The ONLY System You Need To Choose Who To Sell AI To In The UAE

Look, choosing a market is one of the simplest, yet most complex things you may go through when you're coming to selling AI services. I've been reading books by Russell Brunson's Hormozi and all these big names in terms of choosing your niche, how to choose your market, and so on, and nothing really clicked with me until I started thinking, okay, what's the systematic approach? How can I systemize all of this so, so my brain makes sense. I can't go with intuition and what I feel about a particular market.

And this is exactly what I want to show you over here. This does not come from one to two to three years of work, but more of 10 years of trying and start businesses, build businesses, invest in businesses, and so on. And today I want to share with you this systematic way of choosing your market. If you want to send AI services and to sell to strangers as well, this is exactly how to know who to sell to and make sure they're going to buy from you if you sell to them.

So without further ado, let's jump into this video. choosing your market is one of the most, simplest, yet most complex thing an entrepreneur goes through when they start selling anything, either online or offline. And the reason being that you have an infinite amount of options to sell to or people to sell to. And, and then you have, uh, the problem of indecision where you can't choose which problem exactly to solve for who. And maybe you have that fear of you don't want to waste, let's say, 90, 30 days or whatever amount of days on a certain market just to find out this was not the right market.

This is, uh, exactly what we're going to solve in this video. I'm going to give you a systematic process where by the end of this video, you're going to know exactly who you're going to sell to and you can say, that is really my market. I'm going to go after that market full force for the next 90 days or even forever. And we're going to do it on an application.

By the way, this framework is applicable to any country, any population. It works, it just works on any first, uh, initial conditions you're going to give it. But what I'm going to give you is, or the application I'm going to give you is the uae, United Arab Emirates, selling AI to the uae. And also I'm going to give you not only the framework, but more of who exactly to sell to as well.

Like, I'm going to give you results of me running the framework. And I just ran this framework for one of our businesses because we were trying to sell a particular service and we found the market for that service and we're going after that exact market as well. I'm not going to tell you. I'm going to take you through the process and then you're going to see how we reach to that point.

And this comes from a pain point I had as well long ago when I started getting into the business space. And you most probably have heard when you got into business, you wanted to choose a market or niche. What did people tell you? They said, go after your passion.

Uh, at the very beginning, that's what I did. And it turned out that my passion does not pay well. So then I started reading books. And I read a book, Expert Secrets by Russell Brunson, and there was this popular diagram saying either you choose from health, wealth or relationships.

I said, great, I'm going to go after wealth. And then it said, that go choose a sub niche within that niche because now that niche or that wealth is too broad saturated. Choose a sub niche, okay? Banking.

Then choose a sub niche within that sub niche because banking is now saturated, okay? Sales for banking, like you go down that process and, and again, that's not m. Or for me to say it was not a systematic process in order to get to a niche or market that I want to sell to. And I'm going to give you the alternative of this, all of this as well.

And now in the AI age, let's say from 2023 or 2022, when this got popular, people started searching and saying, which particular niche do you sell to? Or you see these post people saying that just type on chatgpt you want to sell to this market or a particular market and you're going to know if you're going to sell to that market or not, uh, whether it's a good market and so on. But the problem with that is, yes, AI understands, it looks at certain metrics, it's smart, it has level of intelligence, but it does not understand the market dynamics. And the way I learned this is from I applied that to the UAE market.

And the UAE market operates differently than other markets. And we're going to get into the detail of that. And that's why I'm talking about this. So the formula for failure during that time for me was, and most probably is why most people struggle with this market thing is that there are so many options.

We can put a number to the infinite amount of options that we have, then we're very indecisive about the consequences of wrong decisions and then we don't have enough data, data about the market as well. Plus the final layer of the experience being that, okay, I need to understand the market dynamics. Like this is what the data says, but what does this data actually mean on ground? So that leads to years of you trying to pick a market, choosing a market, trying to sell something it does not sell and you don't get any clients and they say business is not me for me, and so on.

And this is why it failed for me because again, my passion was not something people pay for. Two, I didn't have a good criteria. I was looking at the books I read, I was looking at a lot of things until I came to this way of understanding, okay, let me just systemize this in a way where it makes sense for me and this is what I want to give you. It's the full system, by the way.

There's nothing I'm not going to say know the next part of the system is here, you can just apply it or just take the results and apply it yourself. And I know this is a big problem for other people because I've helped countless people and usually it starts with I don't know which particular problem I'll pick out of the hundred problems I can solve. I don't know how to sequence them. Um, um, I don't know what my niche is.

The more problems or the more I was trying to sharpen the market I have, the more confused I got. So this is all kind of the same problem of how to choose the market. And the new way I'm going to show you is that you're going to see how you can count, put a number to the infinite options that you have, put certain constraints, run them through a filter over here which is a criteria, cluster them based on your delivery and then prove the demand exists for a particular market. Even if you were indecisive at this point as well, which we're going to come to you, you're going to have a way of choosing.

I'm going to show you how to choose even when you choose. So it's kind of like a fail safe, uh, systematic way of doing it over here. Then you're going to send the messages which I'm going to tell you how exactly. Don't be intimidated by that.

And then we're going to decide and I'm going to give you some mental traps later on. So to understand or to frame everything properly before we begin into going to step one, which is what exists right now, is that you can either enter a market or you can choose, choose a market in through two ways. The first way is you have a product, you have a certain expertise and then you see who has this pain point for this product I have and then you go and solve that product, that, that, that problem, that problem problem through your product for that market. And this is my favorite way to do it by the way.

So let me give you an example. For example, you know how to build a certain particular AI system or you know how to build a knowledge base or you know how to do AI audits or you know how to do AI assessments or work, or you know how to build a follow up agent or whatever it is. So what you're going to do is you're going to go look at the big list of markets, you're going to say who really needs a follow up agent, someone who's sending a lot of dms or someone who's sending a lot of proposals and are uh, waiting for a response. Okay.

Who's sending the most or whose businesses rely on proposals? Xyz okay. And then you go uh, down the criteria, which I don't want to tell you all the criteria right now, the score points, but we going to go through that process. And this is a process I love to go through because it's the easier way of doing it.

But the only problem for this way is if you are in the wrong expertise or by, by accident throughout your lives you've been, let's say getting expertise and experience in supply chain. And today comes and nobody cares about supply chain. So you really have a amazing product but for a market that does not care anymore. And this reminds me of example when I was uh, doing my PhD, there was a professor who was focused on hydrochemical, something like that, hydropower energy, something like that.

And there was another professor that was focused that time on 3D printing. So what happened was that the 3D printing professor was publishing a lot of papers, was getting grants for research, was getting a lot of momentum and traction in terms of the research. But the hydropower whatever professor was putting uh, out amazing research but was not getting anything in response. And that person was hard to shift to a different field because they were so specialized and focused on hydropower and hydro energy.

So what happened was that professor went downhill, got a couple of warnings, got kicked out. Even though that professor was amazing at the job, that professor did and had an amazing product. And this is just to highlight the cons, let's say of this approach. Maybe you have expertise in something that nobody cares about today, let's say.

And this is one of the biggest con. But if you happen to be in a field that people or there's traction in, this is an amazing way to start and get uh, to the market. So the second way to choose a market is you choose a market, then you figure out the product they want. So it's either you get a product, you choose a market for that, or get to a market and see what painful, uh, painful pain points they have and what bleeding pain points they have and then try to build a product or service that solves that exact pain point.

This is 90% of what people tell you to do. This is an amazing way to do it as well because I have done it and it worked well for me. But I see how it cannot work for people. And the example that I just gave you, so market to product basically is you do rego, you talk to people, you Find out their pain points and then create a product and give it to them.

But the problem here, it takes a bit more time than the first approach. And point number two is that many people when they start this journey are very intimidated to talk to. People say, set aside the sales resistance they have and oh, I don't want to look salesy, I don't want to do xyz, I don't want to, I have an ego thing that I don't want to be called a broker or have this identity. Like there's a lot of things that go uh, through mentally to do this point.

So each has its pros and cons, but either way gets you to choose a market and whatever right now you feel more comfortable with after this explanation, choose that way. That's all I would tell you. And there's no right and wrong way out of these two. Just choose that way.

I chose the first and I keep on doing the first as well because I'm specialized in something that applicable to multiple, let's say, verticals that also I am interested in. So how to use this sheet. I've numbered all of this. I'm going to go through everything over here, we're going to go through every single detail and I'm going to give you the numbers, results, answers of the framework that I have applied as well.

And at the end of this I'm going to give you a sheet, I'm going to give you this sheet and I'm going to give you another sheet where you can download and along with the transcript of this video that we're talking about in and you're going to just download that, throw it in ChatGPT or any LLM and say what did that hem say? What is the framework over here? Can you choose a market for me or tell me the process of how to choose a market based on this framework and what markets did he recommend? And that's going to be the easiest way to take whatever we speak here and just apply it yourself.

And the link will be below. So in order, what we're going to do is we're going to look at what exists and as I said, I was focused fully and I'm still focused fully on the UAE market, selling services, AI services in particular to the UAE market. This is my focus right now and application for this video. But this can be applied to anything if you just understand the framework.

And then I'm going to show you in sheet number two is how to filter from the data you find. Point number three is the criteria to filter the right market that matches what you want to sell. Then I'm going to show you how to cluster them, basically choosing a couple different markets and putting them into packages, let's say. Then I'm going to show you how to prove that there is demand in this market.

Then I'm going to show you how to prove there is demand from a buying side. This is from essentially people are buying from them and this is. Or they have a particular problem and this is they want to buy from you, which is they're interested in the offer that you have. This depends on this, by the way.

And then you're going to decide in that one page you're saying that this is my market. Then we're going to get into things that will help you actually go through this process, such as mental shifts and what to do and how to do it in a different country and so on. Everything is over here. So that being said, let's begin by what exists and the big database we have of the UAE market.

