The business market has been changing very rapidly. Customers are increasingly clear about what they want, how they want it, why they want it and why they want it. The task of business is to be able to adapt to customers to generate much stronger connections that generate loyalty. Currently, a business that does not have good marketing, an understanding of its client and good management of the operation is destined to have complications.
Increasingly they depend on promotions, discounts and actions that make them increase their variable costs in order to sell. Most make excuses that if they don’t do this, they won’t sell, but these measures, far from being positive, are very harmful and the vast majority cannot see it. At a global level, those who follow the path well will continue to advance, and those who do not focus on understanding it will continue to join the 90% of companies that close in the first three years.
With the market studies carried out, it is perceived that there is more and more intention to start or create businesses, but according to evaluations made by our consultant, the vast majority of the owners of a startup do not have the necessary knowledge to overcome the main steps of a business, or that they are born with very low ceilings for the categories. Currently a business that does not have a very clear differential, that is backed by innovative technology and that cannot have a large percentage of the automated operation, will cost much more to grow.
When we advise someone on a business, we first seek to understand what category it is going to be built on, and we analyze that it can be executed and that it has opportunities to scale in sales. Once that is approved, we go on to analyze if the product can be sold on its own, or in other words, that it has more demand than supply, if it has a technology that nobody can copy, which can be a product or a business model.
Recommendations so that these errors do not occur
one) Understand the audience of your business very well. Ask them what they want you to give them.
two) You don’t have to sell the product to your audience, you have to sell the benefits of the differential of your product.
3) That your marketing sells the next step of the purchase processnot the sale itself.
4) If people do not know that your product exists, they will never buy it, make sure people know your product exists.
5) Explain very well what your product doesyou have to make people know that your product changes their lives, if you achieve it, you won’t need to sell, they will want to buy from you.
6) Structure a well defined sales processto easily predict your sales.
7) Do not hire people who are not aligned to the resource what do you need. Do your searches well to get elite resources.
8) If you do not understand the numbers of your business, you will not be able to grow because you won’t know what to do. The numbers tell you what to do with a business.
9) surround yourself with the best in every area, so there is no way to fail.
Juan Sansalone is the owner and founder of Jsansalone, Business Growth Consulting
by John Sansalone
