Who is Rick Jensen? <ul><li>Business Management </li></ul><ul><ul><li>Small biz (Owned and Operated) </li></ul></ul><ul><u...
My Purpose is to Help You… Increase the value of your business by investing in the business education and coaching resourc...
What Makes a Successful Business
Two Reasons <ul><li>Get Customers. </li></ul><ul><li>Keep Customers. </li></ul>
5 Contributions for Success to a business: <ul><li>Quality or Unique product or concept (Value Proposition). </li></ul><ul...
The Five Business Dangers <ul><li>Poor Leadership </li></ul><ul><li>Under Performing Sales. </li></ul><ul><li>Ineffective ...
The 5 Steps to Business Freedom
How is your business?
What will make you Different? Unique Selling Proposition and Guarantee Monopoly Commodity
The race is on. <ul><li>The race is not to the swift, nor the battle to the strong, neither yet bread to the wise, nor yet...
Business Media <ul><li>Location </li></ul><ul><ul><li>City, State. </li></ul></ul><ul><ul><li>Market(s) </li></ul></ul><ul...
Competitive Advantage, Ability to Execute <ul><li>First to Market. </li></ul><ul><li>First to Execute processes the best. ...
Competitive Edge <ul><li>Products. </li></ul><ul><li>Availability. </li></ul><ul><li>Service. </li></ul><ul><li>Accessibil...
Impacts to your business <ul><li>4 Business Influences (people segments) </li></ul><ul><li>5 Business skills (success driv...
5 Essential Skills for Business <ul><li>Concentration (focus to result). </li></ul><ul><ul><li>Ability to listen, ability ...
4 Major Influences of Business <ul><li>Customers </li></ul><ul><li>Employees </li></ul><ul><li>Suppliers </li></ul><ul><li...
4 Categories of Preference <ul><li>Visual. </li></ul><ul><ul><li>What does it look like (Human not commercial). </li></ul>...
Reasons Customer’s Purchase where they do. <ul><li>Convenience Brand </li></ul><ul><li>Need Want </li></ul><ul><li>Reputat...
Reason(s) Why Customers buy: <ul><ul><li>Not Features. </li></ul></ul><ul><ul><li>Not Advantages. </li></ul></ul><ul><ul><...
Standards, Goals, Expectations <ul><li>Standards (Requirements). </li></ul><ul><ul><li>Timeliness </li></ul></ul><ul><ul><...
  Risks <ul><li>Not getting to the Market on time. </li></ul><ul><li>Not having the right message. </li></ul><ul><li>Not h...
Violation of Customers Expectations <ul><li>Product Availability. </li></ul><ul><li>Product doesn’t do what you say it wil...
Drivers and Initiatives <ul><li>Drivers: </li></ul><ul><ul><li>Sales growth. </li></ul></ul><ul><ul><li>Customer retention...
Business Plans <ul><li>Drivers (Value Proposition): </li></ul><ul><ul><li>Increase X Sales by ##%. </li></ul></ul><ul><ul>...
<ul><li>Increase sales without sacrificing margin. </li></ul><ul><li>Increase sales without increasing COA. </li></ul><ul>...
Alignment of Drivers  (Leadership) <ul><li>Owner </li></ul><ul><ul><li>Sales/Service objectives. </li></ul></ul><ul><ul><l...
How are you going to Make your Business Successful? <ul><li>Value Prop that reflects customer needs. </li></ul><ul><li>Mar...
Point? <ul><li>1)  Passion (caring) </li></ul><ul><li>2)  Value (its more than the business-you) </li></ul><ul><li>3)  Sta...
Thank you <ul><li>Richard Jensen </li></ul><ul><li>Coaching and More, Inc. </li></ul><ul><li>612.605.0661 </li></ul><ul><l...