So imagine this, you have something to sell, but now you have an infinite amount of problems or, um, segments you can go into. Let me give you an example over here. You want to sell a phone. Let's say the first thing that comes to mind is which market do I sell into the geography?

Let's say I want to sell to Africa, I want to sell to the United Arab Emirates, I want to sell XYZ. Then the second questions, uh, come to. Okay, I want to target B2B. I want to supply this at scale.

Which businesses should I target? Now what's immediately coming to mind is if you don't have experience with business and don't. You haven't like, gone into the market a lot, is that there's an infinite amount of businesses that I can target. I can target car rentals, I can target, um, let's say telecommunication companies.

I can target wedding planners. I can target floor and tiling companies. I don't know, maybe they need it. I can target xyz.

So you know a couple of things based on experience you have. But then you have this big void in your head that, like a long, long horizon of darkness that you have no clue what options even ex over there. So the goal of this sheet over here, and I'm going to show you how I did it, is to get that infinite amount of option within a certain geography and make it finite, where you have a number to it. So the first step is get infinite to become a finite number.

Even if that number is 1 million, even if that number is 500,000, it does not matter. The point is you want an end to this horizon that you are, you're having. And this was the first problem I had when I was applying those, those things. I was thinking that I have passions.

Yes. I like to play football. I like horses. I like, uh, I like drawing.

I'm just making these up. I like to go hunting. I like to. I like, um, finance.

I like looking at the stock markets. I like real estate. So what do I do? Like, there's a lot of things I like and a lot of things I don't know, I like what I like.

So you get the point. Yeah, the point over here, and what I'm trying to do in a systematic, non emotional way is we're gonna put a number to it. And what would that number be? What better than an entity or a government that's responsible for setting the business categories within a geography that's like your Menu essentially.

So let me tell you what we did over here. So we understood, or you also understand that you want to sell this particular thing, let's say an AI system, a knowledge base, a ah, follow up agent or whatever it is. And then the first question you ask as I said is how many of them exist, where are they, what are the categories and so on. And then what you do is, and what we did is which geography are we target targeting?

We said the United Arab Emirates, what is within the United Arab Emirates, the seven emirates, what are the Emirates and where are their public data? That is like the systematic process. If you do it for any other country, what is this country, what are the states or whatever they call it? And then you look at the public data that exists, that's point number one.

And point number two is you're going to cluster them and this is going to come later on based on how common it is to deliver to particular targets. Meaning that, and this is not important to know right now, it's going to come later on in handy. But I want you to or plan the seed right now for you. Meaning that lets say you're selling a particular massage for a certain type of sports, let's say football players because they run a lot, there's this leg thing, that ligament goes on top of each other and because of that they can't perform well and score goals and win the match because of xyz.

And you find out that not only football players have this issue but also volleyball players and also maybe those who do Pilates, like uh, I don't know, I'm just making things up over here. So these three are one particular market. Like this is a cluster of market where the delivery is the same and getting the outcome with the same methodology. If we took the old way of doing things in terms of niche, we're going to say I help football players do xyz.

Yes, true. But there's a sharing common line between this, where this cluster is actually your market. That's point number two in terms of how wide this market should be. Because that was a very big question.

I had as well for a really long time thinking that okay, is this too broad, is my market too narrow? Do we have people exist or no? So that's going to be uh, combined with the volume over here. But that's just one way of looking at it.

And then we're going to come to the filters over here. So the way you're going to find this, the data you're going to see over here, this is data I have gathered for you, I'm going to share it with you. You can see and they're sorted by the amount of businesses that exist, their growth and so on, and the Emirates they are in. But for your country geography you can do it the exact same.

So let me just go through a couple of these just so you can paint a picture in terms of what may exist. And by the way, these activity names are exactly how the government shares it. So floor and wall tiling works, carpentry and wood flooring works, building maintenance, air conditions, ventilations and air filtration systems, installation and maintenance. How many exist as you can see for 3,000, 39,000, 39,000, 36,000, 35,000 and so on.

So they're sorted by the volume over here and this is their growth as well. And it tells you from as of which date, timestamp is very, very important and which emirate they're in. So you can see all of these things that you can target. And you may think okay, UAE or the Dubai or any Emirates is known for the real estate, right?

We know real estate buildings xyz, but real estate is below, let's say floor and wall tilings. How many wall of tilings companies have you heard about in Dubai? So this may be a good market over here, which is this particular thing if you target with the right problem. So, so the first filter is very napkin math filter which is I know this place, which is the point of this sheet.

I know this place exists, this geography. I know their government uh, uh, sorts them out by this certain business activities and they have shared this public data. I know there are this amount of these people exist. So I know for example the numbers being specific from that infinite number you have in mind, it's 1,143 activities that exist within Dubai.

Let's say this is just for example and you're going to say the most of them or those who have more than 18,000 or 12,000 or even 10,000 at a threshold, are these 33 companies or even let's say to be exact, 35 companies. So we have 35 companies. They're above whatever thousand number over here, 10,000 number. And that is exactly who am I going to target?

And now coming back to the point of clustering, you can maybe have a product or a service that will target five of these. Let's say one is 21, one is 32, one is 43 and one is 2000. So you may have a bigger cluster over here depending on the delivery that you have, and this is the point I'm trying to make, and you can do it. And right now, to be honest with you, I have, uh, my PC over there, and it's running and capturing data on all of these in terms of what are they saying on their website, what is their bottlenecks, and so on.

And I have this bank of data. Of course, you don't need to do it if you're a solo person, but I do it because I actually help a lot of people. When they come to me for questions about all of these, I have the exact answer in terms of this is what they do, this is what the business looks like, and this is your bottleneck, and this is what I think we should solve. So this is taking that infinite number of options that exist in your head and how you can make it very finite as the first step.

The second step is once you go and collect all of these data, because they will never come all together in one package. And very nicely, neatly, hey, just choose a market that you want. I'm going to show you how to, uh, process this data so so now you looked at the geography. You got a bunch of data from different data sets, a bunch of Excel sheets, a bunch of license data, but different fields, let's say of data as well.

Now what do I do? What do I do with all this data? How do I process this data so I make a wise decision in choosing my market. I'm going to give you a couple of things based on what we do and cleaning this data and you can just apply them exactly as this and you're going to have something you can work with.

So if you have, let's say 1 million pieces of data right now, you capture 1 million types of businesses. One, most probably they're going to be duplicates in terms of activity names. Two, most probably they're going to be at different timestamps. Three, they're going to be most probably at different locations.

Four, you may have missing data as well. I'm just summarizing this all for you. And five, which is the blanks over here. And five, some will give you business activities plus the licenses, plus the company names.

Some will give you no company names and just the activities. And six, you need to understand the dynamics of the country you are in as well in order to understand where the duplicates may occur. So this is in summary, what exists. So now let's go through this one by one.

Distinct one is you need to count distinct businesses and never rows, meaning that you can say I have 1 million business activities, but you need to see what activities match. And by the way, some write it in capital, some write it with one letter different, some write it with singular uh, uh form or plural form. So you need to really pay attention to all of this in terms of not have any duplicates. Point number two is you need to put it with a date like you need.

When you're getting this data, don't just skip the date, don't just put it all together, get it with a date and know since when is this number meaning that? Because we have some data sets as well as I showed you, Avalavi DataSet is from 2020. Dubai data set is from 2026. So depending on the publicly available data and where you get it from and what you find as well, it may be on the Internet for us as well, but we did not find it.

But depending on what you find as well, Point number three is you don't assume or fill a data if you don't have it. Because if you're using AI, this can happen. And AI can just put a number over There and enter. I assume this is going to be this amount and it happened multiple times.

Just beware. So AI does not do that. Point number four is some of them have no email, no websites and nothing. And that's completely fine.

You can use Google Map if it's legal within the country you are in and scrape the data from there. But if it's not legal, just check. Like this is not legal advice, not financial advice, not nothing advice. I'm just telling you you can do that if it's possible to do that.

And if not, then not of course. So this is very important to understand over here. If you're looking into the United Arab Emirates, we have local entities and federal entities. The local entities you can see, for example Dubai is per Emirates, Abu Dhabi, Ajman, Ras Khayma, M.

Fujairah, Amir Guin, Sharjah. There's different entities that handle different pieces of data and they exist on different, let's say portals or websites. You can download those data from there and that's how we downloaded it. The other way to do it is you look at the federal entity that has all this data and you download that data as well.

And when you do these two together, duplication will occur and you're going to dedupe all the data or deduplicate all the data. And in reality, like if we're talking really, if you're going to go do this for any country, you're not, or any geography as well, you're not going to find a clean file where everything is in one place, all the data you want, everything exactly in one place. And this is exact data that I'm going to choose from and all that. No, of course, 100%.

I'm giving a guarantee that you're going to do this processing work. And this is why I included this sheet over here. So you understand exactly like what are the pointers to look at. And simply put, what you're going to do to take that infinite number to a finite number and then to even better number, is that you start with a full map, look at the population in terms of the business activities and also the people that exist within that country.

Look at it per region, per emirate, or how the country works. Then look at the local entities, look at the federal entities, combine all the data together, process that data and organize it. And then you start making decisions, going through this criteria which we're going to talk about next. So far we started with an infinite amount of options and markets we can tackle and then we saw a finite amount within the geography we are in based on certain governmental data, let's say, or whatever entity that's responsible for that region or that geography.

We, we took that business activity names, we looked or uh, uh, took the help of AI, let's say in an AI assisted way, got all the data, put them in an Excel sheet from different emirates in our case, and then we filtered out the data, processed the data, analyzed the data so we can read it right. And now we are at the point where we can run that clean list through a criteria to come up with a short list of the best possible markets we can serve AI too. So this is a very kind of systematic way of getting to the market that we want. So far it has been super clear and it's just step one, two, three, four.

