How to grow a business

How to build a business(In two easy steps)

Jason Dunstone - Founder + MD Square HolesTwitter / LinkedIn @jasondunstone

Shoshin ( )

"In the beginner's mind there are many possibilities, in the expert's mind there are few."

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“On a state by state basis, NSW and Victoria remain the most resilient in terms of business conditions, while conditions in WA and SA remain negative.” NAB 3

“The Online Shopping industry is in the growth stage of its life cycle. Over

the 10 years through 2020-21, industry value added is expected to increase by an annualised 10.2%, compared

with real GDP growth of 2.6% annualised over the same period. This suggests that the industry is growing at a significantly faster rate than the

Australian economy.” IBISWorld4

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After decades of consumer research and helping businesses big and small to grow, I

have discovered the secret.

The two steps to building a business …

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1. You will need a product (or service) a sufficient number need or want.

2. You will need to sell a sufficient dollar value of product (or service) profitably

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Step 1: The product

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Value

Product

Quality clarity

Brand reputation

Customer experience

Overall value

Price and bundling

A good product clearly articulates its value

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Step 2: Selling the product

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Relationships

Sales

Brand visibility

Value demonstration

Overall relationships

Lead conversion

Customer advocacy

Selling is about good relationships

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VisibilityDemonstrationUsageAdvocacy

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4

Growth

Innovation

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Improved products / services

Tribe / community building

New ways to convert sales

Self-selling product

Broader context / trend understanding

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4

5

2

1

3

Innovation is about growth

Sales Product

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Does your product sell itself?

Freemium models

Referral programs

Repeat purchase

Review sites

NPS scores

Innovation

Sales Product

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Do you have a ‘tribe’ willing to back you?

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So, where are your priorities?

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Value

Growth

Relationships

Innovation

Sales Product

Brand visibility

Value demonstration

Overall relationships

Improved products / services (3)

Tribe / community building (4)

New ways to convert sales (2)

Quality clarity

Brand reputation

Customer experience

Overall value

Price and bundling

Self-selling product (5)

Broader context / trend understanding (1)

Lead conversion

Customer advocacy

Maximum 150

Total:

Insert score into each circle (and star) out of 10 as to how you believe your business is performing. Sum 5 numbers and insert into associated small square. Sum three small squares into large yellow square.

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1800 038 257 squareholes.com

How to use market research to build a business

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Value

Growth

Relationships

Brand / media healthComms dev + testing

Customer need studies

New product development researchProduct + sales innovation

Path to purchase mapping

Product dev + testingReputation audit

User experience mapping

‘Value’ mappingChoice modelling

Customer innovation studies

Primary and secondary research

Sales conversion studiesNPS modelling

Market research insight tools…

EthnographySemiotics

Focus groups

SurveysData and analytics

Market analysis

Problem solvingEvidence based stories

Demand modellingFinancial modelling

Innovation

Sales Product

1.Problem

2.Insight3.Ideas

4.Agility

How to grow a business

Grow reputation

Grow revenue + profit

“It’s tough!”

Market research

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Fail fast - and move on.

Learn quickly - and evolve.

AgilityA

D

C

B

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Thank you :-)

0411 421 722

1800 038 257 www.squareholes.com

www.twitter.com/jasondunstone www.linkedin.com/jasondunstone jason@squareholes.com

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