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Traffic & Conversion Sumit 2018 10X Business Growth

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This deck covers a few of the 21 different ways that we have found to 10X business growth across a multitude of different industries and niches. It explains in detail with exercises how to create bolt on businesses, turn expenses into profits and build monthly recurring revenue.

Published in: Business

Traffic & Conversion Sumit 2018 10X Business Growth

  1. 1. #tcs2018 Revenue Profit Value Matrix: Our Proven Formula To 10x Any Digital Business In 12 Months Or Less Roland Frasier DigitalMarketer.com Facebook.com/RolandFrasierPage
  2. 2. 1. Build Revenues 2. Build Profits 3. Build Value Bolt-On Businesses 3x3x3 Leverage Matrix Acquisition Offer Formula The Traffic Grid Product Mix Dev Grid BML/PMF + TOC Loop Rapid Revenue Multiplier 10X Your Business in a Single Year #tcs2018 E2P Conversion Margin Match Top Line Scrape Geo-Index Arbitrage Lateral Integration Super Employee Multiplier Culture Mission Alignment MRR Niche Neighborhood Brand Diamond Product Value Curve Predicable Selling Systems EV Sales Arbitrage Multiple Bump Matrix
  3. 3. #tcs2018 Medical Billing ** eLearning * Commercial Real Estate * Residential Real Estate * Trade Shows/Events Motorcycle Equipment * Direct Response * Digital Marketing Agency Machine Manufacturing ** Sporting Goods * Legal Services Mastermind Groups Supplements * Real Estate Training Online Casinos * eCommerce * CPG ** Corporate Training Document Preparation Medical Equipment * Telecom Infrastructure * Beauty + Cosmetics * Tax Services Software As A Service A Proven System For Growth * $10MM+ ** $100MM+
  4. 4. The Most Valuable Thing You Do… #tcs2018
  5. 5. “You Won’t Find Value Hiding In The Weeds Of Your Business.” #tcs2018 - Founders Board Advisory Team
  6. 6. #tcs2018 EnterpriseValue Years In Business Start-Up Traction PMF Constraints Growth Maturity Decline Business Growth Life-Cycle Cap Table Seed $ Founders Entity Type CreateIP BML > PMF Find Team Optimize Offer Test Channels Optimize IP Talent Deficit Cash Crunch Legal Issues Offer Fatigue Market Size Growth Capital Add Channels Expand Lines Acquisitions Form Alliances Competition Market Size Legal Issues Offer Fatigue Trend Changes Talent Drain Cash Drain EV Drain IP Dilution Competition Exit Advisory PhaseGrowth Advisory Phase
  7. 7. Other Issues: Other Issues: Other Issues: Other Issues: Other Issues: Other Issues: Structure Financial Marketing KPIs Talent Product Line #tcs2018 Assess Goal Inventory Leverage Execute  The AGILE Growth Framework Structure Financial Marketing KPIs Talent Product Line Cash On Hand Cash Flow Winning Offers Conversion Assets Performing Offers Channels Acquisition + License Strategic Partnerships Influencers Bundles + Wholesaling Structure + Legal/IP Audit Financial KPIs + Dashboard Offer Match + Optimization Product Dev Roadmap Leverage Optimization Repeat Daily Dashboard Quarterly Review Annual Review The AGILE Growth Framework
  8. 8. #tcs2018 AGILE GROWTH FRAMEWORK LEVERAGE Facebook.com/RolandFrasierPage
  9. 9. 3 Quick Ways To Find Leverage In Your Business… #1: Replication #2: Quick Wins Checklist #3: Leveraged Growth Matrix #tcs2018
  10. 10. Method #1: Replication How Can We Do A Multi-Million Dollar Event Every Single Month? Expand Internationally • Reuse The Same Content • Access Host-Partner Audiences • Utilize Host-Partner Teams • Sell Existing Sponsor Pipeline • Tap Local Certified Partner Network • Launch New Countries From Host-Partner Events • Leveraged Customers: Partner Audiences • Leveraged Investment: Partner + Sponsors • Leveraged Team: Core Team + Partner Staff • 2018: USA, Brazil, Australia • 2019: Europe + Asia #tcs2018