Now let's talk about step number three which is what are the layers we're going to go through and mark or score each of the markets that we have ended up with. We have six layers over here and I'm going to go through all of them for you and I'm going to give you the results of all of this as well. If you want to choose, just say I want to serve the UAE market, I want to choose, I want to do exactly like AI systems and so on. I'm going to give you those markets after this.

You just take the, take those markets, I've done the work for you and you just go start selling to them. So if you remember I told you that we can either start product first or market first product. You have their expertise, you have this certain idea of a product. Then you see if there's a market that exists within this geography that would take this product or that would have, has the pain that this product solves and then you're going to look at a lot of other factors because this alone is not enough whether they're going to understand even what my product is.

If you're talking about rocket science or a, ah, rocket science way of solving how to do sales, there are certain markets that maybe have no clue in terms of technology sophistication, uh, I don't want to name countries, but there are some countries they don't understand even what you're talking about. They don't understand even rockets exist. So it's a couple of factors and not just one factor by itself. So we said we have products first or we choose a market based on other factors as well.

And that's why you have multiple factors. And from that market we get to know what their problem is and then we come to this product. But either way, if you're choosing this point over here, because this is. Before you go and choose a market, I want you to have this mental frame where, where either way, if you know and have clarity on the product, great, put it in there.

If you don't make it a bit generic, meaning that in this case I've done. I want to sell AI CL systems built and run for you, which is a done for you thing where every inquiry is answered within 60 seconds, day or night, in English and Arabic, quoted, unqualified and book and diary, which is exactly one of the products that I've talked about as well. And I've shared the source code in one of the videos. I'm going to leave a link down below for that.

I'm going to sell leads, I'm going to do this, I'm going to do that, and all the details of this. Now, let's assume you don't have a product. What are you going to write over here? I'm going to sell AI systems to the uae.

That's generic, that's a bit broad, but that works for now. Because when you come and you finish this part, which is the demand part, you're going to be super, super clear. And I'm very excited for you to reach this point, by the way. And I'm going to tell you why.

Because up to point number five, it's all going to be about, okay, there's this criteria, okay, there's this market, okay, there's these people, okay, it's all paper based. But once you start talking to people and don't be intimidated by this, by the way, because you're going to do it in a way where you're not selling at all, you're doing the actual opposite. You're buying in this case. So when we're going to do that, uh, I know the shift is going to happen.

That's the point I'm trying to make. I know the shift that's going to happen within your mind. You're going to even love the market that you have chosen because of this, which we're gonna get into. Okay, that's point number two.

Point number three is the cold rule. So this is gonna upset a lot of people. But I've seen many people who get into the AI space say I'm gonna sell AI audits. And I don't blame them, but, uh, because of what they've heard.

But I'm gonna sell AI audits first and then once I got their attention, my foot in the door, I'm gonna start selling this AI transformation, a, uh, backflip, front flip kind of digital transformation kind of thing. And then I've got them hooked and I'm going to put them on a retainer. Then I'm going to make so much money out of this and I'm going to keep on doing that all day long. So that's, that's one, one aspect of it.

Or they're going to say, I'm going to sell AI assistance, AI audits. I'm going to do AI consulting, I'm going to do knowledge bases. I know how amazing context engineering is and all those kind of things. Let's do knowledge bases.

I'm going to sell chatbots, because, you know, that widget on their website and so on. This is all what 99% of, as I say, marketers will tell you to sell you something else. I've tested this out and I'm telling you this is what marketers tell you. And I'm going to explain to you why as well.

Because of the cold rule over here, all this, yes, they work. I'm not saying they don't work, they do work. But to sell this, you need someone who trusts you because you're basically telling them, I'm going to look at the problems you have and I'm going to give you a, uh, solution to the problem, to those problems. And you tell me yourself, how many times did you tell a stranger, come tell me my problems and let me give you, and give me a solution to their problems, because I don't have no ego and I don't care about anything.

I don't care. I don't have feelings towards my business that I've started since five years. I'm trying to make work day and night and so on. This is, does not work on a cold audience.

I have not seen it work on a cold audience. This works on a warm audience. And if you design something for a warm audience, you're never going to make or scale to them, um, to the amount of money that you want. Because the warm audience is very limited.

You need to make them from cold to warm. So you're going to always design for a cold audience, because if you design for that, you're going to sell to warm, you're going to sell to cold. If you design for warm, you're not going to sell to cold, which is the majority. And you're going to start to sell to warm, and those two referrals will finish in no time and you're going to go back to zero.

So that's why that pump and dump happens in the stripe screenshots that we have. So the cold rule is that an offer, you're going to build an offer or you're going to think of an offer or product that works on a cold audience. A cold offer is one that strangers buy without knowing, liking or trusting you. What do people tell you to do when they tell you create content and all those things they tell you or the personal branding advice is you want people to, like, know and, um, trust you.

The reason is that they want you to sell a transformation. The reason is that that makes them a warm audience and they buy the consulting and everything that you have. But if you're selling through email or to strangers, you need to design an offer in a way that it works without them knowing you, liking you and trusting you. That's what it means by designing.

And I'm emphasizing on this because not many people distinguish between cold and warm offers or warm audiences. And you must distinguish between this. So if you start a business on a warm offer, you sign 0 clients because you have no warm audience, or you have those two people that will give you money and then they're going to finish. That's the main point.

So what sells to call audience then? You're telling me sell to cold audiences. But what does a stranger buy? Since we're selling to businesses and we've done this search on business activities, how many businesses exist and so on, what do businesses buy?

Even if they don't know you, they're not going to buy consulting, they're not going to buy. Assess me, please. They're not going to buy, telling me my psychology because I want to do xyz, they're going to buy more money, which is leads, calls or sales clients, let's say they're going to buy more leads because, uh, they can make more money. Or you're going to buy more calls because I'm going to make more money or I'm going to buy more sales because I want more money.

Of course, that's what works in a cold offer or for strangers. And what are the three pillars over here? Which I'm going to tell you, they're going to buy new money. They're not going to tell you, come and optimize something.

We have, okay, oh, we have this ad system already running. Can you just create new XYZ for us or change the settings for us. No, they're not going to buy from a stranger that they need a bit trust, more trust to buy that from you. They're going to buy something that makes them new money, which is some revenue stream that they're not having right now.

Point number three is they want it de risked, meaning that if you're a complete stranger, how are you going to take a risk away from me? And that's why they say you do it. If we get results, we're going to do it on a performance basis and so on. This is very, very, And point number four is that they want it done for you.

The buyer wants to hear that they're not going to do anything and it's not going to be work for them or extra work. They're not going to pay to get more work because they don't have time for this, because who is the stranger? So I give money, so he makes me work even more and tells me what to do. So this is a very important point.

So also coming back to the UAE dynamics, if you're targeting their geography over here, I'm telling you these are very, very important. De risk is very important. New money is very important. And uh, as I mentioned, done for you is very important.

Even if it's done done with you, even if you have one tiny element of done with you, meaning that only do this part or do a form or whatever, if it's a complete stranger, you're gonna have a rough time selling it and even delivering it when you sell it. So in very simple terms, what you're going to sell to these people, and this is a frame you're going to have, is that something specific that gives them a result is either a call which is new money leads new money or sales new money. And it has a, uh, quantified promise as we mentioned, which is I say 15 calls and has a guarantee which is de risked. And you can do it for, with bonuses and so on.

But let me just give you an example on why this is important to understand the uh, geography you're in. So again, we read books, we watch YouTube and all these things and everyone tells us add scarcity, add, uh, uh, urgency and so that, so on. So you need to understand who you're selling to. And this is where ChatGPT and all these LLMs get it wrong, because I have it over here as a point as well.

Because here, as we've seen, scarcity and urgency does not work the way everyone understands scarcity. I can't tell someone. There are certain Type of people, let's say I can't tell them we just have three spots left. You need to understand why they are in business, what do they think and how calm they are towards everything.

And if you sell them, you have only. We have only three spots left or we're taking this or 50% off and all these kind of things. It does not work for certain markets. And if you're selling to AI systems and in the way that we're talking about, and over here, I'd highly suggest you go away or, uh, out of that.

Because even though it's true, even though people say everyone moves on scarcity and urgency, but not every kind of, let's say towards every stranger and every kind of offer as well. Very, very important point over here and, and we can go into the details that. But I'm going to keep very different video. So what does not sell to a cold audience?

As I said, consulting, audits, assessment, knowledge bases, chatbots, anything that requires the buyer to trust you because you're going to transform their life and everything they do not buy. Consulting I have not seen. Even with me as well, consulting was not the first thing people bought or if I'm a stranger, consulting was not the thing that they wanted. It did not sell to a stranger.

It sold to someone who watched my content for I don't know how long. It works on someone who was on my email list who for let's say a couple of months, it worked with someone that I saw five times in different conferences on the sixth conference said, what do you have? Can we work together on? And then I show them the software, they say, okay, amazing.

This is a very, very important point. I'm, um, I'm saving a lot of time here because I've been through this rabbit hole myself. So AI warning is that as I said with the scarcity example, what was another, uh, or a lot of examples, let's say, is that AI can list the markets, you can give them the criteria. Over here I can give you the transcript, which I'm going to give you the transcript of this video that you're watching.

You can feed it to AI. But it's very, very important to understand the dynamics of the market. Meaning that there are certain markets, scarcity does not work. There are certain markets that believe that if it's bound to happen, it will happen.

And if you say there's three days left and three days and you know what's going. Uh, let me just solidify this example. If you say there's only three day left or there's only three spots left, or we just have one spot. Or you haven't responded to a proposal for the past two weeks and there's this client on the wait list and we're going to get that client on this type of tactics, you know what people think and how they think.

They say that if it's for me it will come, if it's not for me it's fine, uh, let it go, I don't care. Like that is the mentality you're going with and you can't do scarcity because it's pushed them away. So this is things or small tiny things AI can give you, which you need to take into consideration when you're coming and choosing the market. Because if there's a lot of people relying on AI only so that uh, we took time on that because it was super, super important.

And this is even before touching the market. These are just mental shifts that you may have or just keep in your mind as you go through this process. So layer number three now that was layer one and two. Now layer number three their economics.

Very, very, very important because many people start businesses without having a business plan. And I don't mean that 70 page document or, but I mean more of a plan on how am I going to make money. It's not, I'm going to buy this for Dh15 or dollars, I'm going to sell it for a hundred, I'm going to make a profit. That's not a business plan.

And these are a set of economics or a set of metrics that you take into consideration if you want to make money and you want to because your only objective over here is that or your only responsibility is to make sure the business makes money and business survives so you can help more people in the long term. And your responsibility achieving those are based on certain KPIs and metrics. And um, these are the KPIs and metrics that depend on the market. And let me just give you an example before going through this is that if you're going into a market that's very seasonal, your metrics will be seasonal.

Meaning that if there's a market that only depends, um, let's say the weddings market. If you're helping wedding planners or wedding management, event, uh, management companies, these markets make the most money between September and they're fully booked between November to December to January because it's cold, they do outdoor stuff. So let's say September all the way to April. This is their season.

This is your Season of making money. It's not just their season, it's your season as well. Meaning that you need to account for the periods that they don't make money because you're not going to make money as well during those times. Like, uh, you're going to make money, but it's going to be much less, let's say.

So these are things that make sure you understand the market you're getting in. So point number one is in the metrics is that their customer is worth enough, meaning that their customer pays them enough money, where it's enough high ticket. Let's say if their customer pays them $20 or $30 per product, per whatever they sell, don't expect that they're going to pay you a high amount of money. Uh, and I'm talking about business over here, because those businesses, usually their margins are not that high.

So what we have as a criteria, the first criteria in terms of profitability, they need to be selling something worth 5,000 at least lifetime of the customer. If that customer buys something for $30, let's say they upsell, resell, downsell, whatever, sell to those customers in order to get them to $5,000, ideally 15,000, ideally 50,000 and beyond. Those are the businesses you want to work with. That's point number one.

I won't go even into the details because that's super clear. Point number two is the gross margins, meaning that they're keeping at least 50% to 70%. Can they still pay you money from the profits they're getting and still make money? Like it's a situation where you need to make money, they need to make money, they need to sell and still make money.

And there's money to be, uh, expend, uh, or spent to actually deliver the service. So their gross margins need to be high. So yours depends on that as well. Point number three is cash up front.

You want them or collect, uh, to collect cash up front at the very beginning. Meaning that if you want to be profitable, you want to structure your pricing or your product or anything that you can take cash upfront, a good amount and then you finance it through the other part of the process. That's point number three. Point number four is they already buy growth, meaning that they understand they have the certain sophistication of, okay, there's something called scaling a business.

Okay, we need to spend money to scale a business. There's something called ads. And if we spend more money, if we tried ads, and we spend more money on that, we're going to make more Money, something or some idea of growth. Certain markets have no idea what growth is.

They know seasons, they know I'm going to sell when it's Ramadan or when it's this. And then I, I have, I'm not going to do anything for the rest of the year. Those markets are markets that need to get filtered out. Market point number five, they can carry the spend, meaning that they can spend and afford without being stressed, meaning that you don't wanna sell to someone who's broke or does not have enough money.

They can spend money without being stressed because then the psychological part comes in where they're gonna demand so much, they're gonna be on the fence all the time and all these kind of things. If you wanna be really profitable with the right people, they can carry this ban. Point number six is they need to have low sophistication, meaning that yes, they understand growth, yes, they understand all of this, but they don't understand marketing, they don't understand sales, they don't understand AI, uh, as much as you do. So the gap between what they know and what you know is what they're gonna pay you for.

If that gap is high, meaning that their sophistication is lower on this areas of expertise that you are at, they're more willing to pay you money. So that's why if you're targeting, for example, IT consultants and you're selling them how to design software, uh, other than, let's say software, let's say AI software, how to vibe code software. IT professionals of course know it. So they have high sophistication in what you want to sell.

If you target gardeners and tell them that I'm gonna. How you're gonna vibe code a software that's gonna operate how many gardens you do, or, uh, look at the analytics of how many gardens you work on in a week, they're going to like it because their sophistication not that high. And then there are certain lists, let's say call it a red list, a blacklist, whatever, I would not touch. And it's different for every geography.

But in my case, I don't want to work with real estate agents, for example. I don't want to work with it because I know the standards, uh, like this is out of experience. I don't want to work in law because I need to understand the laws, because they go into very detailed and sensitive things. So there are certain niches and markets that I don't want a blacklist.

And that depends on the geography that you're Going to go through, for example, a market that I know is that interior designers. I haven't seen someone sell to interior designers and make money. And that may be. Or, uh, it is a big, very big question mark for me as well, because I don't understand why.

And that goes in my list as well. Meaning that, okay, I understand this market. I know people have tried, they have not made money. M.

I know there's a thousand or ten thousand more markets I can target. Let's not just waste time on that until I see proof and then we're going to go and see what's, what's happening there. I'm not going to challenge myself because I want to make money. I don't want to be in a challenge and go against the tide with something I don't know.

So that's layer number three, which is their economics and the profitability. And layer number four is your fit, which is very, very important as well because you're going to resent your clients at some point if this is. There's no fit. Point number one is, do you like them?

Like, do I enjoy being around them? Do I enjoy their mentality? Do I enjoy their psychology? If you're targeting a certain market that they all, all they talk about is how negative life is, how whatever, whatever, can you handle that for a really long time, Will you be happy doing that?

That's point number one. Point number two is, can you help them? Can you actually get them results? I know for a fact out of my experience there are certain type of people, I can't get results no matter what happens.

Like, I know other people can get them results, but me, because it comes in with like, them and all these kind of things and dynamics and chemistry and whatever you call it, I can't get them results. And I know that. And if it does not pass this filter over here, I don't choose that market. And point number three is, can they pay?

Which is very, very important. And it comes to this point, is that, can you give me, can they give you money? Like, can they actually make you. Do they actually make money too?

So they can give you a part of that money so you can make both of you make money. So this is your fit, basically, Founder market fit, if you want to call it then the market itself. Pain. Do they have a pain?

Is they, do they have that desperate pain? Let me give you an example. If you go to our market and they say we, uh, are a business, yeah, we want to train our employees and uh, we want them to be good in AI. Yes.

This is something we want to you. That's amazing. I'm going to run AI workshops and all. It's so cool.

And to them it's a kind of a tickling pain let's say they have, but it's not a bleeding pain they have. And I can tell you from experience, but a bleeding pain would be that we have a mandate where in 30 days we need to showcase this at an event. And um, it should be built by our employees. Can we run workshops to build this use case within 15 days and just train the employees within 5 days so they can speak about it and run this and showcase this on events?

So we show how our organization is very agentic. AI. It's AI forward and all those kind of things. Things.

Now this is a bleeding red pain. So this is the pains you need to separate between. What is the pain we're talking about over here and do they have a pain which is very important they desperately need to solve right now. Wanting it.

Wanting to be AI native. Wanting AI wanting to see what use case we may have. Wanting an audit to see what you may solve. This is not going to work, at least to strangers, unless they really, really like you.

This person knows you for 10 years and you're his best friend or her best friend and you're just gonna go in and just do something. So this is pain again, coming to purchasing power. This is very, very important. This part of the market.

Can they afford it? Are they willing to pay? We saw. Are they willing to pay?

Can they afford it? Can they actually pay? Because this is very important. You need to be making money over here.

Point number three, then layer number five is can you easily find them? So some people you can't easily find. For example, I'm going to just put this example. If you're going to sell to employees who want to quit their job and start a business as uh, their main income now there is a pain over there.

Yeah, they're in pain. They go every day hating their job. They want to just quit, quit their job and they just want to find a way to free them lifestyle, whatever they want to buy and they're not getting paid enough. Well, amazing.

That's a great pain. But can you easily find them? Can you go on LinkedIn or Instagram and say um, or DM M people, hey, you look like you want to quit your job. I have this thing.

Or can you go on LinkedIn and say something like if you, if you quit, if you want to quit your job, comment below, quit and I'm gonna send you a dm. Do you think they want that kind of exposure? Their boss seeing that message or them liking even that post and so on? No.

So that's kind of hard to target. Right. So I'm just giving you this example so to see. But a real estate agent is very easy to target.

It's kind of out of my list, but they're easy to target. They're, they're just taking pictures of real estate. So you know this person's real estate agent, you can find them anywhere. So it's just that point.

Point number four is, remember in the database we had that growth metric. This is the growth, essentially you want to make sure they're growing. And in Tab 1 we saw it, that percentage. And you don't want to go against a shrinking market, meaning that you don't want to be selling something.

And a very nice metric by the way, for this. Go on Google Trends, go on Google Keywords, Google Trends, look at the trends. You see graphs for the past five years. You're going to see either a stagnant going down, going up and you're going to know like, is this good or not?

Like is it a growing market or not? And point number five here. Yes, point number five is it shouldn't be too small, meaning that you don't want just 300 people within a market unless you're just targeting hedge funds. And yeah, by nature there is only a few of them.

Then you're going to have a different strategy and approach of being extremely personalized, having that long sales life cycle and xyz. Other than that, you don't want to target a very small, small sub niche. And this is where it comes the point of clustering where based on delivery, if the delivery is the same, the mechanism of delivery is the same. You can cluster a bunch of markets together and that small thing becomes a big one because you have a big pond, uh, to fish from.

So that's layer number five. Layer number six is very, very important. If you're within the uae, you need to consider this, is that are there more expats or more locals within the business? Emiratis.

Okay. What type of businesses do expats do? What types of business locals do? There's different ways of selling, let's say different requirements, different needs, different.

It's a complete different game to whoever you're selling to. It's very, very important at this point over here. And this came to me from someone a couple of years back when I asked them, I'm trying To sell to people who want to start a digital service or agency in the uae, but I can't. But um, surprisingly I said most of my clients are expats, they're not locals.

