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Bybbc version cash flow and making your marketing work May 2013

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Bybbc version cash flow and making your marketing work May 2013

  1. 1. Generating Cash Flowfor Marketing in LeanTimes….and Using ItWiselyCoach Thom Finn
  2. 2. Coach Thom Finn: Owner/Partner Harrisburg/LancasterCoach Thom Finn: Owner/Partner Harrisburg/LancasterOfficeOffice Named “Global Coach of the Year/Client Results” in Sydney forNamed “Global Coach of the Year/Client Results” in Sydney for2009. Coach of the Year/Client Results for2009. Coach of the Year/Client Results for all of North & Southall of North & SouthAmericaAmerica 2009 & 2008, finalist Global Coach of the Year in 2007.2009 & 2008, finalist Global Coach of the Year in 2007.Average increase in client net income increase :31%Average increase in client net income increase :31% Strong back ground in revenue creation/marketing & salesStrong back ground in revenue creation/marketing & salesstrategies, sales person coaching, certified copywriter, residentstrategies, sales person coaching, certified copywriter, residentexpert on web-based copyexpert on web-based copy Practitioner of Theory of Constraints Consulting in organizationsPractitioner of Theory of Constraints Consulting in organizationswith faster results to profitability than standard approacheswith faster results to profitability than standard approaches Specializing in leadership/management coaching with those whoSpecializing in leadership/management coaching with those whohave focus/ADD ADHD challengeshave focus/ADD ADHD challenges In addition to a full-time Coaching schedule ThomIn addition to a full-time Coaching schedule Thomalso owns and runs a turn-key business thatalso owns and runs a turn-key business thatgenerates overgenerates over $2 Million/year and 28% net profit$2 Million/year and 28% net profitwith virtually no investment of time.with virtually no investment of time.
  3. 3. Learnings….Blinding Flashes of the ObviousBFO’sWrite Them DownA Poorly Written Note is Better Than..A Great Thought Forgotten
  4. 4. And your Commitments to Do BFO’s  To Do’s
  5. 5. To Make Sure You Get theMost Out of Your Learning ...IKNOW
  6. 6. 7.5 Tools to Get the Most Out of YourMarketing Dollars…1. Know “Your” Math2. Ideal Customers - Get Your Target Right3. “Differentiation/USP”4. “Test & Measure”5. “10 by 10”6. “5-Ways”7. Marketing Campaign “Break-Even”8. Writing Ads that Work7.5.
  7. 7. KNOW your Math….The “Math” ofDiscounting and of Price Increases....40% gross margin10% price change = 25%profit changeWith a 10% Discount, what increase incustomers do you need to break even?60 60 60403050020406080100120Base 10% Discount 10% IncreaseProfitVariable/Direct Costs33%1
  8. 8. Know Your Price IncreaseMath…MarginPriceIncreaseProfitIncreaseDecreaseinCustomersto BreakEven20% 10% 50% 33%40% 10% 25% 20%40% 20% 50% 33%60% 10% 17% 14%80% 10% 13% 11%1
  9. 9. 2Here’syourtarget!
  10. 10. Differentiation…UniqueSelling Position3
  11. 11. *List 10 Ways YourBusiness is UniqueFriendly staff√√√√√If your competitors cansay it, then its notunique!Shop is clean and tidyWe have a 24 hour money-back guaranteeStock in a range of sizesWe have a unique 8-step fitting program toensure that our staff fit you correctlyAll of our staff attend an intensive 2 daycolor co-ordination training programWe are well establishedWe care about youWe have a pick-up and delivery alterationservice to and from your homeWe have 28 different brands of coffee and tea just soyou and your friend can enjoy your time with us1.2.3.4.5.6.7.8.9.10.
  12. 12. With Proper Differentiation….
  13. 13. Four Steps to Make Your Business Stand Out1. Survey your best & most loyal customersa) Know what makes you valued from their point of viewb) What separates you from competition in their eyesc) Is this what you thought made you different?2. Narrow their insights into a 1 -2 sentence valuestatement3. Use that statement to drive all communications4. Test to stay on-track and at the topFamily Owned, Honest, Friendly, XX Years in Bus.