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  • 3 Step Start Either/Or Question : “Where are my business owners in the room? Business owners raise your hands right up high! Excellent. Non-business owners? Hands up high! Excellent! Those who WISH they were non-business owners sometimes!?! Fantastic” [laughter…] Thanks/Congratulations : “My name is ____ and I want to thank you for investing your time to be here today/tonight and also want to congratulate you for being here. A wise man once said that if you lose some money you can always get it back, but when your time is gone, it’s gone forever. I promise to reward your investment of time today/tonight by pouring myself out to share with you what we’ve discovered to be the most powerful approach to increasing your business profitability, building an amazing team, and freeing up your time through small business ownership and it’s a concept called the 5 Steps to Freedom through Business… Earn the Right: “So, first a little bit about myself and [The Entrepreneur’s Source/AdviCoach/Business Partner] and what we do as the Coaches of Entrepreneurs and for those who dream of becoming one…
  • Just read the slide. You’ve got to tell them RIGHT UP FRONT that they’re going to be sold to at the end. Otherwise, they may feel surprised and insulted at the end. READ IT as is. Don’t soften it. Don’t wimp out. Just read it. The only exception to this is if you are doing a seminar for a group with sales-phobia (some chambers, etc.) who don’t want you “selling” to their members. In that case, you can remove this slide.
  • The top five business dangers facing entrepreneurs are: Poor Leadership Skills Under Performing Sales Ineffective Marketing Lack Human Capital Management Financial Mismanagement As a E-Source Coach ® you will help business owners identify these dangers though weekly coaching sessions. Our coaching methodology provides business owners with information and education that helps them to discover how to best achieve results in their business. You will guide business owners to move beyond these common dangers and focus on growing the value of their business.
  • Business Presentation

    1. 1. Who is Rick Jensen? <ul><li>Business Management </li></ul><ul><ul><li>Small biz (Owned and Operated) </li></ul></ul><ul><ul><li>Multi profit centers (sales, service, training) </li></ul></ul><ul><ul><li>Regional with multiple business units </li></ul></ul><ul><li>Sales & Marketing </li></ul><ul><ul><li>Business Development </li></ul></ul><ul><ul><li>Cross promotional initiatives </li></ul></ul><ul><li>Training background </li></ul><ul><ul><li>Business owner/professional coaching </li></ul></ul><ul><ul><li>Sales, Management, Marketing, Operations </li></ul></ul><ul><li>I have been in your shoes </li></ul>
    2. 2. My Purpose is to Help You… Increase the value of your business by investing in the business education and coaching resources that are right for YOU...
    3. 3. What Makes a Successful Business
    4. 4. Two Reasons <ul><li>Get Customers. </li></ul><ul><li>Keep Customers. </li></ul>
    5. 5. 5 Contributions for Success to a business: <ul><li>Quality or Unique product or concept (Value Proposition). </li></ul><ul><li>Timing. </li></ul><ul><li>Capital. </li></ul><ul><li>People resource. </li></ul><ul><li>Effective Management/Leadership. </li></ul>
    6. 6. The Five Business Dangers <ul><li>Poor Leadership </li></ul><ul><li>Under Performing Sales. </li></ul><ul><li>Ineffective Marketing. </li></ul><ul><li>Lack of Human Capital Management. </li></ul><ul><li>Financial Mismanagement. </li></ul>
    7. 7. The 5 Steps to Business Freedom
    8. 8. How is your business?