Why? And then this person went on a long like this. He was a business owner. He said that locals like to start more brand businesses, e commerce product businesses, expats go more of the digital service route.

But by the way, today I see a lot of locals, which is completely different from five to 10 years past, that are starting digital services, agency services, agency owners and so on. So the market easement has changed. So you need to start separate between this and if you're long in the game, you start seeing patterns as well. So there, this is maturity, this is sophistication.

This is a lot of metrics that we talked about as well. Point number 17, the market you are in or that market you are in, these are all scoring metrics. By the way, uh, what's your level of awareness? A very nice book over here is that breakthrough, uh, advertising.

If you want you can use AI. So it gives you a summary. But it's a very good book because it was written in 1950s, 60s. I'm not sure exactly.

But um, yeah, it can be a hard read because I'm remembering the pain I was going through when I was reading it a couple of times. So awareness level is very important. Meaning that how aware is that person on what you're selling or the pain point you're targeting, or your offer and so on? Are they completely unaware of the problem that exists within their lives and so on?

If you're solving for a particular problem, there are people that may be completely unaware that problem exists. They may be aware that they have that problem, but they don't know if there is a solution for that problem. They may be aware that there is a problem. They know that they have that problem and they know that solution exists within the market for that problem, or do they know that there are many solutions that exist within that market over here?

And I know the differences between each of the solution and they know that they know your solution is the best solution because your differences is different and that's why they want to go with you. So usually in terms of the awareness level, I don't target the unaware because that's where the educational campaigns go on. And if you're targeting, and this is where dynamics of the understanding dynamics of the geography you're in is important. If you're targeting the uae, let's say, let's say the Government right now is pushing towards training AI towards employees.

The government is offering free training workshops. There's um, there's a lot of momentum push within AI right now, within the government entities, which simply means they're taking people from unaware about AI to finding out, they have certain problems to finding out. Okay, there are certain solution and tools that exist within the market and they're kind of combining them within this zone over here we, which is exact perfect zone for you to target as well because you take them to the next step and this stops you, uh, just, just by understanding the small point, stops you from saying that I'm going to go serve that person, that, that employee, that governmental employee that has no clue about AI. I'm going to teach that person AI.

But no, wait, there's someone else with a bigger budget that is doing that job on getting people from unaware and a much better job as well getting people from unaware to problem aware and solution aware. So where you come in is that problem aware M and solution aware and take them to product aware, then most aware, then get them to buy whatever you have within your outreach, your marketing and so on. So this is a very important point over here. You need to understand the landscape you are in.

So these are the metrics. I'm going to send you this. As I said, the link will be below. You can just uh, send the transcript or this even to AI and it's going to do everything for you.

Now remember that list we had, that list we cleaned as well. Now you score it against all these metrics over here, all that list, you're going to score it again in metric. You're going to find out the top scored ones and that's the ones you're going to keep. Let's take an example.

The first one there was floor wall tiling works. How many business exists for 3,643. How many? Uh, is it growing or not?

Yes, it's growing.71%. The product we had in mind is AI sales system. So how does this look for them? It's here, the cold offer.

Because we talked about how a cold offer or cold audience would look like photo or brief. And a code comes in in 90 seconds. They get a site visit, books. Every code chases a signature.

Right now the pain point they have. So this will increase the number of sign jobs they have in 90 days or they're not going to pay money because we're targeting clients over here and we're making their lives easier because they don't do site visits and they just get Things booked. So does this sell to cold money? Yes.

It's new money is guaranteed or. Or you pay nothing. If it has an outcome and it's done for you, we do it completely for you. Is it worth 15k?

Partly. And there's an explanation. It should be over here at the end. So it's partly the margins.

So you're going to do it per layer? This is very important. You're going to do it per layer. Do they pay cash from upfront?

Uh, partly. There's business growth. Do they care about. Do they know about?

No. Do they carry the burden of the 3K that I said, the spending? Do they want to be exposed or are they broke or what's the situation? Partly.

Are they low sophistication? Yes. They're banned in the band list that we have. The blacklist?

Yes. Not banned. I mean they're. Yeah, not.

Not in the blacklist. So do I like them? Not much. I.

I'm very neutral about, uh, floor and wall tiling. I can help them. Yes. They can pay because of these?

Partly. Do they have a pain? Yes. Do they have purchasing power because of these?

Partly. Easy target. Not that easy, to be honest. And then are they growing?

Yes. Based on this metric over here, they're not too small. Partly for 3,000. If we combine them with other things, if they reach 100,000, then amazing.

It's going to be a big market. So who buys this is going to be required. More detail. So they're in the.

More in the unaware phase in terms of the market sophistication and so on. And this gives them a score of 10.5, which is argue. So this is going to give you like the. You can do this with um, AI, by the way.

So it's going to either tell you to cut it out. For example, this is cut building maintenance. This is argue, which is uh, the carpentry and wood flooring. And then let me show you some keep.

This is keep, for example, project management services. If you're going to sell them, AI sales system is going to work with them because of all of these metrics over here and. Yeah, and for those, you can take them to the next shortlist. You get how it works, right.

Multiple layers and then you get to see. Let me just show you the results here, what you're going to keep, what you're going to cut and what you're going to argue and then you're going to just cut everything that's cut. You're going to cut even the argue ones and you're going to keep the ones that you want to keep. The argue is just there as, uh, argue, but you're going to keep the ones that essentially tells you scores high and you want to keep.

And this gives you the short list, which then you're going to cluster, which I'm going to show you next. now you started with this big list that you scraped, you got, you downloaded, you exported from the Internet and then you clean that list up, then you put it through a criteria that we scored over here and you have a short list of things you keep. Not the argument of the cuts, but the things you keep. Now we're going to cluster them where the list will become even shorter. And from these clusters, very important, you even can't, or if you don't want to choose, you can't not choose at this point and choose later on.

So it's like a choice for a choice. Yeah, and we're going to go through that. You're going to see so by the end of this, you're going to see the clusters of things or markets you can target and what do they include or which keeps do they include? And then you can score these as well.

And you're going to take the highest score over here and you're going to say, I'm just going to do 4.5 or those who score 5 or whatever the number that you have over there. So let's talk about how do we cluster markets? Very, very important rule is that you can narrow a market. So remember when you read an Expert Secrets by Russell Brunson or um, let's say this concept of health, wealth, relationships, and within each we have sub niches and sub niches and sub niches and so on, subcategories, as he calls it, and so on.

So what, how big is that subcategory? How big should it be? When should we stop? It should stop at the point where every market and the criteria that we have that pass the criteria over here, the ones that remained, all of them fit with within, let's say certain delivery types or the way you deliver to get a certain outcome is exactly the same for all of these pieces of the market, meaning that there is a consistent avatar where you can use consistent messaging and get consistent results for them and that becomes a product you're going to sell.

And the test is very, very simple over here that as long as the deliveries are still the same or more or less the same, like of course there's going to be tiny, tiny differences, but that's fine. And what I mean by delivery as well is in terms of what you actually do to get to the result, it is that it's the same market, it's the same cluster of market. And the cluster is very, very important because also this is another thing. When I see people who cannot choose markets, they say, okay, I'm not going to choose now after they go through the process, I'm going to try with, uh, professional services, I'm going to try with lawyers.

I'm going to try with floor and tiling and football players. I'm going to see what happens. The problem with that is that each of them have different ways of delivering in order to get to a result. Meaning that you're going to have so much work to do and so much business complexity where you're going to end up saying that this business is hard, operations is hard, it's a complete chaos.

I don't understand, I'm just going to quit. So this is a very important point that just choose one within one cluster. Don't just go all over the place and test it out. You may be tempted, I give you for fact that you will be tempted as well, but don't do that.

So the other direction is that for a beginner there is zero reason, uh, to niche down at the start. This is very, very important. And this is what clusters become really good. It gives you not a lot of things, but a lot of the right things that you can do where you satisfy that itch of, okay, I'm going to test a couple of things.

But they're also the right things that you're testing and you're not testing completely different delivery methods. So this is the other direction that I'm talking about. And the test is for every pair of candidates. Ask one question, would I sell them the same exact thing delivered in the same exact way with the same exact words?

Maybe one to two words is different because they call themselves something else. That is a cluster that you have and that could be written as a cluster. So here is the score or the metrics you're going to take for the cluster. So just to make this clear, you had a big list of business activities, you cleaned it up, you set them through a criteria, certain things came out, you took those key, uh, scores, the high scores out, and now you're going to cluster them together.

You can take the others in as well, but they're not, they're going to reduce the score. So you can take, for example, you're going to take the full list again, you're going to anchor it and start with the cluster with the ones that made it and see who else delivers the same. So you can do that, but the score goes down. But clustering the high scores one togethers, that will be like much better, of course.

So point number one is same delivery as we said, across each of the markets that you choose. Within the cluster itself, they use the same words, meaning one promise without saying, uh, different promises, different landing pages, different websites, different all of those kind of things altogether. They become big enough after processing and analyzing the data and deduplicating the count. They're all growing as well in a certain percentage, which should have passed the test up to now.

And then you see the scores as well, which is uh, what we found out in tab over three. Now let me give you some examples of this. Let's say the cluster is wholesale trading. This is one cluster over here.

This is made up of general trading, perfumes and cosmetic trading, ready made garments trading, gifts trading, watched and clocks and spare parts rating and a couple of more trading. They all get one delivery, which is trade inquiry in which is a trade inquiry, then a price and stock out, which is an order to be chased. The same delivery partly. Now this is very, very important because this goes to another, another criteria over here.

Do they use the same words or. No, this is another criteria. Are they big enough? Altogether?

Yes, they're around 149,000, 150,000. That's big enough. Are they growing? Some yes, some, um, no.

Do they carry the score from there? Like is it a good score? We, we're going to combine and take the average of that. So the average as you can see over here is 7.7.