  14. 14. My USP Free- No Strings- Restraining OrderReady- Coaching Session Coaching Programs from $280 to $1700a month Every Session Guaranteed or $ Back Cancel at any time
  15. 15. So, why do you track your checkbook betterthan your key business metrics?4
  16. 16. 4…..HOW to Test and Measure How Did You Hear About Us Point of Sales ACT!, Salesforce, CRM Interview customers Track in excel Peak time periods only
  17. 17. The Rule of “10 by 10” ...5
  18. 18. Who wants more…..Number of LeadsxConversion Rate=Customersx# of TransactionsxAvg. $$$ Sale=RevenueXMargin=$ Profit $6
  19. 19. With just a 10% increase...Number of LeadsXConversion Rate=CustomersXNo of TransactionsXAvg. $$$ Sale=RevenueXProfit Margins=$ Profits $4,000X25%=1,000X2X$100=$200,000X25%=$50,0004,400X27.5%=1,210X2.2X$110=$292,820X27.5%=$80,525
  20. 20. A 10% increase in each of the 5 areas willresult in a 61% increase in Profits?Do it 2 years in a row and your profits willincrease by 159% compared to baseline?Number of LeadsxConversion Rate=Customersx# of TransactionsxAvg. $$$ Sale=RevenuexProfit Margins=$ Profits $Did You Know That...
  21. 21. Number of LeadsxConversion Rate=Customersx# of TransactionsxAvg. $$$ Sale=RevenuexProfit Margins=$ Profits $How We Will Apply the Rule of “10 by 10”to Grow Your Business...Work on 5 LG StrategiesWork on 5 CR StrategiesWork on 5 #T StrategiesWork on 5 Avg. $$ Sale StrategiesWork on 5 PM Strategies
  22. 22. Marketing Campaign Break-EvenAnalysisTotal Cost $ ______divided byAverage Profit ($) per Customer $ ______equalsNumber of Customers Required ______divided byMeasured Conversion Rate ______equalsNumber of Leads Required ______What is the probability that the campaign willgenerate the required number of Leads?7
  23. 23. Test AdvertisementTest Advertisement AA BBAdvertisement CostAdvertisement Cost $1,000$1,000 $1,000$1,000No. Of LeadsNo. Of Leads 1,0001,000 100100Conversion/SalesConversion/Sales 100100 5050Ave $$$ SaleAve $$$ Sale $500$500 $1,000$1,000Ave $$$ ProfitAve $$$ Profit $200$200 $200$200Lifetime ValueLifetime Value $5,000$5,000 $10,000$10,000ReferralsReferrals 1010 22
  24. 24. Calculate Your CampaignBreak-Even Point$2500 Direct Mail CampaignStart with 5-Ways Data Average $ Sale Average Profit Conversion RateUse prior Test & Measure Data Response rate from targeted DM = 1.5%
  25. 25. Calculate Your CampaignBreak-Even PointCost = $2500Avg. $ Profit = $25# Customers Req’d = Cost/Avg. Profit Per Customer= $2500/$25 = 100Conversion Rate 20% (Measured – not guessed)# Leads Req’d = # Customers Req’d./Conv. Rate= 100/0.20 = 500# Leads Expected = # Pcs. X Response Rate= 10,000 x .015 = 150
  26. 26. 1. Using your company name as the headline…2. Not using the word “You” or someconnotation in the headline…3. Not opening a “loop”… Where the prospecthas to continue reading to get the answer…4. Not having a clear “Call To Action”…5. Trying to do/say too much…Writing Ads that Work… 7.5
  27. 27.  The Headline is the ad for your ad… Does it select the right readership? Does it invoke curiosity? A promise of meaningfulbenefit? Will it stop the target market in their tracks? 20 - 25% of the size of the adWriting Ads that Work ….
  28. 28. HeadlineTarget(s)Call toActionTestimonialBenefitsOfferLoop ..”Who dothey want???”“You”
  29. 29. Seen this lately? “Family Owned & Operated” 28 Years in Business “Friendly” or “Professional” Fully Insured Caring, Trained Staff On-Time Service
  30. 30. BenefitsUSPCall to ActionScarcity
  31. 31. Applied to Websites: Before
  32. 32. Applied to Websites: After
  33. 33. Putting the Puzzle Together“USP”“Test &Measure”“10 by 10”“5-Ways”“Ads thatWork”“B-EAnalysis”“IdealTarget”
  34. 34. “I look around for 1-foot bars that I can step over.”~Warren Buffet“I dont look to jump over 7-foot bars:
  35. 35. From Your BFO Sheet….
  36. 36. And your Commitments to Do BFO’s  To Do’s
  37. 37. Do you REALLY want to getthis stuff done?No….I just wrote stuff to get you off my back√√What would it be like ifyouEXECUTED what youwrote down….Yes…but it’s really not that importantYes! I do…I really do…Take the information on Group CoachingThis Presentation avialable…take a bluesheet
  38. 38. Marketing is…______.

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