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5 wake up calls
- 1. 5 Wake UpCalls
- 2. Business Frontiers 5 Wakeup calls • How to achieve your objectives • Chasing new business • Improve profitability • Work/life balance • Are you missing the obvious
- 3. Business Frontiers If you’vealways do what you’ve always done You will always get what you’ve always got
- 4. Business Frontiers Written 3% Verbal 27% Nothing 70% Your Business Objective: Have you, written it down
- 5. Business Frontiers OBJECTIVES Immediate -short term - long term Achieving that objective
- 6. Ownership • Your business • Your service • Your clients • Your problems Taking Ownership of your business is the first step to increasing profits and customers
- 7. Ownership Why do youtake ownership • Your expertise • You’re the decision maker
- 8. Ownership How do youtake ownership • Get re-acquainted with your business • Staff – Clients - Services
- 9. Ownership How do youtake ownership • Write up the problems – issues • Make a list • Prioritise » Do the hardest thing first
- 10. Ownership How do youtake ownership • Delegate • If you don’t know » Buy in the expertise » Ask for help » Timeline
- 11. Ownership • Listening • Passive • Selective • Active • Perceptive How do you listen? Listed carefully to all around you; you will be surprised at what you hear
- 12. Ownership • Own it •Listen to your customers • They are buying you and your expertise Don’t let the ownership of your business slip
- 13. Profitability • Increase price • Streamline business processes • Reduce staff • Supplier prices • Extra services So you need to • Clients increase your profits
- 14. Profitability PRODUCTS - CLIENTS • Portfolio » Tailored » Commodity • Clients » New business » Existing
- 15. Profitability Chasing new clients is not always the answer Existing CLIENTS • Life time value » Work it out
- 16. Profitability Life time value • Estate Agent - keep in touch • Carpet Cleaning - what didn’t they clean • Offices - 18 months • Plumber - service contracts
- 17. Profitability Bread and Butter •Needs replacing – repeat business » New one every few weeks - months • Off the shelf » Buy mine • Ongoing service » Contracts
- 18. Profitability INCREASE OF 10% price by 10% customer by 10% no of times customer 10% buys from you by 33% Plus if Cost Of Sales and Expenses were reduced by 5%, the result is a massive 155.55% increase
- 19. Profitability Pricing • What shouldthe price include • Cost of the product - service • Time invested • Travelling • Phone support • Delivery If you do put your • Install price up, make it interesting • Training
- 20. Profitability Pricing • When isit required • Delivery to you • When do you have to pay for it • When will you paid The hidden costs!
- 21. Profitability New CLIENTS • Knowyour market • Be specific • Don’t do anybody anywhere marketing
- 22. Profitability New CLIENTS • Getcreative » Home owners • Exhibitions • Suppliers Counters A few examples
- 23. Profitability New CLIENTS • Clear pricing module • Introductory offers • Guarantees Do you offer all this? • Support • Associations
- 24. Profitability New CLIENTS • Listenclosely • Qualify in or out • Quotes – Stop quoting for the sake of quoting • Follow up
- 25. Marketing Sales and Marketing • Don’t confuse the two • Equally as important • 2 acts in the whole process
- 26. Marketing • Telemarketing • Advertising • Social Media • Mailshots • Website • Networking • Exhibitions and Seminars/Workshops
- 27. Marketing • Marketing Strategy – Telemarketing » Who’s going to do it » Who’s going to train them » How are they to be rewarded » Which market and products and how long » Where are the contacts going to come from » How are you going to measure the results
- 28. Marketing • Marketing Strategy – Social Media » Who’s going to do it » Twitter, Facebook, Free Index » LinkedIn, This is ‘glos-chelt-worc’ » Blogger, 316 » Who’s going to keep doing it » How are you going to measure the results
- 29. Marketing • Marketing Strategy – Advertising » Who’s going to create it » Yellow Pages, Local papers » Specialist magazines » Costs, how long and what products » Direct Mail » How are you going to measure the result
- 30. Marketing • Marketing Strategy • QR CODES Use it. It’s free marketing
- 31. Marketing • Marketing Strategy – Networking » Where and which ones » Time constraints » How long » Industry specific » Commitment » How are you going to measure the result
- 32. Marketing Happy to get • Marketing Strategy marketing! – Who is going to do it – How long – What do you expect – How much are you going to spend – What are you going to promote – Who’s going to follow up – Where are you going to get your targets from
- 33. Marketing • Simple marketingtomorrow – Business cards – Leaflet – Website up to date – Send a letter to your existing customers – QR Codes
- 34. Selling • Sales Strategy And the selling bit – Who is going to do it – How long – What do you expect – How much are you going to pay them – What are you going to promote – