This presentation is about the 3 Golden Business Rules for a bigger business profits. 1. Rule of Entity - Owner and his Business are two different entities 2. Rule of Profit - Profitable product do not equal to profitable business 3. Rule of selling - Is not What you sell is HOW you sell it.

3. SMALL FISH MARKETING
Simple
and
Remarkable
Ways
to
Improve
Your
Marke9ng
Results
in
a
Compe99ve
Environment

4. Facebook
Page

6. Coach
LEOW
LEIK
HONG
Bsc
in
Electronics
&
Compu<ng
Cer<fied
Professional
Trainer
(IPMA
UK)
(HRDF
Malaysia)
• Business
Transforma<on
Coach
• Interna<onal
Trainer
/
Speaker
• Book
Author
–
Small
Fish
Conquering
the
Big
Pond
• Founder
of
www.smallfishidea.com
ebook
sales
page
• Founder
and
MD
of
Digital
Profit
Consultancy
Ø Business
Model
Development
Ø Company
Culture
Cul9va9on
Ø Crea9ve
Marke9ng
Strategies
Ø Sales
Management
Development
Ø Social
Media
Marke9ng
Specialize
Programme:

7. Facebook
Workshop
@
Bali
TEAM
Building
@
PD
What
I’m
doing
now….
With
Coach
Radin
Ac<onCoach
Boot
Camp
Intel
MY
Advisor
Training
CEO
Conference
Seminar

8. What
you
can
expect
from
this
seminar?
Blinding
Flashes
of
the
Obvious…
BFO’s…

10. 100% Participation

11. I KNOW…

12. To
Get
the
Most
Out
of
Your
You
Must
Be
Willing
to
Have
Some

13. What to Expect?
ü A lots of coaching and 2-way discussion
ü Team presentation
ü Games and Activities
ü Questions and Answers
ü Tons of knowledge that you may get from
classroom

14. For
today…

15. BE IN BUSINESS?

16. Wealth Creation Ladder
Employee
1
Investor
5
Owner/Leader
4
Manager
3
Entrepreneur
6
Self
Employed
2

17. Common
Challenges
1. GST
implementa9on
–
Business
geHng
harder
2. Ringgit
value
decrease
3. Cost
geHng
higher
4. Compe99on
arise
5. Low
margin
product
6. Talents
are
hard
to
recruit

18. 1. Business Model are confusing
2. Company Vision/Direction is not clear
3. USP – Do you have one?
4. Market Positioning
5. Management System
6. People Development Program
Actual
Challenges

19. Commercial, Profitable,
Enterprise
That works
Without ME!!

20. Very Busy Job

21. .

22. Rule
#
1:
Rule
of
En<<es
Owner and his Business are
2 different entities

23. Rule #1 –
Rule of Entities
1. Business
Plans
2. Business
Model
3. Business
Targets
4. Operation
System
5. Organization6. People7. KPIs
8. Milestones
Business Direction
System
Team
Rewards

24. 1. Business Plan – WHY?
• Vision / Mission
• Goals
• Culture

25. 2. Business Model
• WHAT you going to do?
• HOW you going to do it?

26. 3. Business Targets
• 3 - 5 Years Plan
• 2015’s Plan
• 90 days Planning

27. Rule
#
2:
Rule
of
Profits
Profitable
Products
Profitable
Business

28. Rule
#2:
Rule
of
Profits
(Water
Tank
Analogy)
è Resources
IN
Sales $$$
Equity
Loans
Resources
OUT è
Expenses
Purchases
BUSINESS
PROFIT
LEAKAGES

29. The
Language
of
Business…
NUMBERS
Financial Intelligence
Sales Marketing Growth
Margin Risk Cash Flow
Etc…

30. The
Language
of
Business…
TEST & MEASURE
Know your number…

31. Phase
1:
Financial
Data
Collec<on
Collecting and
Recording
Financial Data
Phase
2:
Financial
Data
Processing
Phase
3:
Financial
Informa<on
Interpreta<on
Phase
4:
Financial
Informa<on
Applica<on
Processing
Financial Data
into Financial
Information
Intrepreting
Financial
Information
Applying
Financial
Information
4
Phases
Financial
Management…

32. Rule
#
3:
Rule
of
Selling
It’s not WHAT you sell,
it’s HOW you sell.

33. “Being Different”
Rule #3 -
Rule of Selling
1.
Niche • Branding
• Purple Cow
• Market Positioning
4 Steps of
Marketing
Strategies 1. Leads Generation
2. Convention
3. Repeat Transaction
4. Average Spending
2.
Customer Experiences
• Touches
• Buying Process
• After Sales Nurture
3.

34. BRANDING

35. Which one attract you better?

36. Which one attract you better?

37. A brand is not just a logo.
It is a collection of perceptions in the mind of
a consumer…

38. BRANDING
DNA

39. 1. Connec<on
–
Sport
shoes
2. Promise
–
Reliable,
Trustworthy,
Well
design.
3. Experience
–
Comfortable
running
shoes
4. Consistency
–
Shoes
quality
5. Personality
–
Sporty,
Healthy
and
Look
Good
6. Rela<onship
–
Run
a
like
Pro
(Michael
Jordan)
Branding of NIKE

