17 simple ways to generate more leads, retain clients and cut costs

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17 simple ways to generate more leads, retain clients and cut costs

  1. 1. We believe that small business is the heartbeat of the Australian economy and that each one has the right to succeed. NCB exists to increase the success of small business in Australia. Since 2003 we have worked with personally over 2400 small business owners and their teams – mainly trades and services Create an environment where business owners have access to the tools, information and resources necessary to help them make better decisions that: • Improve cash flow • Get them more clients • Reduce the # hours worked • Get a better financial return • Decrease stress levels • More of what they desire
  2. 2. Top 7 Key Frustrations for Most Businesses 1. Working too hard for little remuneration 2. Working under too much stress 3. Too much time in the business 4. Staff issues 5. Not enough customers 6. Chronic cash flow 7. Insufficient sales skills
  3. 3. 1. More time with family 2. Grow and expand
  4. 4. • A company fails every 4.6 minutes • 96% of ALL companies fail within 10 years – with 78% failing within the first 2 years • The top 5 reasons for business failure: 1. Incompetence (46%) 2. Unbalanced Experience (30%) 3. Complacency (12%) 4. Lack of Experience (11%) 5. Neglect, fraud, or Disaster. (1%)
  5. 5. Over the lifetime of a business… • Only 39% are profitable • 30% break even • 30% lose money • 1% ‘unable to determine’
  6. 6. And… • It now cost 3.5 x more in 2013 than it did 20 years ago to reach prospective buyers • It now takes 8 attempts to reach a prospective buyer compared to 4 attempts 20 years ago • Therefore ½ the results from previous same efforts are common
  7. 7. One person opens up a business and you go back 20 years later and he has a job, not a business. Another person opens up the same type of business and you go back 20 years later and they’re turning over $5 million and profiting $750K per year. Both had the same opportunity and let’s imagine the same ambition…So what made the difference?
  8. 8. It’s the Skills! Passion, drive and hard work can build a company to $1 million working half days...maybe even $2 million. But you can’t get to $5M on just hard work. (need a new SKILL set) And surely you definitely can’t get to $10M on just hard work. (need new SKILLS again) Who here would like to earn 10X more $$$? Can anyone here work 10X more hours or 10X harder?
  9. 9. Earning potential with your hands? $1,000s
  10. 10. Earning potential with your knowledge? $1,000,000’s
  11. 11. Rectangle - Intelligent, strong decision makers, proactive Triangle - lateral thinkers, prepared to look at all sides Squiggle - Creative, strong imagination, leaders of people Circle - Totally pre-occupied with sex and booze
  12. 12. 1.Destination (# Leads required) 2.Lifetime Value of a Client 3.Allowable Cost of Acquisition
  13. 13. Why customers leave you… 1% Death 3% Move 5% Buy from a friend 9% Sold by a competitor 14% Product price 68% Perceived Indifference
  14. 14. Low Expectation High Expectation A ‘Great’ Experience A ‘Poor’ Experience Delighted Devoted Indifferent Disappointed
  15. 15. It’s simple…understand what drives people’s behaviour The 6 Human Needs 1. Certainty 2. Uncertainty 3. Significance 4. Contribution 5. Growth 6. Love/Connection
  16. 16. 1.Lifetime Value of a Client 2.Allowable Cost of Acquisition
  17. 17. 1. Pre-Purchase 2. During the Purchase 3. Post Purchase
  18. 18. Reasons Why Top Companies Outsource Reduce Costs 36% Focus on Core 36% Improve Quality 13% Increase Speed 10% Foster Innovation 4% Conserve Capital 1%
  19. 19. Great Attitude Bad Attitude High SkillLow Skill A C B D
  20. 20. Do you have written, measurable, quant ifiable and qualitative Key Performance Metrics for every position?
  21. 21. Scarcity Abundance Past Possibility Problem Challenge Inconvenience Opportunity Blame/excuses Responsibility React Solutions Small BIG! Stuck Resentful Respond Grateful Fear Love
  22. 22. What we have found is… • Most of business owners will… • Hear what we say • Understand it intellectually • Agree with all the principles • KNOW that it is the thing they should do, and then will…
  23. 23. • STILL NOT DO IT!
  24. 24. National College of Business collegeofbusiness.com.au Brisbane Gold Coast

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