The Road to Business Success - Are Your [Really] Prepared?
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The Road to Business Success - Are Your [Really] Prepared?

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Presentation to franchise client group about improving sales efficiency on the road to business success.

Presentation to franchise client group about improving sales efficiency on the road to business success.

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The Road to Business Success - Are Your [Really] Prepared? The Road to Business Success - Are Your [Really] Prepared? Presentation Transcript

  • The Road to business success – are you [really] prepared?
    March 24, 2011
  • What About Fuel-Efficiency?
  • Lack of Efficiency Costs Money
  • And it Can Affect All in the Car!
  • Business Planning
    Preliminary Planning
    CPA, Financial Planner, Attorney
    Business Model & Concept
    Funding
    Location
    Equipment & Supplies
    Employees
    Customer Targets
    Advertising & Marketing
  • Is it Enough?
  • Is it Enough?
  • Getting the Engine to Run
  • Getting the Engine to Run
  • Sales – The Fuel That Drives The Business Engine!
  • Would you…
    just put in the minimum amount of gas?
    not care if there was gas in the car?
    ignore fuel efficiency?
    be happy with running out of gas?
  • Of course…
    the answer to all these questions is…
  • Now, Let’s Revisit Fuel-Efficiency
  • Would you…
    ignore necessary repairs?
    be happy with increased expenses?
    not care about additional costs?
  • Of course…
    the answer to these questions is also…
  • So…
    if sales is the fuel that drives the business engine, why is the fuel gauge often ignored?
    if improving sales efficiency helps improve sales volume, why is it not made priority one?
  • What is a Lead?
  • What is a Lead?
    A lead is anyone who contacts your businessfor any reason pertaining to your products or services!
    A lead is a repeat customer… each time!
    A lead is the result of advertising, marketing and public relations efforts!
    A lead is the result of money and/or time spent to attract customers to yourbrand and stores!
    Sales cannot happen without leads!
  • What is Sales Efficiency?
    Sales efficiency is total sales divided by number of leads.
    For instance…
    $40,000 sales divided by 2000 leads results in a sales efficiency of $20
  • Improving Sales Efficiency
    Telephone
    Customer Service
    Follow-up
    Referrals
    And, of course… advertising, marketing & pr
  • Improving Sales Efficiency
    Telephone
    Customer Service
    Follow-up
    Referrals
    And, of course… advertising, marketing & pr
  • What Happens with Improved Sales Efficiency?
  • If Improved to $25
    2000 leads at $25 = $50,000
    That means… $10,000 more sales
    Without spending one more dollar for…
    Advertising
    Marketing
    Public Relations
  • Over the Course of a Year…
    $10,000 x 12 = $120,000
    You do the math!
  • Marketing Efficiencies…
    Cost per campaign or ad
    Against desired sales volume
    Determines leads needed to be generated
    Is the effort worth it?
  • For example…
    Cost - $1000
    At 10% - $10,000 sales volume desired
    Divided by $25 – 400 leads needed
    Is it worth it?
  • Choices and Options
  • Sales-driven Mindset
    Starts with leads
    Must be primary focus
    Managed by accountability
    Defined by results