Which Emirates exists, which uh, which date, what percentage, what's their final score and what's, what's it saying? Cut. Even though there's a lot of people exist over here, even though you can deliver this one thing to them, the score does not make it so this does not make it the right market for what we want to sell, which is AI sales systems. You see how we're filtering everything out slowly.

Let me show you an example now of a keep one. These are argued, this is a keep events and wedding. So these are events organizing and managing parties and entertainment systems. Wedding parties organizing parties and event filming, artistic talent contracting and 22 more rows.

So they get an inquiry at every single hour. They answer it. So the system answers it within 60 seconds, qualifies books and chases if needed. So going through this metrics over here, it's yes, yes, partly yes, yes.

And how many exist? 15,000, I think. Partly is for the size, of course. The score is 14.2, Dubai 72% and 4.5. This is the average score is uh, 14.2 and it's a 4.5.

Even though this is a 4, it did not make it because of certain things Professional services for new companies. This made it. This made it. Let's see, real estate developers and managers.

So you can see the point over here, what I'm trying to make is that you're going to test everything in terms of what to cut, what to add, what to see, and based on the scorings that I give you, and then you're going to come up with a cluster that you can test. Now the very important point you're going to tell me, I don't know which cluster to go after. I don't know a couple of keeps. I want to test a couple of argues.

I want to do all of these kind of things. I'm not sure right now your, at this point your objective or what I want you to choose is maximum three to five, like three to five max. Like if you had to choose, choose three to five max out of this list, I choose three of the top keeps. To be honest.

I'll close my eyes and go, I'm going to keep, I'm going to go after this which is events and weddings. Then I'm going to go after this which is real estate developers, management managers. These people are in my blacklist. So I'm going to go to this guy which is education and training and then I'm going to go into one argue over here or one keep over here, which is this, uh, these are the same things.

So one argue over here, let's say logistic, cargo and shipping, just in case. And these are. Who am I going to pick as my top three? Like I'm not going to be very emotional about this part because they passed a couple of tests to reach to this point.

Now it should be super easy to choose. Now the next step is the most fun step that you're going to go through this full process. Up to now it's been on paper, right? So for this example and the next step we should choose, in order to make this like clear for you and I, I can explain this properly.

So let's choose events and weddings and planning and let's go down to the demand section. I'm going to show you real results in terms of how I've proved the demand of this and how we adjusted the first problem that we had to match the demand they have and then we moving forward. So this gives you, and this process by itself gives you a lot of confidence in terms of, yeah, I've chosen the right market and after talking to the people within the market, you're going to love the market even more. So let's go to the next step right now, which is demand.

So now for the fun part. How do we test the demand of the market we are in? I like to do something called the Mystery Shopper, uh, method, or I just named that name, that, but let's call it mystery Shopping. I like to mystery shop the market itself to see how everything works.

I tried to hide the names as much as I can, but you're going to see a couple of things. Ignore that and uh, just for their privacy, but I'm going to show you how we check the demand of this market. And this is something I highly, highly recommend you do because it unlocks something within your mind about your market that is impossible to unlock. No matter how much you talk to AI, how much you do research, how much you read paper, scientific papers, write reports and all that.

Only one hour of this? Actually. Yeah, one hour, 30 minutes to one hour of this, you're going to be 10 folds forward in terms of understanding your market and understanding demand of your market. And I highly recommend you do it yourself.

Don't get fancy and say, I'm cool with AI. Let me build an agent to do this. Uh, don't tell the agent to do this because you want brain cells connecting within your mind as you read, spend time and so on. It's like reading a book.

You can give AI a book to summarize for you, but if you spend time and read that book, your neurons in your brain connect and they become stronger and so on. You can tell someone to do their push ups for your push ups for you. Yeah, I went on a run there, but uh, yeah, let's go into this point. Number one, as I said, do it yourself.

You have two ways in. As we said, we're either going to look at people from a buyer's perspective. If you're going to look at demand and you're going to look at people who are selling to these, um, um, people you want to sell to, which is your competitors basically. Or you're going to look at the people as a customer, where the people you're selling to, you're going to go to them as a customer, buy something from them, go through the process and take note of everything.

And very important point, if you find a lot of competitors, that is good news because it's sign of life. As I said, with interior designers, even though it's a very nice, um, I like that niche. I like interior design, I like, uh, organizing all that. I want to help them, but even though I like that I haven't seen anyone succeed within that niche.

Serving that niche even though they get paid a lot as well for interior design as you all know. But I haven't seen someone serve that niche and success with have succeed with that niche. So competition to me is no sign of life. I don't want to be the first to open up the doors to a certain market.

I never think that way. I think where there is validated demand, I go after that market. That's how I think over here. And where you can look for all of this, you can either look at Instagram, if you're looking at the market here, you can look at YouTube, you can look at X, you can look at LinkedIn, you look at social medias, you look at forums as well.

Look at Reddit, people talk on Reddit a lot with anonymous accounts. You can look at outlier platforms, there's a lot of data that exists on the Internet you can look at. And then also you need to separate when you're doing this demand research or market research that you are doing, you're going to separate between if you're talking to a personal brand or to a company because they have both have different, they prove different things, let's say. So let's start with point number A.

Over here is who already serving the events and management cluster because that's what we chose over here. So events cluster, let's see who's serving them within the UAE and globally. That's my first thought in terms of me going doing market research. Yeah, this is basically market research but let's call IT testing demand.

So one I went to ChatGPT and wrote who is serving this market? Can you give me personal brands and can you give me companies? He gave me personal brand number one. This is their LinkedIn, this is what they promise.

Exactly. Operations, leadership and AI systems for live events off the floor. I ship the AI systems that make them next operation smaller to run. This to me is a sign of there are people within the UAE which are personal brands who are solving the operational problem.

So you can look at it, they're solving for marketing or for sales or for operations. And very important point, remember does this sell to a cold offer or to a warm audience? Remember I told you about that, we talked about that. Now you can answer that question, right?

So what's their exact words? What's their headline and hook? Over here I run The Flora JITEX COP28 Dubai World cup gold world scale events. Then I build the machine that runs it.

So you're saying that I run it and this is what happened 12 plus years in live events. These are some metrics. 98% meeting conversion rate, JYSIC programs, pricing not shown. If shown, you put it in here. What popped?

Outlier videos or posts. No outliers right now because I checked certain platforms what the commands say. I didn't go through that deep for this profile. I just kept it very surface level.

Are they serving this region, which is the geography I'm looking at? Yes. Dubai and the NC names are the Dubai biggest which is Jitex and Cop28 and all that. Are they actually solving it?

Different problems. He automates operations as I said, for mega events organizers, not inquiries for small planners because we chose event planners and so on. What's their evidence? This is over here, what I take from it, the closest local personal brand, proof first engineer and all these kind of things.

So this is person number one, person number two, which is a company with a personal brand on top, which is this person. What they're saying is creating unforgettable events for your brand. For web3blockchain, AI companies, events and marketing agency. For web3blockchain and AI.

So this is another indication for me. Okay, they're doing. For AI companies, Web3 and blockchain companies. Ah.

And they're doing marketing. Amazing. What are they saying? What's their hook? 100 plus offline events delivered and all these kind of things.

Then a bunch of details. So you can see where we're going with this. We look at the personal brand and companies. What are they saying?

For example, Advisor of AI systems for service businesses. This is a bit further but they have a wedding planner's guide as a uh, SEO kind of blog thing. So what we're doing here, I'm going to show you multiple layers where you're going to end up with one profile for one person. And I'm going to give you the best insights you can get.

So this is amazing. This is what people are doing. But my only problem with this type of research and when I do this is my biggest question is are they really making money or are they just because everyone on LinkedIn and social media shows themselves off. We're this, we're that, we do this, we've worked with this.

And you also see YouTube videos like uh, those videos that say how to get case studies and proof really fast. Go find someone that works in this big organization or Microsoft, let's say, and find an employee over there. Send them a free thing. And if they say um, they use it and they give you any positive feedback, say I help people from Microsoft implement AI systems.

So are they doing that over here? We don't know. And this is my biggest question mark. When AI does research or looks at, it's good for extracting information.

But when you look at it, make your human insight or question as a human, is this true? What is the situation over here? So this is part number one and you're gonna have what's happening in terms of all of this. But part number two that I really, really love, which is what I want you to do.

Even like keep this on, let AI do it for you, but just do it yourself. Tell AI to find you, let's say top 10 names that appear on events and management or whatever cluster you have chosen. And uh, say those top 10 names should be on Instagram or any platform that you can DM or message. And then what you're going to do is you're going to actually go and message them.

So this is an example over here. I used WhatsApp. I got their WhatsApp from Instagram. I had their name for privacy.

I send them a message on 1940, they responded on 14 5. And I keep it human response or AI response because some people use AI, uh, automation that gives you the sophistication layer. And then what happened is that they, There was a 62 hour silence and they didn't qualify me. Did they give me a proposal?

They gave me a price list by WhatsApp. Uh, could you buy? Like I don't go actually, but if you want to buy, you can go ahead and buy. But this is events like 200k per event, 300, that's too much for research.

Right. So, uh, did I receive a proposal? Um, could you buy what was a first touch point? Is there any marketing leak?

Did they take a lot of time? Is there any sales leak? Is there any operation Leak operation. You can't know until you get and become a client with them.

That's a very important point. But you can know the other things if you go up to the sales part before becoming a client. This is another thing, WhatsApp from Instagram that I did this same message to all. Essentially this was when I sent the message and then the first human.

Okay, this is just a um, summary. This was one of the batches that I did. Yeah, it summarizes over here. So I reached 7, I reached 12.

Seven of them were human. 10, 6 and whatever minutes after they responded. Four were silent for after 2.5 hours. Two were bots, which are automated messages that never reached a human. So the median power of silence is 56 minutes.