    9. 9. What will make you Different? Unique Selling Proposition and Guarantee Monopoly Commodity
    10. 10. The race is on. <ul><li>The race is not to the swift, nor the battle to the strong, neither yet bread to the wise, nor yet riches to men of understanding, nor yet favour to men of skill; but time and chance happeneth to them all. </li></ul><ul><li>But </li></ul><ul><li>That’s the way to bet. </li></ul>
    11. 11. Business Media <ul><li>Location </li></ul><ul><ul><li>City, State. </li></ul></ul><ul><ul><li>Market(s) </li></ul></ul><ul><li>Business </li></ul><ul><ul><li>Brochures, Collateral, Dress </li></ul></ul><ul><ul><li>Signs, colors, font (Branding) </li></ul></ul><ul><li>Communication </li></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><li>Promotions </li></ul></ul><ul><li>People </li></ul><ul><ul><li>Script (how they talk) </li></ul></ul><ul><ul><li>Look (Dress and look) </li></ul></ul>
    12. 12. Competitive Advantage, Ability to Execute <ul><li>First to Market. </li></ul><ul><li>First to Execute processes the best. </li></ul><ul><li>First to create a Benefit to the need. </li></ul><ul><li>Follow but, execute proficiently. </li></ul><ul><li>Better Service. </li></ul>
    13. 13. Competitive Edge <ul><li>Products. </li></ul><ul><li>Availability. </li></ul><ul><li>Service. </li></ul><ul><li>Accessibility. </li></ul><ul><li>Convenience. </li></ul><ul><li>Execution of service/information. </li></ul><ul><li>Processing. </li></ul>
    14. 14. Impacts to your business <ul><li>4 Business Influences (people segments) </li></ul><ul><li>5 Business skills (success driven) </li></ul><ul><li>4 Preferences each Influencing segment needs to be met. </li></ul><ul><li>What is the point. </li></ul>
    15. 15. 5 Essential Skills for Business <ul><li>Concentration (focus to result). </li></ul><ul><ul><li>Ability to listen, ability to respond (attention). </li></ul></ul><ul><ul><li>Ability to focus (energy) </li></ul></ul><ul><li>Discrimination (attention to be directed). </li></ul><ul><ul><li>Direction of attention-the intent. </li></ul></ul><ul><ul><li>Development of standards. </li></ul></ul><ul><li>Organization (chaos into order ). </li></ul><ul><ul><li>Space, Time, Work. </li></ul></ul><ul><ul><li>Action needed for Function. </li></ul></ul><ul><li>Innovation (order into action). </li></ul><ul><ul><li>Order into the right action (best way). </li></ul></ul><ul><ul><li>Willingness to try anything. </li></ul></ul><ul><li>Communication (results produced). </li></ul><ul><ul><li>How results are produced. </li></ul></ul><ul><ul><li>Message conveyed </li></ul></ul>
    16. 16. 4 Major Influences of Business <ul><li>Customers </li></ul><ul><li>Employees </li></ul><ul><li>Suppliers </li></ul><ul><li>Lenders </li></ul>
    17. 17. 4 Categories of Preference <ul><li>Visual. </li></ul><ul><ul><li>What does it look like (Human not commercial). </li></ul></ul><ul><ul><li>Statement of belief, meaning-importance. </li></ul></ul><ul><li>Emotional. </li></ul><ul><ul><li>Substance and Content. </li></ul></ul><ul><ul><li>Rules (principled). </li></ul></ul><ul><li>Functional. </li></ul><ul><ul><li>Process oriented (Best Way). </li></ul></ul><ul><ul><li>Controls (managing the project), </li></ul></ul><ul><li>Financial. </li></ul><ul><ul><li>“ Food” that drives business </li></ul></ul><ul><ul><li>Monitored daily or it will destroy. </li></ul></ul>
    18. 18. Reasons Customer’s Purchase where they do. <ul><li>Convenience Brand </li></ul><ul><li>Need Want </li></ul><ul><li>Reputation People </li></ul><ul><li>Price Service </li></ul><ul><li>Value (combination price to feature) </li></ul>It’s the Experience