  11. 11. __ Expand Internationally (T/G/S/F) __ Manufacture In-House (G/S) __ Buy Your Competitors (T/G/S) __ Buy Your Suppliers (T/G/S) __ Buy Your Clients / Partners (T/G/S) __ Cost Center To Profit Center (G/S/F) __ Buy Complementary Media (T/G/S) __ Franchise To Others (G/S/F) __ License Brand/Products To Others (G) __ Create JVs + Strategic Partnerships (T/G/S/F) __ License Other Brands/Products/Services (G) __ Crowdfund With Clients + Customers (G/S/F) __ Debt/Equity Offering (T/G/S/F) __ Borrow A Salesforce/Rep. Network (T/G/S) __ Outsource Or Offshore Functions (T/S) __ Add Services/Digital To Physical Products (G) __ Add Physical Products To Services/Digital (G) __ Bolt-On Businesses (G/F) Benefits Key: T = Team G = Growth S = Scale F = Funding Method #2: Quick Wins Checklist #tcs2018
  12. 12. Leveraged Customer Acquisition (KPI = CAC + DPL + Viral Coefficient) Add A Channel Acquire Entity Affinity Play Leveraged Transaction Size + Margin Enhancement (KPI = ICV + GM) Add OPP + OPS Bigger Orders Higher Margins Leveraged Buyer Frequency (KPI = CHURN + LTV + MAU + PIR) Add Recurring Buy Recurring $ Borrow Rec. $ Data + Network Investors + Targets Influencers + PMF OP Products/Offers OP Dist. Channels Consolidate S/C OP Products/Offers Investors + Targets OP Products/Offers Media + Channels SPA/APA/License COIs + Virality Svc/Prod Partners Bulk + Bundles Vert/Horiz Int. New Prod/Serv SPA or APA Outsourced Channel Partners Capital + Debt Social Proof/P2P Super Funnel Wholesalers Mfg. + Strat Rels. License/Contract Capital + Debt Partner/Affiliate Method #3: Leveraged Growth Matrix Goal Method NeedMeans #tcs2018
  13. 13. Sales Force, Entrepreneur, MicroSoft Purchased SurvivalLife.com, Publishing Company Influencers @ Events, Top-Down Video, eSports Referrals From Sharks e.g. SpyEscape BathBombSupplies.com + Wholesale Distributors T-Shirts, Bath Bombs, Personalization Printing FPA Buyers Club, American Gun Association Purchased TruConversion.com Recurring Affiliate Offers, Other Peoples’ Lists Leveraged Customer Acquisition (KPI = CAC + DPL + Viral Coefficient) Add A Channel Acquire Entity Affinity Play Leveraged Transaction Size + Margin Enhancement (KPI = ICV + GM) Add OPP + OPS Bigger Orders Higher Margins Leveraged Buyer Frequency (KPI = CHURN + LTV + MAU + PIR) Add Recurring Buy Recurring $ Borrow Recurring Channel Partner SPA/APA/License COIs + Virality Svc/Prod Partners Wholesalers Vert/Horiz Int. New Prod/Service SPA or APA Outsourced Leveraged Growth Examples Goal Method Means #tcs2018
  14. 14. Case Study: Add Customer Channel, MRR + 7-Figure Valuation Increase SaaS: Add Leveraged Customer Acquisition Channel • Existing SaaS (no dev time) • Was a vendor to DM • Existing dev team • 5 figure down + owner carry • 3X ROI in 1st month • Add MRR • Leverage existing inside sales team • Leverage existing media • Leverage existing integrations • Leverage existing software dev team • Leverage existing customer care team • Leverage existing customer list #tcs2018
  15. 15. 5-80-5 Multiplier #tcs2018
  16. 16. “5X Your Company’s Value Cut Your Expenses By 80% + 5X Your Lead Flow” #tcs2018
  17. 17. 5-80-5 MRR #tcs2018
  18. 18. INSIGHT #1 #tcs2018
  19. 19. #tcs2018
  20. 20. MRR = 4X-5X Static = 1X #tcs2018
  21. 21. Static $ 7.2MM Valuation @ $600K/Month MRR $ 36.0MM $28.8MM More! #tcs2018
  22. 22. What Static Income Can We Convert To MRR? #tcs2018
  23. 23. $5.4MM Into $27MM #tcs2018
  24. 24. How We Did It… #1: End A-La-Carte Trainings #2: Focus… Grow Existing MRR #3: Convert Non-MRR Into MRR #tcs2018
  25. 25. How You Can Do This… #1 Convert 1X Payments To Auto-Ship MRR #tcs2018
  26. 26. Convert 1X To MRR… TruDog
  27. 27. 1X To MRR… Vital Choice Seafood
  28. 28. Add MRR (Supplements) To Non-MRR (Seafood)