None of them were 60 seconds. So this is an immediate opportunity for me saying that most of them take a lot of time to respond. If they respond faster, they would leave a positive feedback. If they respond in this way, if they're proactive, it may be better for them and add business in terms of working their leads, did they qualify me?

Every human qualified. They ask questions, what's your pricing sheets? How did they offer the prices and all those kind of things. So this is channels you like.

I kept on going on this process until we reach to like a decision that this is what happens. Now, point number three is having five conversations with owners. This is to understand the operations, the above, the first one. So let's summarize.

The first one was using AI to do some research, market research, and give you personal brand and company names, what they're saying, what they're talking about, and so on. And that brought the question mark, how many of them are true? Point number two is actually being a mystery shopper and talking to these brands and saying, okay, I want to do this. What's the price?

What's uh, going through the process and understanding what their leak is so you can know how you can serve them better. Even a couple of them, by the way I felt, and one of them, I will, I will reach out to them and give them something for free because they were really passionate in the way they answered and how they took care of me as a customer, even though I didn't become a customer. What I'm going to do is I'm going to tell them the truth. This is, this was me, this was of what I was doing.

And I'm going to give them a free kind of thing. And if they like it, of course they're going to upsell to other things. I have a business purpose 100%. But because they were so nice in that process, I'm going to give them something for free, which is going to be really, really valuable.

It's going to be an automation I think they really, really need. Because out of all of them that I speak to, only this person had that problem which was, which was missing. So that's another example over here. So that's what happened with this part now with the five conversations.

It will give you what the other things did not give you. This gave you the external kind of things, marketing and sales. This will give you operations. Now what I would tell you is go.

If you have access to people with an event management or the cluster you have chosen, go sit with them, ask them operations, questions in terms of the complexity and all of those kind of things. But if you don't have access, you can go on YouTube, scrape transcripts of podcasts, which are podcast interviews by founders of certain clusters you have chosen and extract from those transcript as if you're sitting with them. So that's one point. Number two, look at the news and look at what they're saying.

Like what do they say, for example? Here's an example over here. This is from the news Khalid Times. There were no weddings in June.

Like what happens when it goes like, you take exact phrases they use. There is no wedding in the shoes. We're looking at two in July and four in August. Pre pandemic we had at least triple or four times the numbers what a good month looks like pre pandemic volume, which is two to three, two, three to four times what they had in summer.

And what they said about the speed, what would they pay? Like, you go into the details. This market research is dependent on the cluster, what you're going to extract from the market research, but you're gonna see or if you don't have access to the conversations or to the people, go on podcasts, look at interviews, look at newspaper, look at places they speak or give talks and try to extract from those, uh, speeches and talks in terms of what are the keywords they use, what are the problems and so on. Because the podcast, the person, the host of the podcast most probably would ask him or even run a podcast yourself if you want to go to the extreme.

But the person on the podcast would say that what is the most challenging, uh, phase within the business? How did you start the business? What, what motivated you to xyz? Those questions will give you answers you want for your research over here.

So that's that. And then you start mapping their frustrated, their psychographics, basically their frustrations, their fears, their wants and their dreams. Frustration and want are short term things, which is right now, I want this particular thing in the future. A dream is what's happening, what they want in the future, which is a positive feeling of the future.

I want in the future to scale the business to 50 events per month. Today, um, I want every single lead to close. So you're going to focus on the ones because you're going to sell now. You're going to, you're selling to cold audience.

You're not going to say, I have this, I'm going to achieve this amazing dream you have for you, even though it sounds nice to you and even Though you believe you can, they don't believe it. The believability factor is very important. If you tell them, I'm going to get you to 50 events every single month, think about that offer. It's an amazing offer.

Everyone wants that offer, but it's a dream for them. There's different wants they want right now. So then you talk about there's the frustration and fear. Essentially frustration is what's the pain right now?

And a fear is what if this pain stays? What would happen to the business? Or what's that negative thing that would happen? Meaning that the frustration is we're not answering enough leads or we're not answering our leads really fast right now.

And if this is the case in six months, the fear is we're going to have no clients or we're going to be out of business. That's my big fear. So this is essentially frustration, fear, wants and dreams. And what's their exact word is very important.

If they're using the word, uh, we're at an event, uh, all weekend, use that exact word as pain points. This is very important. So some of them will be empty. Of course you're not going to have all full information, but it's fine, keep on filling it as is.

Then here is the fourth part, which is who sells the business behind the event, which is the consultants, the operations benchmark and so on. This is another part of another aspect you're going to see, which is an external kind of thing. Who is selling to them right now and actively selling to them, and who are they closing deal with deals with right now? What are the company's name exactly?

For example, if I see a big event happening in Dubai, I'm gonna ask who is the supplier of the lights, who was the, uh, who did this, who did that, and what exactly happened is, were, was there any AI element or what exactly happened over there? So you're gonna find out, and you're gonna find out the numbers and you're gonna add within your research as well. And then you're gonna have a couple of workflows. You, meaning that there are things that happened.

You're going to see within whether they were sales, marketing, operations, and this is all, uh, under operations. And then you're going to start writing down who does it, what tools do they use, like time per event, what is their exact pain, and all those kind of things. And this gets filled up from all the data you have above, so you have the full 360 picture of everything. And finally the most important part, once you do all of this, which is your market research.

And by the way, this should not take you more than a day or with AI should take you even less than a day. If you start in the morning, it should take you by afternoon you should be done. So then you put them in one page which is who's the owner? The owner of Dubai events and wedding companies licensed in 2021.

They're in this cluster. They're one to 10 staff and they're mostly expat founders, often a founder with a creative director besides them. And these are some big names. Where do they exist?

They exist in jlt, Villa committees, Berkshire Heights and Goes. They, they, they're on Instagram. This is what they do. What they do all day is they um, they're on site.

The owners is the salesperson, the coacher and the closer and all this kind of things, what they think in seasons, what they say, take the stress away, no hidden fees, no surprises, your dream day, Whatever we found in the research above. Why are they are in the news never for the sales, for example, this is the reason they're on the news. What's their fears and wants and what's their awareness and sophistication which is problem aware, which meet meets what we said within our criteria over here. And many times you're going to find out.

I want to show you an example over here. I'm not sure which one was it? Yeah, I think it's this. Yeah, Is this over here?

You're going to update things that you've added in the past, meaning that in the past you might have said their sophistication is unaware. Uh, they have no clue about AI. But then you go on their websites and you see a small chatbot widget over there. They've tried something, does not work and they found like a free tool plugin thing.

So that increases their awareness. They're problem or they're kind of solution aware as well. So these small things change after you start talking to people and then you just organize everything. Who are the sellers and then what are the answers that we got over there?

And uh, does it match exactly the criteria over here? Meaning that we draw one page of the buyer, one page of the seller. This is a combination of all the sellers we researched, which is your competitors. And.

And then you're going to draw one page over here in terms of there was a criteria that we, that we, that we checked and then we did the actual market demand research and found out. Okay, no, this was different. This is the same. This matches they're paying.

Yes, it is exactly as we said. Are they easy target or no? Like you get different kind of things over here. So this is how you test in demand.

This is the most fun part of, uh, the full process in choosing your market. And I highly, highly recommend you reach this point as soon as possible. When you start this process, like it's, it's going to take you and shift you to a complete level where it's going to give you the confidence that you're going to want to continue this for the next 90 days. Now, let me put the note over here before we go to send is that if you do not do this within, let's say two hours, go from completely no market to actually messaging people, or six hours, let's make it max six hours, you're gonna enter a loop of analysis paralysis where you're gonna go round and round round.

Is this the right market? Then you're gonna go again, you're gonna say, is this right market? Should I target this market? I don't like this market.

You're gonna go into this, you're gonna over complicate a lot of things. So make time also a constraint over here. Go through a process once. Start talking to people.

Like, try to force yourself to start talking to people as a buyer. And then you're going to start liking the market because you're going to start seeing some insights, you're going to see opportunities. You're going to be like, okay, this is the market. I really can't help this market.

And if you can't help this market, you're going to feel it. You're going to say, no, I can't solve that problem. I'm not going to do that. Exactly.

So that being said, let's jump into point number six, which is sending. Okay, you tested demand of the market by doing market research, looking at the competitors, looking at who exists, also talking to them as a buyer. But now that is done, you're going to talk to them as a seller, meaning that you're going to have an offer because you identify the pain points in the demand section, meaning that you talk to people and you know the competitors, what they're selling, the landscape, and you understand, okay, these people, they have these pain points. They were slow in the replies.

It was chatbots, it was a questionnaire that was a hundred, uh, questions that I had no clue, like I had no time what to answer and so on. And I wanted to do it by AI, by the way, but I didn't go I push it that far. But yeah, you're going to get, uh, a bunch of friction points. Those are pain points, which you're going to put in an offer and you're going to try to sell them that offer.

So remember when I told you there's this person, I really like the response and I wanted to give them something for free and I'm actually going to do that right now. It was one of the pain points that I saw. All of them had a website, but this person had no website. We're going to make them the best website, even better than all their competitors, and we're going to give them just completely take it and just run it because that person was really good in their responses and everything.

So that's what can come out of it. And that could be a business opportunity of what comes after that website and all those kind of things. So that's from the buyer sizes, mystery buying. Now let's go to the seller side in terms of let's take those things and the problems in an offer and try to sell them.

And we're not selling them as an offer because we have not built them as an offer, but more of we're validating to their, their responsiveness and whether we get positive replies, whether we even get replies as a seller when we reach out to them and talk to them. So let's go through this. The test is if you do not know which market to pick. So you saw the demand thing.

This is very important. If you did not know which market to pick. We did it for events and management. Yeah, you're going to do it for professional services and you're going to do it for another market as well.

Three clusters, three to five, as we mentioned. And you're going to send 12 to 20 messages and you're going to See the replies and you're going to make a choice then, because then you're going to understand, okay, this is the problem they have, this is how they speak. This is a problem they have. This is how they speak.

