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

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