David Harris with ACCELERATE

Intro: [00:00:04] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Stone Payton: [00:00:15] Welcome to the High Velocity Radio Show, where we celebrate top performers producing better results in less time. Stone Payton here with you. Please join me in welcoming to the broadcast with Accelerate. Mr. David Harris. How are you, man?

David Harris: [00:00:33] Great, Stan. It’s great to be here and what a great show you have.

Stone Payton: [00:00:37] Well, it is an absolute delight to have you on the show. I’ve really been looking forward to this. Some of our listeners may be able to tell already you’re a little south of us, even though we’re in South America. In Georgia.

David Harris: [00:00:52] Yeah, well, we’re just in downtown Australia.

Stone Payton: [00:00:55] I like that. That’s perfect. So I got a ton of questions, man, and I know we probably won’t get to them all, but I think a great place to start would be if you could share with me and our listeners mission purpose. What are you and your team really out there trying to do for folks, man?

David Harris: [00:01:15] I suppose it sort of captures this we really about trying to help businesses grow. Now, look, there’s a million of those types, all our types of businesses across the world. The difference is we’re trying to help them with a fact based or evidence based approach. So if you go online, if you go on to Twitter, you’ll find this millions of people saying, Oh, I just got my first million dollar customer and I only paid $10. Well, I don’t think any of that’s really factual. So what we’re really looking what we’re really looking for is what’s the evidence and how do we actually help small startups, Medium businesses grow bigger, faster. And in my background is that I’ve helped businesses between start ups to $850 Million in revenue. So I’ve got this enormous width of experience, knowledge, education, even that says, well, okay, let’s approach this in the right way, not in sort of some crazy way. So for us, it’s about facts, it’s about evidence, and we want to talk about that whenever we’re talking to potential clients or wherever we’re being interviewed by wonderful people like you stated.

Stone Payton: [00:02:30] Well, yeah, Take me back to the beginning, if you would. Tell me a little bit about your back story. How in the world did you end up in this line of work?

David Harris: [00:02:39] Well, strangely enough, if I go back far enough and it does seem like it’s back in the stone ages. But, you know, I left school at 18 and I got a job in a retailer. And in those days, everything was physical. There was no online business. So I’m showing my age. And in my first month of being in this business, unbeknownst to me until after the end of the month, I was the number one salesperson. And that was a bit of a shock to me. I thought, Oh, anyway, I was a bit keen to be their number two number one salesperson in month two, and I did that for every month for about eight months until they promoted me. So it got me out of the place by making me an assistant manager somewhere in the back of nowhere. So that was sort of my story. And what has always been a great interest to me is why? Why does one salesperson always have achieve, overachieve compared to a group of others? Why does one business overachieve faster or grow faster than others? Why does one online store boom that compared to all the others and so across the world that why has driven me to all sorts of places and so sort of lifelong learning. And it’s taken me to be a director of businesses in the last ten or 15 years that have been between 200 and 850 million in revenue. So I’ve had all this experience of hiring and firing CEOs with the rest of the board, making sure governance and all the other things that we do with strategy at a board level is starting. And in my earlier years, I owned a number of retail sort of franchise type, also franchisee of multiple retail businesses. So, you know, I’ve sort of done it on all sides and I’m using that, if you like, along with sort of a marketing background to say, okay, how do we really help all of these start up small and medium businesses, try and miss all the wrong turns and get them into the right terms. And that’s really the driver, I think.

Stone Payton: [00:04:56] Stein Well, I can tell that you love the work. What are you finding the most rewarding at this point? What are you enjoying the most about the work?

David Harris: [00:05:06] Well, I think if I turn that the other way and say, what’s the most challenging thing for for businesses, and that is online because whether you’re a retailer in downtown, you know, the west of the U.S. or in the U.K. or in Australia or in Canada, the western world is seeing a huge change from, you know, regional towns are growing and most of them are sort of shrinking. And so if you’ve got a physical business, whether you’re an accountant or a professional or a furniture retailer or something or other, if your town’s not growing, then you know you’re going to be caught. You’re going to eventually have to either exit or you have to find a way to sell more. And the only way to sell more is to sell online. And that world has dramatically changed since COVID. Why has it changed since COVID one is significantly more people buying online, including b2b, which was always thought to be quite protected. But I’ll get to some stats on that in a minute. So that’s meant that retailers and businesses have had to change the way they sort of act how they think and how they communicate to win more buyers online. Does that make sense? Start.