I'm really leaning more towards this market because now you have actual data, you feel you have skin in the game. So that's an important point for the market over here. So the list is you can get the list by AI. It's going to help you how to get this list in terms of who to sell to.

Just a point. If you've been mystery buying a certain person, you can go directly to that person and tell them, I went through the process and what do you think about this? Or I'd give you a nice way to do this in terms of this, uh, point. If you went through the process and then you want to reach out to that person, what you're going to do is you're going to record the video.

You're going to say, I just built this for you. This is how it looks. This is the app, this is how the customer experience. Right now you're taking for approximately 2.5 hours to send me a form.

So I need to fill out. The form has 100 questions, five of them. I have no clue if I am, I am. I want even.

And he asked me for the venue and he told me, if you don't have a venue, I can't help you. Why not put me on a wait list or give me a list of venues to choose from, or ask me for a preference or just pamper me or whatever and, um, help me go through the process. So these are like small points you can. And then what you can do is you can create a demo of you speaking on a video and telling them, this is how it look like.

This is the customer experience. Are you interested in speaking? This is a really nice way to do it because I've done it a lot and it works really well. Another way is you can take that same video and make it more generic and send it to a couple of other people because now you understand the pain point, you understand the market as well.

So this is how you're going to find your list. Either the people you talk to or more new people or Google Maps and all those kind on all Instagram or conference accounts or where they aggregate. Basically the message. I just gave you a message.

You can explain who you are, you can show the like. The best message you can do is not a text message but more a video which is a Demo of something you've created for them. That's the best message you can do. Like, because you understand the pain points now and yeah, you can skip this stage of doing couple of people.

If, you know, if you went and tried, for example events and management, you say, I really like them, let me just go with them. So this is very important and this will get this part out of the way. So now for the messaging part. What are you testing for?

What type of messages are you sending and what do you expect? Like what are we collecting? What data are we collecting here? So we're looking into a couple of perspectives and angles.

Angle number one is control. Angle number two is capacity. Angle number three is margin, client experience, inquiry. And if you want to go through the hedge, you can go through the hedge.

But these are the main points, the five points you're going to be looking at. And when you talk to someone or uh, reach out to someone as a seller, you're going to try to solve a control problem or a capacity problem, a margin problem, client experience problem or inquiry, and leading all to the outcome of more leads, more calls or more clients or more money, more sales, basically. So let me explain this, what this means as an angle perspective, control. The one line that, that changes is know which of your live events is on track and which is slipping without chasing your project managers.

Because in operations if you have 50 events, you have no idea what's happening or uh, what's the operations happening. So these events managers, and this is what we heard in one of the podcasts from the transcripts in the demand, they have a, uh, they want a control problem to solve the control problem. So let's try to pitch that and see what happens. Like let's see if, if, if there's interest or not.

Let's look at capacity, run more events at once without adding a coordinator. So we're going to pitch that and see if they, they want capacity or not. Then we're to talk about margin. Catch the scope change at the unbilled extra before each event margin.

Because some people said that, um, the client usually says we want um, a setup for 20 people. Then they invite 20 more people and they have only paid for those 20 people and all those kind of things. So you get the point, right? You're going to test with 10 to 20 messages, different ways of selling and you're going to see how many messages you send, how many replies you get, how many of them are positive replies, how many calls or next steps you book, what is the reply rate, which is calculated the positive rate, which is calculated as well based on positive over total replies and how, what's the first reply and what was the best reply and what came back in terms of what was red.

And so all those kind of things, in terms of your analysis of all this part over here, you're going to do that for all of these five and then you're going to understand exactly what the promise that's going to make them move. You get the point, right? In demand, we tested it for gaps, leaks within the market and now we're testing them. What are they reacting to if, what do we poke them with in order for them to react and say yes, let's talk about this more because some markets react to telling them, I'm going to give you control, some of them react to, I'm going to give you a better client experience.

Some of them is leads. And like all of this should lead to leads. The way you're going to speak it out is going to be uh, your clients never chase you for an update because the uh, update reaches them first. So you get more referrals and get more leads and, and more customers like it's going to always end up back over there.

You get the point, right? Amazing. So this is for the sending message part. Now let's go to the decide part, which is the final step of choosing a market.

Combining the systematic way of coming from an infinite amount of options all the way to uh, a one pager towards that one market which you're going to tackle and go after to sell this particular thing that you have. So let me quickly summarize how we got here. So we started with an infinite amount of markets and options we could have targeted and sell AI to. What we did next was we took the geography the United Arab Emirates and started looking at the public governmental data in terms of what business activities exist within the UAE and business activities because we sell to businesses.

Then we got from different sources, different types of data, different types of columns, let's say, and rows. And then we combine them and merge them all together, clean that data, remove duplications, remove any data that did not match the rows and columns we had, and then ran them all through a criteria in terms of scoring those markets based on AI sales systems and seeing which would score the best for this product that we wanted to sell. Then what happened is we had certain keeps, certain things that we needed to cut, and um, certain things that were borderline. So we clustered together everything that was within the keep and kicked out or removed everything that was borderline.

And we had to argue. And then what we did was we took three of those markets. In this case example, we took one. But in your case, you're going to take three and five and you're going to go and test the demand for that market by one, looking at the competitors, who's selling to the market you want to sell to, and two, by becoming a mystery shopper, meaning that going through the process and trying to buy something from them.

But the problem with that is that it's going to give you amazing marketing and sales information, but not operations information. And for the operations information, what you're going to do is you're going to go talk to a certain business owner that you want to sell to to understand the complexity of the operations they go through. And if you don't have access to the business owner you want to sell to, what do you do? You look into the interviews on podcasts or anywhere they have spoken or gave speech of or talked and talked about an inspirational story of all the amazing challenges they had to get the business where it is.

And that's a gold mine of information for you because you're going to extract that their exact language, their exact pain points, their exact wants and needs and dreams, and read between the lines to understand their exact psychographics. Which brings us to then sending them from the other side, which is using those offers that you had and uh, those pain points that you got, combining it all together and testing different angles and talking to these people, your target, ah, audience and seeing which message do they respond to? Whether do they respond to client experience or control or capacity or margin? You're going to test and it's all a matter of numbers to give you the exact thing that you can poke them with.

And they're going to give you a reply and be interested in what you said. Which brings us to this point over here, which is the one pager, which is the exact market I told you at the beginning you're going to have an exact market you can point to. This is the exact market you're going to point to. You're going to combine all the information that you got into this one pager.

This sheet, which is point number seven is decide. And this one pointer, by the way, don't think I'm going to be stuck to this market forever or, uh, for life. It's your plan for the next 90 days. And if you don't like this market in 90 days, you can go through the process again exactly the same way and test another market.

And this time we're going to do it with more information, of course. So let's talk about this market over here on this one pager. So the first thing you're going to put in your one pager is the market. And this is from tab one, tab three, tab four.

The first point is the market named as the register or that governmental entity or that resource or that source you got it from. In this case it is, and this is an example. The minds over here are example, by the way. Mine is Dubai event planning and wedding companies, the businesses whose job is to plan and run events.

And this is what they're called in the registry. But we left out wedding parties, organizers, photographers, caterers and shows suppliers and security because they are wider family. They're not the buyer of the exact, even though they're in the same cluster. That's point number one.

Point number two is what the register says. How many exists? Was there growth? What information did we get out of them?

You write it down over here. Point number three is the criteria, which is the verdict. And this is, you get it from tab number three. When you took those people in the registry categories and scored them, what was the score of this?

What was the pros and what was the cons of this market? You write it over here. So this gives you point number one or block number one, which is the market. Then you come and look at the buyer, which is table number five, the demand, table C, D and card E.

What you're going to write is one, the demographics, who they are and who they sell to. You write it in this form. I am selling to an owner, operated, licensed two years or more, three to 15 staff, 20 or more events a year. And all the information is about this person, where they exist and what they do.

So this is the demographics, psychographics is their fears, wants, needs, frustrations. So for example here is they think in seasons, they say these things, they want this, they fear this. And their marketing sophistication is very low because of one chat widget on their website. And so all those kind of things and then you write where they exist and how to reach them.

And this gives you the full picture of the buyer. They exist on Instagram, their shops, they have their whatsapps on their bios. Then they send you to their website. Some of them don't have websites and they are on the magazines and all those kind of things.

This is the buyer. Then you talk about the field itself which is from tab number five over here, which is the demand. So you're going to talk about the competitors that exist within the region, the most relevant ones and what do they talk about in their messaging and their promise. For example here is nobody in the UAE sells inquiries handling to planners.

There is a couple of names they sell to AI, events, operations, audits. And. In the US there is some person who sells a software, a door door called a uh, software with a money back guarantee and all these kind of things. So you write what the competitors are doing.

Then you write from the mystery shopper, ah, perspective in terms of what you have talked to or what, what did you get out of all these messages and you're going to write it over here, that's going to be your field and what's the landscape? Then I'm going to talk about the proof which is from tabs number three and tabs number six over here. So you're going to see what offer that sells cold. You're going to see every inquiries basically what the cold offer was when you mentioned it in tab number three.

And then you're going to see what did the market say from which angle did they like that offer to be sold as whether it was controlled, client experience, whatever it was. And then the final part which is your decision, meaning that you can say my expertise is xyz, I can do this in Arabic and English, they like it. And I really enjoy the psychology of this market. And uh, I want to go after this like it's basically a commitment statement that you're going to set and say.

And then the final thing is the decision, meaning that this is the exact market I'm going to go after for the next 90 days. And this does not mean I'm gonna just go all in on this market. It means that I'm gonna test it for 90 days. And based on all the systematic process I went through, this makes really good sense to go after.

And it's a very educated. Let's say everything has risk, but it's a very educated guess over here in terms of the market I want to target. And it really makes sense because I already talked to them. So that's exactly how you choose a market and end up with the market over here.