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.

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

  1. 1. The Road to business success – are you [really] prepared?<br />March 24, 2011<br />
  2. 2.
  3. 3. What About Fuel-Efficiency?<br />
  4. 4. Lack of Efficiency Costs Money<br />
  5. 5. And it Can Affect All in the Car!<br />
  6. 6. Business Planning<br />Preliminary Planning<br />CPA, Financial Planner, Attorney<br />Business Model & Concept<br />Funding<br />Location<br />Equipment & Supplies<br />Employees<br />Customer Targets<br />Advertising & Marketing<br />
  7. 7. Is it Enough?<br />
  8. 8. Is it Enough?<br />
  9. 9. Getting the Engine to Run<br />
  10. 10. Getting the Engine to Run<br />
  11. 11. Sales – The Fuel That Drives The Business Engine!<br />
  12. 12. Would you…<br />just put in the minimum amount of gas?<br />not care if there was gas in the car?<br />ignore fuel efficiency?<br />be happy with running out of gas?<br />
  13. 13. Of course…<br />the answer to all these questions is…<br />
  14. 14. Now, Let’s Revisit Fuel-Efficiency<br />
  15. 15. Would you…<br />ignore necessary repairs?<br />be happy with increased expenses?<br />not care about additional costs?<br />
  16. 16. Of course…<br />the answer to these questions is also…<br />
  17. 17. So…<br />if sales is the fuel that drives the business engine, why is the fuel gauge often ignored?<br />if improving sales efficiency helps improve sales volume, why is it not made priority one?<br />
  18. 18. What is a Lead?<br />
  19. 19. What is a Lead?<br />A lead is anyone who contacts your businessfor any reason pertaining to your products or services!<br />A lead is a repeat customer… each time!<br />A lead is the result of advertising, marketing and public relations efforts!<br />A lead is the result of money and/or time spent to attract customers to yourbrand and stores!<br />Sales cannot happen without leads!<br />
  20. 20. What is Sales Efficiency?<br />Sales efficiency is total sales divided by number of leads.<br />For instance…<br />$40,000 sales divided by 2000 leads results in a sales efficiency of $20 <br />
  21. 21. Improving Sales Efficiency<br />Telephone<br />Customer Service<br />Follow-up<br />Referrals<br />And, of course… advertising, marketing & pr<br />
  22. 22. Improving Sales Efficiency<br />Telephone<br />Customer Service<br />Follow-up<br />Referrals<br />And, of course… advertising, marketing & pr<br />
  23. 23. What Happens with Improved Sales Efficiency?<br />
  24. 24. If Improved to $25<br />2000 leads at $25 = $50,000<br />That means… $10,000 more sales<br />Without spending one more dollar for…<br />Advertising<br />Marketing<br />Public Relations<br />
  25. 25. Over the Course of a Year…<br />$10,000 x 12 = $120,000<br />You do the math!<br />
  26. 26. Marketing Efficiencies…<br />Cost per campaign or ad <br />Against desired sales volume<br />Determines leads needed to be generated<br />Is the effort worth it?<br />
  27. 27. For example…<br />Cost - $1000<br />At 10% - $10,000 sales volume desired<br />Divided by $25 – 400 leads needed<br />Is it worth it?<br />
  28. 28.
  29. 29.
  30. 30. Choices and Options<br />
  31. 31. Sales-driven Mindset<br />Starts with leads<br />Must be primary focus<br />Managed by accountability<br />Defined by results<br />

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