Stone Payton: [00:06:25] So let’s talk a little bit about about the work. If a company like Business Radio X, for example, we’re a media operation, we’ve had a good run. We’re pretty successful. We definitely have our our own set of challenges. And I’m sure sometimes we could just sort of get out of our own own way early in an engagement cycle, if you will, like, how does the work start to unfold? Walk us through the process, if you would.

David Harris: [00:06:54] Yeah. So if we think about this, even starting from the very starting point of Google, so what Google wants every business now to do is to show its expertise, its authority and its trust ability. They call that eight eight. But every business today, if they’re wanting to sell more online, they’ve got to display more credibility, trust and authority. And that is very hard for many businesses. So the first thing we want to establish is, okay, you want to sell more online? Yes. How do we sell more online? Let’s first start with getting your scores. We’ve got a system where we can score a business quite quickly about that trust, credibility and authority. And we very quickly come to a view about, okay, how do we scale that? And we talk to businesses about we can probably get you a 100 X or 100 times improvement in 30 days. Wow. And we can demonstrate how we can do that and why we can do it. Sometimes we don’t guarantee we can do it. It depends on how good they are already on their trust score. But it is potential that is possible that you can actually move the dial significantly if you do some of the many things that we talk to them about.

David Harris: [00:08:15] So step one is trust, authority and expertise. The second part is what your buyers want to know and what they expect you to tell them online is Why should I only buy from your business rather than your competitors? So it sounds simple. But in taking your case. Stone there’s probably, I don’t know, 3000, 3 million podcasting businesses. So why, why should your ideal buyer buy from you or use your services? Now, that takes a fair bit of work for the owners of a business or a business leaders to wrap their head around because they’re very normally say, Oh, well, we get 3% market share and you know, we take home X dollars and I get paid such and such and it’s sort of crazy. Well, it’s crazy at the moment. Maybe. Or maybe you’re really up against the wall and it’s not crazy. But one way or another you have to address this. And if you can’t explain to your ideal buyers why they should buy from you, who else is going to do that?

Stone Payton: [00:09:32] No, it’s an excellent point. And I can tell you, in our world, almost two decades ago, when Lee Kantor and I started this business, he and I owned the own the network. It was a very different world. Very few people were doing digital radio or podcasting. And so it was it was very easy to articulate the distinction between the work we were doing and your more traditional terrestrial kind of radio. And now the podcasting is so prolific we can pretty much we can’t explain it given enough time and given it enough trust. But, but I mean, it’s a lot of energy and it commands a lot of resources for us to have those conversations and help a prospective client understand that. And yeah, so we’ve actually lived through exactly what you’re describing and probably still need to do a better job of it.

David Harris: [00:10:25] Well, every business is faced with these problems, and so you’re not alone. The real story now is that 70% of potential new buyers with a transaction size up to $500,000. And this is according to McKinsey, the world’s largest global consulting companies, see little or no need to meet a human ever. Hmm. So if you’re selling a $200,000 computer technology package, I don’t want to see you purchase in person. In fact, what they really want to do is they want to see all the information on your website. That’s explains why they should buy from your business or only buy from your business, too. It looks like you really know the answer to everything, so you’re very trusted, have a lot of authority as a business, but most importantly, you’ve got everything on that website or landing page that delivers the trust, the credibility, and makes it really easy for them to say, Yeah, I think we need to buy from these guys. Now 75% of the world’s businesses do not do this. Yet 70% of their potential buyers are wanting this or in fact that’s they’re buying from those businesses that deliver that.