40. Branding = Connection
Branding is creating a
collection of perceptions in
the mind of others…

41. Education &
Communication
Defini<on
of

42. Note:
Special,
USP,
PC
Marke<ng
is
about
crea<ng

43. Purple Cow

44. Slimming
Product
Adv
1.
Made
it
EASY
You
can
slimmed
down
even
while
you
are
asleep.

45. 2.
Made
it
FAST
In
10
days

46. 3.
Made
it
SAFE
A
facial
cleanser
that
you
can
drink

47. A
Successful
USP
Should
Be
…
• Truly
unique
…
• Exci9ng
to
your
target
market
...
• Something
that
will
get
people
talking
...
• Something
that
can’t
be
easily
copied,
or
if
it
can
be,
it
will
be
an
obvious
rip-­‐off
on
the
part
of
the
offending
business
...
Video:
HomePlus

48. 4 Different Types of Products
1. BASIC PRODUCTS
– Popular products that generate good leads.
2. PREMIUM PRODUCTS
– High margin products.
3. SUPPORTING PRODUCTS
– Supplement products that support either the Basic or
Premium products.
4. SERVICE PRODUCT
– Value add services and supports to your customer.

49. NICHE
Price
Competition

50. 1. Lead Generation
X
2. Conversion%
=
Customer(s)
x
3. Transaction
x
4. Average $$ Sales
=
Sales
x
5. Margin %
=
$ Profit $
5Ways
Strategies
to
improve
your
Business
Profits

51.
Where do you find lead?

52. 1. Purple
Cow
Effect
2.
Gegng
the
news
out

53. i) product & company culture

55. ii) create a story...
Angry
Birds:
good
&
bad
guys

57. 25
leafs
Mango
is
the
BEST

58. iii)
uniqueness
&
curiosity

59. something
to
talk
about

60. Klein
Constan<a
Farm
-­‐
Honey
iv) Product
packaging

61. packaging
experiences.

62. Spagheg
noodles.
Biscuit.
Fruit
juices.
Tomato
sources.

64. crea9ve
packaging
bag

67. 熊の食
BEAR
BITES
v) theme

70. 1. Purple
Cow
Effect
2.
Gegng
the
news
out

72. WHO ?
WHERE ?
WHAT ?
HOW ?

73. 1. Lead Generation
X
2. Conversion%
=
Customer(s)
x
3. Transaction
x
4. Average $$ Sales
=
Sales
x
5. Margin %
=
$ Profit $
5Ways
Strategies
to
improve
your
Business
Profits

74. An<histamines
Panadol
Acetaminophen
Ibuprofen

76. EASY
TO
BUY

77. Simplify

78. ~
Best
Florist
Signboard
~
Apology
Flowers
-­‐
perhaps
the
greatest
billboard
ever
created
for
the
floral
industry
by
the
Society
of
American
Florists
(SAF),
'Exactly
how
mad
is
she
?'
tells
a
story
in
three
images.

79.
DELL
–
Warranty
Service

80.
Life-­‐<me
Warranty

81. testimonial

82. Minion Attack – Urgency

83. unparalleled customer experience
Video:
Apple
Store
Barcelona

84. 1. Lead Generation
X
2. Conversion%
=
Customer(s)
x
3. Transaction
x
4. Average $$ Sales
=
Sales
x
5. Margin %
=
$ Profit $
5Ways
Strategies
to
improve
your
Business
Profits

85. Loyalty Card

87. Starbucks Tumbler

89. Sakae Sushi ang pow

90. Starbucks Ang Pow

91. 1. Lead Generation
X
2. Conversion%
=
Customer(s)
x
3. Transaction
x
4. Average $$ Sales
=
Sales
x
5. Margin %
=
$ Profit $
5Ways
Strategies
to
improve
your
Business
Profits

92. McDonald’s
Bundle

93.
Up
-­‐
Selling

94. Extension Warranty

95. Check-List

96. Demand
Creation

97. Shopping
Basket

98. 1. Lead Generation
X
2. Conversion%
=
Customer(s)
x
3. Transaction
x
4. Average $$ Sales
=
Sales
x
5. Margin %
=
$ Profit $
5Ways
Strategies
to
improve
your
Business
Profits

99. Let’s
add
some
number
4,000
ppl
x
25%
=
1,000
ppl
X
2
<mes
x
$100
=
$200,000
x
25%
=
$50,000
1. Lead
Genera<on
X
2.
Conversion%
=
Customer(s)
x
3.
Transac<on
x
4.
Average
$$
Sales
=
Sales
x
5.
Margin
%
=
$
Profit
$

100. 4,400
ppl
x
27.5%
=
1,210
ppl
x
2.2
9mes
x
$110
=
$292,820
x
27.5%
=
$80,525.50
10%
Improvement
4,000
ppl
x
25%
=
1,000
ppl
X
2
9mes
x
$100
=
$200,000
x
25%
=
$50,000
1. Lead
Genera<on
X
2.
Conversion%
=
Customer(s)
x
3.
Transac<on
x
4.
Average
$$
Sales
=
Sales
x
5.
Margin
%
=
$
Profit
$

101.
Sales
46%
$Profit$
61%

102. What
are
your
5
WAYS
strategies?
What
is
your
Purple
Cow?
How
do
you
Generate
Leads?
How
do
you
Convert
leads
into
customer?
GeHng
your
customer
to
Come
Back
for
more?
Do
they
Buy
a
Liple
Bit
More?

103. WRITE DOWN…
YOUR TOP
LEARNING
POINTS.

104. BUSINESS TRANSFORMATION
COACH LEOW LEIKHONG
Twiper
@leikhong
www.facebook.com/smallfishidea
Email:
leow@leikhong.com