1. “Business is So Much More Fun
When There is Profit!”

2. The purpose of this workshop
is to take you on a journey of
growth in ...
&

3. Presentation Purpose
Take 1 Idea
&
DO IT!

4. Naughts & Crosses

5. Naughts & Crosses - Lessons
1. Slow Down to Speed Up
2. First round used Brawn
3. Second Round used Brains
4. Worked as a Team
5. Competition was Irrelevant. Focused
on a Common Goal

6. Setting Goals -
Conscious Activity
Achieving
Goals -
Unconscious
Activity

7. Attitude
is More
Important
Than Skill!

8. Robert Kiyosaki’s
BI Triangle Product
Legal
Systems
Communication
Cash Flow
Mission / Purpose

9. Product E
S I
Legal
Systems
Communication
Cash Flow
Mission / Purpose

10. Questionnaire Diagnostic
Business
Owner Goals

11. 12 Month
Current 10% Increase
Goal
20 Leads/Enquiries 22 30
X X X X
0.2 Conversion Rate 0.22 0.25
= = = =
4 New Clients 5 8
+ + + +
20 Existing Clients 22 30
= = = =
24 Total Clients 27 38
X X X X
$2,000 Average $ Sale $2,200 $2,400
X X X X
1 Average number of transactions 1.1 1.2
= = = =
$48,000 Turnover $65,340 $109,440
X X X X
0.20 Margin 0.22 0.25
= = = =
$9,600 Profit $14,375 $27,360
49% %
Increase Increase

12. Lead Generation
 Cinema advertising  Barter card  Referral System  Magazine advertising
 Public relations  Product placements  Business Cards  School newsletters
 Posters  Sponsorships  Pamphlet Distribution  Business premises cold calling
 Postcard mailings  Building signage  Yellow Pages  Catalogues
 Product packaging  Press releases  White Pages  Shop front displays
 Giveaways  Stickers  Purchase database lists  Television
 Fridge magnets  Sky writing  Car sign writing  Brochures
 In-store and side-walk signage  Lead networks Shopping centre casual mall
 Point of Sale 
 Telemarketing  Surveys leasing (CML)
 Branded novelty items  Direct mail  Internet website(s) and links  Industry contact points
 Host beneficiaries  Fetes and shows  Fax outs  Email
 Fundraising  Trade shows  Telephone cold calling  Radio
 Competitions  Distributions  Telephone warm calling  Sidewalk pedestrian handouts
 Multi-site/new locations  Government contacts  Merchandising  Shop-a-dockets
 Trading hours  Track and record results  Joint ventures  Trade journal advertising
 Blimps  Team rewards  Newspaper advertising  Directories
 Free reports  Strategic Alliances  Door knocking  Piggy-back invoice mailings
 CD Rom business cards  Open days  Tender lists  Taxi advertising
 Publish a book  Party plan  Billboards  Supermarket hot spots
 Licensees  Seminars/workshops
 Newspaper/magazine inserts  Window displays and signage

13. Conversion
 Cinema advertising  Barter card  Get customer into follow up loop  Merchandising
 Public relations  Product placements Build relationships – use the client’s Display the business’s vision and
 
 Posters  Sponsorships name mission statements
 Postcard mailings  Building signage  Distribute press articles  First purchase special
 Product packaging  Press releases  Confirm the sale  Use reply paid envelopes
 Giveaways  Stickers  Team member profiles  Offer refreshments
Listen to the customer – discover
 Fridge magnets  Sky writing   Mail order
their needs
In-store and side-walk
  Lead networks  Payment plans  Use contracts
signage
 Telemarketing  Surveys  Give professional advice  Track and record conversion rates
Window displays and  One-on-one scripts  Use team incentives
 Branded novelty items 
signage Team training on product Professional team presentation –
 
 Host beneficiaries  Fetes and shows knowledge uniforms, name badge
 Fundraising  Trade shows  Pleasing personality – SMILE  Accept trade-ins
 Team role plays  Bulk buy specials
 Competitions  Distributions
 Use up-sell tools and techniques  “Call to action” – all advertising
 Multi-site/new locations  Government contacts
Appointment reminders – phone Provide atmosphere – positive
 Trading hours  Track and record results  
call/email/text message sounds etc
 Blimps  Team rewards Educate “how to buy” – step by Maintain accurate information on
 
 Free reports  Strategic Alliances step process database
 Deliver quickly – no fuss  Keep in touch – birthdays
 CD Rom business cards  Open days
 Special courier  Free give-aways
 Publish a book  Party plan
Have the client verbalise their
  Distribute newsletters
 Licensees  Seminars/workshops dream