Stone Payton: [00:11:42] Well, and it certainly sounds like you coming in and and viewing. I’m going to keep using us as a as the as the example example. I got to tell the listeners out there, if you want some really good top notch consulting for free, at least in the beginning, get yourself a radio show. You get to talk to just a really smart people. But no, it’s the best way for me to kind of internalize it, I think. But but as you’re talking, I’m thinking about, you know, Lee and I, our studio partners, the whole team, I think maybe we’re so close to it, Right? So we think the website looks fine to us, right? Our our our presence out there in the world looks fine to us. But someone like like you and your team coming in with fresh eyes and perspective and apparently with these tools that help us really tell us where we are and where our opportunities for growth are. That sounds to me like it would be invaluable.

David Harris: [00:12:35] Well, it does make it, we hope and we believe we can make a difference. And we’ve approached it in the way in which the biggest problems exist. You know, if you go to a normal digital advertising agency, what they’re going to say to you is, oh, look, you need some paid advertising, so we’re going to do some Google AdWords, let’s put some paid ads on Facebook, Let’s do this and this and this. And they will work to some extent. But they won’t work unless you’ve really gone and looked after the fundamentals, which is argue as a business and expert and authority and trust and compared to your competitors. And if you’re not already that for Google, it’s very unlikely you’re going to be for real people. So all this paid money, paid advertising is going to have a pretty poor conversion. Or put another way, your return on investment is going to be pretty lousy. So you’ve got to fix the framework for the house. You know, you’ve got to become trusted, more authority, a more expert, or to be seen that way and hopefully are. Do you see where I’m going?

Stone Payton: [00:13:44] Well, I do see where you’re going. And I can see some especially early stage companies needing to to work on on creating thought leadership and the language and all that and then getting it out there. But I can also see very well established organizations who they really do have expertise, they do have authority when when they get the work, they are well trusted. But but they’re not doing a great job of of getting that out there in a way that people can understand that without these big long conversations. Right. It seems like that’s that’s seems like that’s where you’re really filling the void.

David Harris: [00:14:25] Yes. And I think it’s the difference here is that we’ve got to look at this as being human people to people. And the really simplest level, you cannot be friends with someone you don’t trust. It’s just normal human nature. But on a commercial level and especially online, you won’t buy from a business that you don’t trust first. That’s the gap. How do you make a business? A lawyer? An accountant or a retailer who is unknown in other markets where they’re trying to sell to the next city or cities or the next state? How do you build them from being just another retailer selling another range of furniture or just another lawyer into something where someone say, Oh, look, you’ve got to go and deal with them? These guys are the smart guys. So that’s the the quandary and that’s the space that’s the most critical part that helps set businesses and differentiate them. From their competitors.

Stone Payton: [00:15:35] Well, I’ll tell you what’s coming into focus for me as a result of this conversation. I mean, intellectually and even viscerally, I you know, I recognize that you have to win a person’s trust if you’re going to really be able to serve them and to get their business. But it’s even it’s even more fundamental than that. You’re not even going to get a shot at winning their trust further. In today’s world, you’re not even going to get a chance if you if you try. That’s because that’s where I bet you, man. What, what, what a noble pursuit. So do you find yourself? I think I know the answer to this is yes, but I still would love to hear you kind of expound upon it. The whole sales and marketing thing for for you and your team. I guess you kind of have to, as we would say here in South Georgia, in Georgia, you kind of have to eat your own cooking, don’t you? And do what? You’re out there practicing, preach it.

David Harris: [00:16:29] And we’re also learning every day, you know, so we’re learning with clients, but also we’re learning in our own instance. And there’s amazing you sometimes think that you are climbing Mount Everest. You know, you sort of think, oh, well, I’m really towards the peak now. We must know everything. I need to turn around the corner and think, Oh, that’s so much more. We didn’t realize. We just found another, you know, 500 layers to make businesses more trusted, credible and so they can grow faster. So, you know, we’re in a continuous state of learning and applying that thinking and that learning for clients. We’re saving them years or decades because we’re able to say, well, look, in a really simple sense, that means simple in terms of clients. It’s simple. It’s just let’s simplify something so complex and really simple sense. These are the basics in which you need to operate in a human way, and we have to apply that in a digital way.

