just enjoy it. Just look at the stuff. There is live close. There is the pitch. You will know. You will know if this is right for you. But the first thing you're going to do is start looking at what you are doing and you make decisions from there. And like I said, we've got, you know, for a few weeks here and it's coming to the end of in February.
00:43:38:16 - 00:44:55:23
Our shows finish at the end of March that would probably be the end of most people's fiscal year. We’ll take it from there and see what happens for your next year, but join me next week and I'll see you then, bye for now.