14. Increase Transactions
 Awesome customer service  Accept advance payments  Multiple competition entry chance  Socialise with customers
Joint promotions with other
 Under promise and over deliver 
businesses  After service flow chart  Labels and stickers on everything
Reminder system – phone
  Reactivate past clients  Build trust with consistency  Temporary deals
call/email/mail/text
 Increase credit allowance  Temporary deals
 Carefully monitor all contacts  Sell database(s)
Sell other business’s products
 Accept trade-ins  Inform clients of entire product
and services   Free catalogues
Plan future purchases with Special offer with next range
  Inform customers of all services
clients purchase  Increase range 
available
 Direct mail special offers  Provide a shopping checklist
 Contracts  Incentives  Offer bigger and better regularly  Pamphlet drops
Anti “buyer’s remorse” – send Target repeat purchase type  Never run out of stock  Use the client’s full name
 
follow up gift customers
 Team training  Membership card/key ring/etc  Use service contracts  Free trials
Remove products – provide Book in next visit at time of  Product of the day/week/month  Guarantees
 
scarcity purchase
 Calendar reminder system  Educate clients on value  Business anniversary/birthday  Sell consumable items
 Company share incentives  Rebates
 Seasonal events  Invite client to return
 Introduce new products  Closed door sales
Maintain impeccable database Points collection program –  Random customer check ups  Newsletters
 
information frequency
 Special club membership  Loyalty cards – multiple purchase
 Tell the company’s magic story  Personalised gifts
 Fax offers  Develop friendships  Store credit card  Telemarketing
 Information get togethers  Free upgrades  VIP customer club

15. Increase Average $ Sale
Key performance indicators Accept credit cards,
 Increase prices    Bulk purchase deals
(KPIs) cheques, EFT and EFTPOS
 Project image of quality  Add value  Merchandising  Finance
Give away maximum soft cost Use either/or/which in
 Red light specials   Bolt on consultation fees 
& minimum hard cost items scripts
Inform clients of all products
  Create special moments  Plus GST  POS scripts
and services
 Phone scripts  Promotions  Team role plays  Minimum spend
 Shopping lists  Recommend more purchases  Train customers  Service contracts
Down sell to increase total
 Offer credit  Team incentives  Stock premium products 
cheque
 Exclusivity  5 for the price of 4 offers  Build rapport  Insurance
 Store layout  In-store education video/DVD  Bigger purchase incentives  Team training
Recommend dearer
 Questionnaires  Measure average dollar sale  No discounts 
products/services first
 Point of sale  Project professional image  Impulse buys  Focus on “A” grade customers
 Product packaging  Suggest premium first  No-Money down deals  Set average dollar-sale goals
 Cross sell  Lay-by  Add-on packaging  BOGOF – Buy 1, Get 1 Free
 Home delivery  Allow trade-ins  Hot spots  Team culture

16. Increase Margins
 Increase prices  Cost reduction across the board  Sell via party plan  Look for automatable area
Remove unnecessary Monitor costs as percentages of Update obsolete
 Focus on more profitable products   
management sales machinery/equipment
Train team to “do it right the first Refinance to reduce interest and  Analyse team rostering  Analyse taxes paid
 
time” fees  Source alternative suppliers  Do not carry old stock
 Recycle  Negotiate time payments Review using workplace Increase team member
 
agreements responsibilities
 Measure wastage  Repackage smaller
 Measure and monitor productivity  Outsource
 Never discount prices  Rent un-utilised space
 Measure team sales/costs ratios  Hire professional book keeper
 Reduce stock on hand  Owners/directors work some shifts
 Reduce duplication  Move premises
 Focus on high quality  Traineeships and cadetships  Sell via direct mail  Employ people in-house
 Stick to the budget  Reduce team size  Employ lower cost team members  Pay cash
 Produce your own product  Utilise consignment practices  Reduce team size  Only buy what you must
 Decrease range  Reduce work space size Lease equipment, machinery, Use interest-free period credit
 
Don’t deal with unprofitable Encourage team to work from vehicles facilities
   Negotiate everything  Have set system for all purchases
customers home
 Team incentives based on margin  Measure sales hourly/daily/weekly  Commission only sales team  Hire a new accountant
 Develop your own label  Mobile business Measure and monitor all Review professional fees and
 
overheads charges
 Quantify actual costs  Form a buying group/network
 Focus on fast moving stock  Team training
 Flow chart all processes  Charge for finance facility Measure and monitor time Stop unproductive marketing
 
 Maintain accurate database  Reduce terms to COD or 7 days management strategies
 Sell via website  Pay accounts on time
 Reduce director’s salary  Update technology
 Buy in bulk  Have phone bills analysed
 Closely monitor team sick days  Systemise routines  Buy direct  No paid overtime culture

17. Sliding Scale
Effect on
Excellent
Average
Area of Focus – Database Business
None
Low Effect = 1
High Effect = 10
Client Database Management
VIP Program
Educate all Clients on all products/services available
Strategic Alliances with other businesses
Make offers to other databases
Client feedback system
Referral & Reward system for ideal clients to use
Send regular newsletters
Thank You system
Client retention program

18. Sliding Scale
Effect on
Excellent
Average
Area of Focus – Sales Systems Business
None
Low Effect = 1
High Effect = 10
Prioritise & consistently measure all sales by profitability
Consistently communicate an “Amazing” Guarantee
Consistently communicate your Unique Selling Position
Consistently measure all Sales & Marketing activity
Consistently use up to date testimonials and case studies
Sales & phone scripts are used consistently
Mystery Shopper program in place
New quality lead generation system in place
Team recruitment system
Team training & development system

19. Dashboard
Too Much Not Enough

20. Take a Minute ...
• Look at your goals
• Look at your performance
• See if your behaviour
matches your goals

21. “Don’t wish it were EASIER,
wish you were BETTER!”
Jim Rohn