Stone Payton: [00:17:30] Hmm. And you’re not only identifying the gaps, but when you identify the gap, you’ve got a solution set. You have tools that help close the gap for for your client.

David Harris: [00:17:40] Absolutely. And part of that is really getting clients online and into podcasting is a great example, because when you think about it, what’s missing for most online websites is the credibility of having a person online or the decision maker or the owner or whatever, but getting them into a situation where they’re being heard and where they’re hopefully sounding sensible, logical and trustworthy. And so by exposing people to that. Podcasting is a critical step in my view. And it’s really about delivering what I call the power of more trust, the more you’re seen. Some people aren’t ideal for that, but in most cases you can help people be seen more, be heard more, which helps them sell more.

Stone Payton: [00:18:37] Yeah. And of course, you know, you’re singing my song. But but particularly, I think if you can have a real, authentic conversation, have those people have, you know, genuine conversations around their work and the why behind the work and what they’ve learned and it. Yeah, I do. I think it’s a great way and it’s how just in full transparency to our audience it’s how David and I initially got connected because he you know in that regard, we’re on a on a similar quest to to help people get out there and build those relationships and grow that business. And yeah, I do think this platform is one of those marvelous ways to establish that. And I wrote that down in my notes. They eat right to demonstrate in a non salesy kind of elegant way the expertise and and to visibly demonstrate authority and cultivate that, that trust. So yeah, I’m in 100% agreement. Amen. So I want to shift gears on you for a moment and talk about, you know, you are out there, you’re practicing your craft. And fortunately, what you’re doing for people also helps you grow your your own business. Have you had the benefit of one or more mentors along the way that kind of helped you navigate this terrain of running your own business?

David Harris: [00:19:57] Well, of course, yes. There’s hundreds in a way. I, I haven’t really paid a mentor ever, but I’ve found people along life’s journey where you say what they’re saying is really interesting and say, you know, you spend some time with them one way or another. You might read about them. You might. I think we all pick up valuable snippets from each other. You know, I’ll capture something about you. Stone Today, they’ll think, Oh, that’s that’s really interesting. In fact, I already have. And we can chat more about that if you want. But, you know, in our initial conversations pre this podcast, you know, I’ve immediately identified that this is you deliver a high level of trust, credibility and authority. You might not realize it, but you do. And I can see how that can work for Stax and other businesses. So you’re already on that journey, whether or not you actually realize how powerful it is, what you’ve got and how you can magnify that in your sort of sales process. That’s another story, but you have it. And why that’s important, I think we should really connect the dots for listeners is that if this trust credibility authority wall has been able to be thought over, think of it as a big wall.

David Harris: [00:21:20] You’ve got to be more trusted, credible and have authority. Then the global average is something like this. Your revenue growth will be 5 to 8 times faster. Your margin will be 16% higher. Your marketing and sales performance will be 22 times more recognizable. Your operating profit margin will be 19% higher on average. Your total shareholder returns will be two times more. Now, that’s not me. That’s the smart people in the world who’ve said we measure these things about how businesses are more trusted. All I’ve done is we’ve done is simply just collated those results. But they’re big results. And I would have thought everybody wants to grow five or eight times faster, have more margin, be more recognizable without having to pay more advertising and so on. So the dots are you can save money and make more money and sell more by at least starting with trust, credibility and authority before you start getting to the next step. And we can talk about what the next step is. Well, if you want to stone but you know, there’s a real formula. It’s real mathematics that says this is the space you start with.

Stone Payton: [00:22:37] Well, those are some very impressive stats, those numbers. And I really like that. Okay. Here is the situation. Here’s current reality, Here’s the opportunity. And here is a roadmap with specific tools, resources that we can bring to bear to to close the gap. So I would to me, I would qualify that as genuine methodology. Like you can you can actually do something about it. Are you finding that you’re gravitating to a certain type of business, a certain type of individual, a sector or or even like a geographic area? Because I don’t know, man, this sounds to me like you could be doing this work all over the world.