  29. 29. How You Can Do This… #2 Add MRR Services #tcs2018
  30. 30. Add MRR Services… I Love Kickboxing
  31. 31. How You Can Do This… #3 Turn 1X Sales Into A SaaS, Rev Share Or Box #tcs2018
  32. 32. SaaS + Rev Share… SmartMarketer
  33. 33. Convert 1X To Box… Survival Gear: Apocabox #tcs2018
  34. 34. How You Can Do This… #4 Memberships, Associations + Buyer’s Clubs
  35. 35. Add Association Membership Upsells To Funnels #tcs2018
  36. 36. Convert 1X To Buyers Club… FPA #tcs2018
  37. 37. Convert 1X To Buyers Club… FPA
  38. 38. Convert 1X To Buyers Club… FPA
  39. 39. Convert 1X To Buyers Club… FPA #tcs2018
  40. 40. How You Can Do This… #5 Add Certifications To Trainings #tcs2018
  41. 41. Add Training Certifications… DigitalMarketer.com #tcs2018
  42. 42. MRR Step-By-Step #tcs2018
  43. 43. MRR Step-By-Step Example #tcs2018
  44. 44. 5-80-5 E2P #tcs2018
  45. 45. INSIGHT #2 #tcs2018
  46. 46. AWS Generates 8.6X The Profit Margin On 84.7% LESS Revenue Source: InternetRetailer.com Retail Profit 2.96% AWS Profit 25.4% #tcs2018
  47. 47. How Can We Turn Expenses To Profits? #tcs2018
  48. 48. $49,000 Content Team #tcs2018
  49. 49. $161K Revenue Bonus… It’s MRR #tcs2018
  50. 50. $112,000 Margin #tcs2018
  51. 51. How You Can Do This… #1: Identify Your Biggest Expenses #2: How You Can Convert Them To Income? #3: Offer Them As New Products/Services #tcs2018
  52. 52. E2P… #tcs2018
  53. 53. E2P… Example #tcs2018
  54. 54. 5-80-5 BOB #tcs2018
  55. 55. Bolt-On Business #tcs2018
  56. 56. #tcs2018
  57. 57. #tcs2018
  58. 58. How You Can Do This… #1: Identify Your Superpowers #2: Who Has Your Customers? #3: Match SPs To Their Needs #tcs2018
  59. 59. BOB 5X Lead Multiplier… Example #tcs2018
  60. 60. BOB 5X Lead Multiplier… Example #tcs2018
  61. 61. MRR E2PBOB #tcs2018
  62. 62. #tcs2018 KNOW WHAT TO DO FIRST Facebook.com/RolandFrasierPage
  63. 63. Prioritize What To Do First With The GISC GISC Tool #tcs2018
  64. 64. October 2017 Intensive #tcs2018
  65. 65. Thank You! Access Slides At… http://Slideshare.net/RolandFrasier Facebook.com/RolandFrasierPage#tcs2018
  66. 66. #tcs2018 SalesRevenue Years In Business Start-Up Traction PMF Constraints Growth Maturity Decline Timing Is Everything Exit Advisory PhaseGrowth Advisory Phase Sweet Spot To Sell
  67. 67. 1. Build Revenues 2. Build Profits 3. Build Value Step 1: Improve Offers Brainstorm + test better acquisition and core offers to 10X sales Step 2: Acquire For Growth Buy your competitors, suppliers & complementary lines of business Step 3: Premiums to  MRR Focus on premiums to increase MRR sales by 2X + increase stick with physical component Step 4: Fill Traffic Channel Grid Activate at least 10 new traffic channels for 3X improvement How To 10X Your Business in a Single Year Founder’s Board Copyright 2017 Step 1: Force a Profit Scrape 3-10% of top line to pay yourself first as an expense Step 2: Create Super Employees Provide 1-3 shadows per employee offshore to 2X -4X productivity at an 80% savings over domestic hires Step 3: Radically Cut Expenses Use C.R.U.D. C)ritical, R)OI Positive U)nder Review or D)ead system Step 4: Cost Centers to Profit What do you do VERY well that other businesses would pay for Step 1: Branding & Neighborhood Rebrand and reposition your business for up to 10X valuation increase Step 2: Become the Founder Build bench depth and culture in your staff remove yourself from the org chart and become an advisor Step 3: Bolt-On Businesses Verticalize, license and partner using existing profit centers and platforms Step 4: Prep Sale or Funding Prepare your accounting and pitch deck to take a full or partial exit
