15 July 2010<br />Business Link Rural Dorset<br />Business Clubs<br />All Clubs Event<br />Power up your profits !<br />Ch...
To get us started….<br />Your presenter:  Charlie Haddon<br />May I be your Coach for the next 90 Minutes ?<br />
Are you Above or <br />Below the Line ?<br />Ownership<br />Accountable<br />Responsible<br />V<br />I<br />C<br />T<br />...
To get the most out of your time, you must be open to learning new things…<br />I KNOW!<br />
To get the most out of your time, you must be open to learning new things…<br />Interesting ..”<br />
Action’s Definition of a Successful Business …<br />A Commercial, Profitable, Enterprise<br />- that works -<br />without<...
Six Steps to Massive Results<br />M<br />A<br />S<br />S<br />I<br />V<br />E<br />R<br />E<br />S<br />U<br />L<br />T<br...
The ActionCOACH definition of a Niche ...<br />NOPRICE<br />COMPETITION<br />
Creating Your Niche<br />Unique Selling Proposition<br />&<br />Guarantee<br />
Number of Leads<br />x<br />Conversion Rate<br />=<br />No. of Customers<br />x<br />No. of Transactions<br />x<br />Ave. ...
Let’s put in some numbers ...<br />Number of Leads<br />x<br />Conversion Rate<br />=<br />No. of Customers<br />x<br /># ...
Lead Generation<br /><ul><li> Most Expensive of the 5 Ways …
 Most Risky of the 5 Ways …
 Needs Most T&M …
 Very Important Who & Where …
Target and Offer …
 Biggest Payoff ultimately …
 Still have to be Converted …
 High #’s V’s High Quality …
 Cost of Dealing with Non-Converted Prospects …
 Only EXTERNAL of 5 Ways …</li></li></ul><li>Lead Generation<br />78 Strategies in the Toolbox<br />#5   -	(Local) Magazin...
Conversion Rate<br /><ul><li> Biggest Limiting Factor to Company Growth …
 Always Overstated ...
 One of the Easiest 5 Ways …
 One of the Cheapest5 Ways …
 Must break down T&M …
 Must Sell not Take Orders …
 Make or Break a Company …
 7 No’s before One Yes …
 MUST ‘Ask for the Sale’ …
 Follow Up is Key …</li></li></ul><li>Conversion Rate<br />80 Strategies in the Toolbox<br />#8   - Use a Testimonial List...
3 Most Important Parts of any Marketing Campaign<br />10/10<br />Target<br />Offer<br />Copy<br />5/10<br />1/10<br />
Attention<br />Interest<br />Desire<br />Action<br />
What is successful advertising?<br />Acquisition Cost<br />V's<br />Lifetime Value<br />
# of Transactions<br /><ul><li> Most Overlooked
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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

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  • WelcomeSeminar for 90 mins ?Big thank you to BusLink
  • Small engineering firm
  • Architect
  • Clothes shop
  • Restaurant
  • Accountant
  • Business Link Rural Clubs - All Clubs Event 15 July 2010

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