    19. 19. Reason(s) Why Customers buy: <ul><ul><li>Not Features. </li></ul></ul><ul><ul><li>Not Advantages. </li></ul></ul><ul><ul><li>It is the Benefit(s) </li></ul></ul><ul><ul><ul><li>The ONE(s) that meet their NEED(s). </li></ul></ul></ul>
    20. 20. Standards, Goals, Expectations <ul><li>Standards (Requirements). </li></ul><ul><ul><li>Timeliness </li></ul></ul><ul><ul><li>Professionalism </li></ul></ul><ul><li>Goals/Objectives (KPI’S) </li></ul><ul><ul><li>Sales </li></ul></ul><ul><ul><li>New Business </li></ul></ul><ul><li>Expectations (Values) </li></ul><ul><ul><li>Results oriented </li></ul></ul><ul><ul><li>Culture specific </li></ul></ul>
    21. 21. Risks <ul><li>Not getting to the Market on time. </li></ul><ul><li>Not having the right message. </li></ul><ul><li>Not having the right product. </li></ul><ul><li>Not having a competitive offering. </li></ul><ul><li>Not being Market Correct with Core products. </li></ul><ul><li>Timeliness of customer satisfaction. </li></ul>
    22. 22. Violation of Customers Expectations <ul><li>Product Availability. </li></ul><ul><li>Product doesn’t do what you say it will. </li></ul><ul><li>Not on time. </li></ul><ul><li>Doesn’t meet their need. </li></ul><ul><li>Continual customer service issues (quality). </li></ul>
    23. 23. Drivers and Initiatives <ul><li>Drivers: </li></ul><ul><ul><li>Sales growth. </li></ul></ul><ul><ul><li>Customer retention. </li></ul></ul><ul><ul><li>Expense Management. </li></ul></ul><ul><ul><li>Process improvement. </li></ul></ul><ul><li>Initiatives: </li></ul><ul><ul><li>What is needed to meet the drivers. </li></ul></ul><ul><ul><li>Processes to help attain goals. </li></ul></ul>
    24. 24. Business Plans <ul><li>Drivers (Value Proposition): </li></ul><ul><ul><li>Increase X Sales by ##%. </li></ul></ul><ul><ul><li>Increase Margins by ##%. </li></ul></ul><ul><ul><li>Reduce Expenses by ##%. </li></ul></ul><ul><li>Initiatives: </li></ul><ul><ul><li>Target X segment. </li></ul></ul><ul><ul><li>Add ## locations. </li></ul></ul><ul><ul><li>Increase SME skill set. </li></ul></ul><ul><ul><li>Reduce processing time. </li></ul></ul>
    25. 25. <ul><li>Increase sales without sacrificing margin. </li></ul><ul><li>Increase sales without increasing COA. </li></ul><ul><li>Reduce expenses. </li></ul><ul><li>Availability of product/services. </li></ul><ul><li>System/Software/Process constraints </li></ul>Constraints
    26. 26. Alignment of Drivers (Leadership) <ul><li>Owner </li></ul><ul><ul><li>Sales/Service objectives. </li></ul></ul><ul><ul><li>Customer retention. </li></ul></ul><ul><ul><li>Expense management. </li></ul></ul><ul><li>Manager (Drivers and Initiatives) </li></ul><ul><ul><li>Goals. </li></ul></ul><ul><ul><li>Incentives. </li></ul></ul><ul><li>Technician </li></ul><ul><ul><li>Execute on sales drivers. </li></ul></ul><ul><ul><li>Retain current, save opportunities . </li></ul></ul>
    27. 27. How are you going to Make your Business Successful? <ul><li>Value Prop that reflects customer needs. </li></ul><ul><li>Marketing plan to target customers. </li></ul><ul><li>Goals/Drivers aligned to Value Prop. </li></ul><ul><li>Everyone in the company compensated/aligned to the same goals. </li></ul>
    28. 28. Point? <ul><li>1) Passion (caring) </li></ul><ul><li>2) Value (its more than the business-you) </li></ul><ul><li>3) Standards (look, feel, conscience) </li></ul><ul><li>4) It’s the people </li></ul><ul><ul><li>Customer </li></ul></ul><ul><ul><li>Employees </li></ul></ul><ul><ul><li>Suppliers </li></ul></ul><ul><ul><li>Lenders </li></ul></ul>
    29. 29. Thank you <ul><li>Richard Jensen </li></ul><ul><li>Coaching and More, Inc. </li></ul><ul><li>612.605.0661 </li></ul><ul><li>[email_address] </li></ul>
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