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Business Link Rural Clubs - All Clubs Event 15 July 2010

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Power up your profits! Prented by Charlie Haddon, Action Coach

Power up your profits! Prented by Charlie Haddon, Action Coach

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  • WelcomeSeminar for 90 mins ?Big thank you to BusLink
  • Small engineering firm
  • Architect
  • Clothes shop
  • Restaurant
  • Accountant
  • Transcript

    • 1. 15 July 2010
      Business Link Rural Dorset
      Business Clubs
      All Clubs Event
      Power up your profits !
      Charlie Haddon, Business Coach
    • 2. To get us started….
      Your presenter: Charlie Haddon
      May I be your Coach for the next 90 Minutes ?
    • 3. Are you Above or
      Below the Line ?
      Ownership
      Accountable
      Responsible
      V
      I
      C
      T
      O
      R
      Blame
      Excuses
      Denial
      V
      I
      C
      T
      I
      M
    • 4. To get the most out of your time, you must be open to learning new things…
      I KNOW!
    • 5. To get the most out of your time, you must be open to learning new things…
      Interesting ..”
    • 6. Action’s Definition of a Successful Business …
      A Commercial, Profitable, Enterprise
      - that works -
      without
      YOU!
    • 7. Six Steps to Massive Results
      M
      A
      S
      S
      I
      V
      E
      R
      E
      S
      U
      L
      T
      S
      Multiplication or Acquisition
      Results
      Diversification
      Well Oiled Machine
      Synergy
      Freedom
      Team
      Structure for Growth
      Happiness
      Leverage
      Systematise for Efficiency
      Time
      Niche
      Predictable Cash Flow
      Cash
      Mastery
      From Chaos to Control
      Stability
    • 8. The ActionCOACH definition of a Niche ...
      NOPRICE
      COMPETITION
    • 9. Creating Your Niche
      Unique Selling Proposition
      &
      Guarantee
    • 10. Number of Leads
      x
      Conversion Rate
      =
      No. of Customers
      x
      No. of Transactions
      x
      Ave. £££ Sale
      =
      Revenues
      x
      Margin
      =
      Profits
      The 5proven ways to increase your business profits...
    • 11. Let’s put in some numbers ...
      Number of Leads
      x
      Conversion Rate
      =
      No. of Customers
      x
      # of Transactions
      x
      Ave. £££ Sale
      =
      Revenues
      x
      Margin
      =
      Profits
      4,000
      x
      25%
      =
      1,000
      x
      2
      x
      £100
      =
      £200,000
      x
      25%
      =
      £50,000
    • 12. Lead Generation
      • Most Expensive of the 5 Ways …
      • 13. Most Risky of the 5 Ways …
      • 14. Needs Most T&M …
      • 15. Very Important Who & Where …
      • 16. Target and Offer …
      • 17. Biggest Payoff ultimately …
      • 18. Still have to be Converted …
      • 19. High #’s V’s High Quality …
      • 20. Cost of Dealing with Non-Converted Prospects …
      • 21. Only EXTERNAL of 5 Ways …
    • Lead Generation
      78 Strategies in the Toolbox
      #5 - (Local) Magazine Advertising
      #11 - Press Releases
      #21 - Direct Mail
      #44 - Named promotional gifts
      #49 - Networking Functions
      #54 - Host Beneficiary
      #55 - Strategic Alliances
      #61 - Trade Shows
      #74 - Social Media
    • 22. Conversion Rate
      • Biggest Limiting Factor to Company Growth …
      • 23. Always Overstated ...
      • 24. One of the Easiest 5 Ways …
      • 25. One of the Cheapest5 Ways …
      • 26. Must break down T&M …
      • 27. Must Sell not Take Orders …
      • 28. Make or Break a Company …
      • 29. 7 No’s before One Yes …
      • 30. MUST ‘Ask for the Sale’ …
      • 31. Follow Up is Key …
    • Conversion Rate
      80 Strategies in the Toolbox
      #8 - Use a Testimonial List
      #9 - Before & After Photos / Demos
      #29 - Flowchart Your Sales Process
      #30 - Audio, Video, CD Sales Demo
      #34 - Use Prospect Questionnaire
      #38 - Sales Scripts – Learn to Sale
      #56 - Competitions, with Follow Up
      #71 - Collect All Prospects’ Details
      #72 - Stay In Touch, Cards, Newsletter
    • 32. 3 Most Important Parts of any Marketing Campaign
      10/10
      Target
      Offer
      Copy
      5/10
      1/10
    • 33. Attention
      Interest
      Desire
      Action
    • 34. What is successful advertising?
      Acquisition Cost
      V's
      Lifetime Value
    • 35. # of Transactions
      • Most Overlooked
      • 36. Assume Good Service will Bring them Back
      • 37. Medium Expense of 5 Ways
      • 38. Medium Risk of the 5 Ways
      • 39. Past Customer is your best Next customer
      • 40. Communicate Every 90 Days
      • 41. Costs 6 times more to get a new customer than to bring a past one back