David Harris: [00:23:28] Well, it is. Or at least the Western world, the Asian world or the Chinese world is a fairly different market. So they expect and see things that are different. It’s just be culturally. So yes, across the Western world, Canada, US, UK, you see, they are all the same problem. We all have the same issues and. You know, when you start sort of thinking about this, we can deliver a course, all of this information online. We don’t need to meet someone in downtown Georgia or downtown Washington, D.C., or wherever we pick up from time zones. You know, we can do this sort of work just like everybody else can from anywhere else around the world. So it’s deliverables in terms of businesses. What we find is that you’ve got either generally two types. One, they’ve got their back to the wall and they’re really looking for solutions to get them out of that tight corner. They need to break free because they’re just getting smashed. And the second type is leaders or business owners who say, look, you know, we’ve got a problem. We’ve got to be able to grow and we can’t do it in a physical sense anymore. We’ve got to get on line. Yes, we can be on Shopify, but what are we going to say? What are we going to promote? How are we going to say it and how do we sort of build this trust, credibility and authority? And what do we do on social media or what do we do here? You know, it’s almost impossible to answer unless you come with a sort of framework that’s already proven that helps them get there.

Stone Payton: [00:25:02] Well, in these kinds of things, I mean, you rattled off a whole bunch of different things. But even if you and I want to make sure this is accurate, but I’m operating under the impression that even if one were to make even incremental improvements in just a few of these areas, it seems like it could have a huge impact. I like to hunt and fish, so I liken it to to siting in a rifle. Right. If you raise the barrel just a little bit, you know, a hundred yards away, it’s you know, you might strike your target, you know, a couple of inches differently. Is it the same way with this? Just an incremental improvement here and there can have a huge impact. Yeah.

David Harris: [00:25:41] It can. And that really depends on what the current businesses, if you like, trust score is. So we need to run the bad algorithms across their business online. So we simply just run a report. We get it 24 hours later and we’ve got a really good sense then about where their gaps are. And sometimes, in fact, the great majority of times for small start ups, medium businesses, we can have this huge impact for not significant money quite quickly. And so, you know, that’s what we call stage one is getting that trust authority done. There’s a this might also help sort of frame the overall part of the market where the gaps are. Is that a sort of independent ten year global research across 47 countries, 400,000 businesses found out how the best sell law, so 400,000 businesses, ten years, 47 countries. And so, number one, the gap was trust. Trust, credibility and authority was spoken about that. Number two, gap is your why. So technically, that’s a value proposition. Who wants to talk about value proposition? So your why why should your ideal buyers buy from you? Rather than your competitors. Number three of the five is do you have a strategic narrative and pitch? So what does that mean? It means tell me about your business in a story. Don’t tell me a dot points. Don’t tell me about it in three sort of paragraphs. Tell it to me like it would be a story.

David Harris: [00:27:24] And so we talk about that as being put that framework or put that narrative together in the same way that the best selling movies and books of all time have been successful and that that storyline structure has a great deal of impact. And so if you build a narrative about why your business is different and you tell it in that structured way, then you have a fairly high chance of being 22 times more recognizable than your competitors. Number four, social selling. What’s social selling? Well, as everyone knows, people don’t really want to be pitched on social. About buying a business. So there’s a price or buying a service from a business. But there is a process in which you can legitimately and reasonably approach ideal targets. But it’s different to doing it online, a different way of doing it and door to door or in a store. And so social selling methodology allows you to really get good at that. And so we talk about that’s the number four gap and ultimately the number five of the five is strategic marketing. This doesn’t mean spending millions on all sorts of paid advertising. It just means being really sharp and smart. So there the five steps that were came out of the 400,000 businesses across 47 countries over ten years. And those five steps are the really big gaps when you start talking to almost every business.

Stone Payton: [00:29:04] Well, I got to tell you, it makes all the sense in the world, especially when when you describe it. And so if one were to dive into this work with you and with your guidance and specialized expertise to help them navigate that, what I envision is kind of a quick upshot. Based on the on the on the statistics, the numbers you shared with us, and then over time, you probably still need to kind of keep pumping the handle. Right. Like there’s. That’s right. Right. So there’s some over time just to stay on top of it because things change. Speak to that a little bit.

