Transcript

This is Stuart Webb. Breakthrough Growth Expert, author, founder and CEO of The Complete Approach with another of my one take vlogs, all the mistakes stay in.

I have just finished, what I call ‘opportunity research’ for a potential service release next year – so watch out for that!

In my experience, I’ve found that very few business owners carry out any kind of research. That’s because most of them see ‘research’ as BORING. But when it’s ‘OPPORTUNITY’ based, in other words you’re looking for ways to SELL MORE stuff and create real DIFFERENTIATION, this kind of research can be and often is very exciting.

For example, here’s what I just discovered from about 6 hours of research… • All the major players in the market look to work with experienced ‘executives’. There is little definition about what executive or experience means. Too few people are put off by those words and they needn’t be. They are more ‘executive’ and ‘expereinced’ than they realise, so there’s definitely an angle there that I can capitalise upon. • Their pricing ranges from between about £12,000 to £24,000 for the ‘same’ service. But when you look deep into what people get for their money there’s definitely very little added value, just a brand name (which of course does have value—but it’s not insurmountable). There is opportunity to sell at lower prices, whilst adding much more value and then making it up on back-end sales. Now I may not choose to sell at lower prices, but without this type of research I’d never know. • The sales process used is almost identical for each of the major players, so again that shows I can really shake the market up by doing things differently and standing out. By the way, one of the most common things you see, is most companies in the same market use very similar sales and marketing tactics. This is often borne out of ‘we’ve always done it like this’ andno one can be bothered to put the effort in to change the way things are done. That spells massive opportunity for those who are prepared to shake things up. • There’s also a major reliance on people rather than on systems. The market does need ‘people’ but not to do all the tasks and ‘heavy lifting’ that this industry needs. Again this spells opportunity. Remember, the more systems you can use, the better. They work 24/7, never call in sick, don’t need training and help put your business on ‘autopilot’.

There are more opportunities I gleaned from the opportunity research, but hopefully this gives you an idea of what’s possible when you do things that most people can’t be bothered to do. It sets apart the good from the great. Now it’s your turn|

If you’d like to see how you could change your business, why not try out Sell More Stuff Challenge,.

Imagine being able to massively increase your sales in just 5 short days and WITHOUT spending a penny more than you do already on your marketing and advertising!

Get details of this challenge from www.thecompleteapproach.co.uk/sellmorestuff