      • 42. When was the last time you were invited back
      • 43. People love to come back
      • 44. Just have to Ask …
    • # of Transactions
      68 Strategies in the Toolbox
      # 1 - Better Service, Make Your Customers Feel Special, Give Them Magic Moments
      # 5 - Keep in Regular Contact
      # 6 - Inform Customers of Entire Range
      #21 - Use a Multiple Purchase Card
      #24 - ‘Until Further Notice’ deals
      #26 - Plan Future Purchases
      #27 - Offer on Future Purchases
      #36 - Special Occasion Gifts/Cards
      #51 - Catalogues so Customers can Re-order
    • 45. Your Ideal Customer ...
      WESOME
      ASIC
      an't Deal With
      ead
      80:20
      ABCD
    • 46. Average £ Sale
      • Easiest to Increase of 5 Ways
      • 47. Power is Under-estimated
      • 48. One of the cheapest 5 Ways
      • 49. Some have massive Variance
      • 50. Just Measuring alone will give you a 10% increase
      • 51. Measure per Person/Territory/ Product Range/Store etc
      • 52. Easy to sell more to someone who is already buying
      • 53. Always Over-SELL
      • 54. Will Massively impact Profit
      • 55. Consistencyis the Key
    • Average £ Sale
      53 Strategies in the Toolbox
      # 1 – Increase Your Prices
      # 5 - Use a Checklist
      # 6 - Use Questionnaire
      #16 - Create Package Deals
      #30 - Sack ‘C’ and ‘D’ Grade Customers
      #39 - Stop Discounting
      #41 - Give Away Perceived Value
      #47 - Buy One Get One Free
      #50 - Suggest Most Expensive First
    • 56. OLD Selling V’s NEW Selling …
      Rapport
      Selling
      Follow Up
    • 57. Profit Margins
      • Most Important of 5 Ways …
      • 58. Can Market Yourself Out of Business ...
      • 59. High Profit not High Revenue …
      • 60. Owners more scared by price rise than clients …
      • 61. Cheapest & Easiest of 5 Ways …
      • 62. Marketing will Improve …
      • 63. No Niche = No Margins …
      • 64. Live by Price, Die by Price …
    • Profit Margins
      67 Strategies in the Toolbox
      # 1 - Increase Your Prices
      # 3 - NO Discounting
      #19 - Team Incentives based on Margins
      #21 - Know Your Actual Costs
      #23 - Set Monthly Expenditure Budgets
      #27 - Do it Right the First Time
      #46 - Reduce 30 Day terms to 7 Days
      #55 - Outsource
      #67 - Get Phone, Utility Bills Checked
    • 65. Time Target
      Not Urgent & Not Important
      Urgent & Not Important
      Urgent & Important
      Not Urgent
      but Important
      ZONE
      Demand
      Delusion
      Distraction
    • 66. Action's Top Time Management Tips
      • Set personally motivating goals
      • 67. Don't finish today until you plan tomorrow
      • 68. Eat a frog for breakfast EVERY day
      • 69. Don't Major in Minor things
      • 70. Create a default diary and stick to it
      • 71. Invest time, don't spend it
      • 72. Have agendas for all meetings
      • 73. Have conference calls to save time
      • 74. Learn to delegate to your team
      • 75. Hire an Action Coach to keep you on track !
    • With just a 10% increase ...
      Number of Leads
      x
      Conversion Rate
      =
      No. of Customers
      x
      No. of Transactions
      x
      Ave. £££ Sale
      =
      Revenues
      x
      Margin
      =
      Profits
      4,000
      x
      25%
      =
      1,000
      x
      2
      x
      £100
      =
      £200,000
      x
      25%
      =
      £50,000
      4,400
      x
      27.5%
      =
      1,210
      x
      2.2
      x
      £110
      =
      £292,820
      x
      27.5%
      =
      £80,525
    • 76. That’s a 46% increase inyour revenues ...
      And, a massive
      61% increase
      in your profits !
    • 77. Quoting Warren Buffett...
      “It is not necessary to do extraordinary things to get extraordinary results.”
      World famous investor
      World’s 2nd wealthiest man
      £48 Billion net worth
    • 78. Six Steps to Massive Results
      M
      A
      S
      S
      I
      V
      E
      R
      E
      S
      U
      L
      T
      S
      Multiplication or Acquisition
      Results
      Diversification
      Well Oiled Machine
      Synergy
      Freedom
      Team
      Structure for Growth
      Happiness
      Leverage
      Systematise for Efficiency
      Time
      Niche
      Predictable Cash Flow
      Cash
      Mastery
      From Chaos to Control
      Stability
    • 79. 6 Keys to A Winning Team
      Strong Leadership
      Common Goal
      Rules of the Game
      Action Plan
      Support Risk Taking
      100% Involvement and Inclusion
    • 80. Quoting Jim Rohn ...
      “Never wish your life were easier .. Wish that YOU were better.”
      “Work harder on yourself than you do on your job …”
      “Success is what you attract by the person you become.”
    • 81. Thank You !

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