David Harris: [00:29:40] Uh, yes. So I mean, I think that this is really building a new house or you’ve bought an old house and you’re trying to renovate it. You’ve got to make sure the structure’s right. So the floorboards have got to be right. The frame’s got to be right. You’ve got to replace a few bits here and there to make it structurally sound. What an online business. It has to be structurally sound, and you have to fill in how you can show that you’re more expertise, you’ve got more authority, and you’re more trusted than your competitors. So your house has got to be structurally right. The next part is, okay, let’s then start talking about, okay, we can build the trust quite quickly, which gets you some traffic and some online sort of hits. But the second step is really if we don’t sort of do that quite quickly, define why your ideal buyers should only buy from you. Then you can have the traffic coming that’s trusting, but you can’t convert it because you can’t explain why they should do it. Why should I should buy from you? So, you know, one and two are almost wrapped together. And then when you get to the third part, which is, well, tell it to me in a story, not a fake story, but a narrative in a way in which I can understand as a potential buyer. And so that’s wrapped together. So one, two and three aren’t far off. So we can start on the journey, but a bit like building. You can fix the frame, but you very soon need the plaster put on the walls. Then you need a bit of paint to sort of, you know, make it look nice and you know, you’ve got to put the carpet down. So there is a few bucks over a few months. Yes. You could stop and say, okay, we’ve run out of plaster money now. Well, can we restart it again in a couple of months? Yeah, that’s okay, too. But, you know, there’s a gap in revenue potential. Does that make sense?

Stone Payton: [00:31:30] It makes all the sense in the world. And then once you have that structure in place and you continue to to to grow in your business and you continue to have additional stories, you can you can now feed this machine. Or at least that’s the imagery I’m creating in my own head.

David Harris: [00:31:48] All right. You know, you just keep the garden up to date. You paint it every so often, You know, why put new curtains in it or something? You know, you never really stop. But your initial purchase, you know, your real big cost of getting it the old house into a new house, once you’ve got that done and the rest is really just maintenance.

Stone Payton: [00:32:10] Yeah. All right. Before we wrap in a few minutes, I’m going to ask you if you would, to share a couple of actionable kind of pro tips that our listeners can go ahead and start thinking about and that kind of thing. But before we do that, I’d go a little different direction here a little bit and ask you, well, the way we say it here is what do you have a tendency to to nerd out about? And I mean, like outside the scope of your work, like I told you a little earlier, I like to hunt and fish. My wife likes to paint. She’s down at the Reeves Art Center right now, helping them hang a new installation. So outside the scope of your work, are you into some other kind of hobby or something that you really just enjoy doing outside?

David Harris: [00:32:51] Yes. Well, you know, fitness and keeping the house tidy and mowing the lawns and doing those sort of things. But I have a rather different hobby that might surprise people. And it’s really about the artists, and I’m going to explain it in a minute because I just need to differentiate from people who are inside the game. But I’m a bit of a voyeur for politics, huh? And so whether it’s US politics or Australian politics, you know, I’ve only become really interested in the US politics as a result of a particularly unusual person being involved in the US. But but so and the reason the politics interests me is really the same story is how do why do people vote for one person over another or one party? So it’s sort of the extension of what I’ve already been talking about. And there are a great deal of similarities between them, the different. But and so I use the sort of art of politics, if you like, and sort of reflect on politics to business and then business back to politics. But I’m not and haven’t ever stood for government or parliament or anything like that. So that’s, you know, I just want to differentiate that. But the understanding and the crossover and the differences about how to be more successful in the political space, I’m not that much different from being more successful in the business space.

Stone Payton: [00:34:24] I am so glad that I asked because I don’t we’ve never had that answer before. I could tell you that right out of the box. But but it makes sense. And it’s just there is so much of the conversation we’ve had that you could apply to that world and probably learn a ton and maybe if one so chose, actually help a campaign, right?

David Harris: [00:34:45] Yes, well, I’ve actually done that. They different campaigns have paid us to assist in that. And the market research is really not much different. But from consumer or business research, it’s not much different from political research. The difference is that, of course, the statements made by. Aspiring candidates more and more not link to trust and credibility.