  68. 68. 1. Build Revenues 2. Build Profits 3. Build Value Step 1: Improve Acquisition Offer Brainstorm better tangible tripwire offers to boost up to 400% Step 2: Improve Core Offer Begin 49 point testing system and 74 point optimization for 2X bump Step 3: One Time Sales to MRR Focus on premiums to increase MRR sales by 2X increase stick with physical component Step 4: Fill Traffic Grid Activate at least 10 new traffic sources for 3X improvement How To 10X Your Business in a Single Year Founder’s Board Copyright 2017 Step 1: Force a Profit Scrape 3-10% (See Chart) each Deposit to your profit account first Step 2: Create Super Employees Provide 1-3 shadows per employee offshore to 2X -4X productivity at 1.2X cost Step 3: Radically Cut Expenses Use C.R.U.D. C)ritical, R)OI Positive U)nder Review or D)ead system Step 4: Cost Centers to Profit What do you do VERY well other Business people would pay for Step 1: Branding & Neighborhood Rebrand and class your business for up to an instant 5X valuation Step 2: Become the Founder Build bench depth and culture in your staff replacing yourself as CEO and become an advisor Step 3: Acquire for Growth Buy your competitors, suppliers & complementary lines of business Step 4: Prep Sale or Funding Prepare your accounting and pitch deck to take a full or partial exit
  69. 69. Product Growth Formula Acquisition Amazon Clickbank Affiliates Domain Diversity Sellability Retailers VAR’s Seat Licenses Exact Match Un-Answered Social & Email Lead Devices FirstSales Re-Engagment Copyright 2017 Founder’s Board Brand Media* ThirdParty Retail *Free and Premium Content
  70. 70. 1. Set Foundation 2. Build Value 3. Close Step 1: The Call Out: Attention: Men age 50-80 Step 2: The Promise: How to RESULT in TIMELINE without OBJECTIONS or GUARANTEE Step 3: Evidence of Truth: Immediately give the audience hard evidence to believe promise Step 4: Connection: How can they know you understand their problem. Step 5: Your Story: Gain authority over come objection & give hope The 15 Parts of a Great Offer Founder’s Board Copyright2017 Step 6: Provide Logical Solution Reveal your solution, give the mechanism a name and explain how it works Step 7: Benefits & Features Show mostly EMOTIONAL benefits Using the “so” rule in bullets Step 8: Social Proof Provide testimonials, B.U.D.A’s statistics and metaphors Step 9: Make Offer BRIEFLY explain what they get and discount Step 10: Add “WANTED”Premiums Step 11 Reverse ALL the Risk You MUST tilt the risk scale in their favor physically and emotionally Step 12: Add Scarcity People need to be compelled to act NOW or most simply won’t. Loss of premiums usually work best Step 13: FIRMLY Make Your Offer Command them to buy. Step 14: Warn Against In-Action Visually illustrate the pain of inaction Step 15: Recap Reminder: Hit all points of the offer in last paragraph
  71. 71. Copyright 2017 Founder’s Board
  72. 72. Downsell Premium Only Amazon* Lead Magnet Tripwire Sale w/Premium Upsell Annual w/Premium Contest Convo Survey Down Sell $1 Trial Slack Adjuster MRR $1 Trial Slack Adjuster One Time Big Ticket Webinar The Bucket Email, Bot & SMS Optimized Funnel Formula Copyright 2017 Founder’s Board *Add 3 Day Autoresponder At Stop Point That Re-Engages at Next Step Hot List Autoresponder Fires Immediate
  73. 73. Next Steps Roland Frasier | Perry Belcher | Ryan Deiss#tcs2018
  74. 74. 1. Build Revenues 2. Build Profits 3. Build Value Bolt-On Businesses 3x3x3 Leverage Matrix Acquisition Offer Formula The Traffic Grid Product Mix Dev Grid BML/PMF + TOC Loop Rapid Revenue Multiplier How To 10X Your Business in a Single Year Founder’s Board Copyright 2017 E2P Conversion Margin Match Top Line Scrape Geo-Index Arbitrage Lateral Integration Super Employee Multiplier Culture Mission Alignment MRR Niche Neighborhood Brand Diamond Product Value Curve Predicable Selling Systems EV Sales Arbitrage Multiple Bump Matrix

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