Stone Payton: [00:35:15] That’s the truth. Well, that is interesting. All right. Yeah, let’s do before we wrap, I’d love to share with our clients just a couple of actionable tips, something they should be thinking about, reading, doing, not doing. And look, gain. The number one tip is if this is piqued your interest and I’m sure it has. Reach out and have a conversation with David or someone on his team. It sounds like he’s got some tools to even just help you begin to get your arms around this. But yeah, David, let’s leave him with just a couple of pro tips. Let’s call them before we go.

David Harris: [00:35:48] Well, so let’s do the free stuff. So on the website, which is accelerate your business dot today. So WW dot accelerate your business dot Today I write a daily blog and there’s about 200 or 300 articles in there that’s free that talk about how to do this, how to win trust. A lot of what I we professionally might sell is really on there for free. So you know go and have a look it’s on the website across the top of the header just click away and read through. And we have people who read 100 articles in the day. They just, they get stuck into it. Yeah. So that’s the first step. The second step is I might give you some stats that come from McKinsey. Again, the world’s biggest consulting companies. It’s public information, so I’m not sharing theirs. It’s not available for everyone else. But the more online channels of business deploys, the bigger the market share gains, so the more platforms that a business is on. So that’s really Facebook, LinkedIn, etc., etc.. The bigger the market share gains. There’s no doubt of that. It’s just.

David Harris: [00:37:03] That’s true. The second one that might be of interest to buyers is that business to business buyers? So, you know, professional services buying something else or people buying their services, accountants, solicitors, anything from selling business to business. Over 70% of their buyers prefer a multichannel approach. So that’s what my first statement was talking about. More channels. Regardless of the industry, the country, the size of the business or the customer relationship stage. So whether you’re just starting to look or whether you’re just about to say yes to a business regardless of that stage. More channels equals more market share, more revenue. Not my numbers. Mckinsey, The world’s biggest. Yeah. And the third one of those stones, which will sort of answer this is all the potential buyers prefer to buy in three ways. First, the vast majority want to sell serve. So that’s social and websites too. They only want to deal be human via Zoom or its equivalent. So human interactions are remote and if they are really have to and they don’t have a choice that is person to person in that order.

Stone Payton: [00:38:37] The world has changed, hasn’t it?

David Harris: [00:38:40] And then the point is, I think the story has changed. This is not a projection about the future. This is the facts now.

Stone Payton: [00:38:50] Absolutely. Well, this has been just so informative, so inspiring. I can’t thank you enough. What is the best way for our listeners to connect? So let’s make sure we leave them with the website and any of those links again, because I want to make sure people can tap into your work and have a conversation with you, man.

David Harris: [00:39:09] Sure. So we’re easily found, as you would expect. We’re on Twitter, we’re on LinkedIn and of course on the website. So accelerate your business dot today. There is no air use or coms, dot coms, etc. afterwards. It is simply accelerate your business dot today. That’s the website. Secondly, on the website, you’ll be able to chat to us. Leave a message. You can send an email directly to me, which is David Harris at Accelerate Your Business Today. There’s a supporting email address and so on. But I think that’s that’ll give you a really easy access to us and we’re very happy to sort of provide as much information as we can to you for free when we have to if we want to go to the next step and we have to sort of dig in and start doing some work. Well, yeah, you know, obviously we’ve got to get paid, but we can provide a lot of information that that allows some businesses to self help. Do it yourself, even.

Stone Payton: [00:40:13] Well, David, it has been an absolute delight having you on the show today. It really has been informing, inspiring your energy and your passion for genuinely trying to to serve and using data to help people generate real results. And what I call an actual green dollar ROI is impressive and you’re doing important work. Keep up the good work and let’s stay connected. But just know that we appreciate you, man, and I sure thank you for joining us.

David Harris: [00:40:46] No problems at all. And I wish all of your listeners and you stay in all the best.

Stone Payton: [00:40:51] Well, thank you. All right. Until next time, this is Stone Payton for our guests today, David Harris with Accelerate and everyone here at the Business Radio X family saying we’ll see you in the fast lane.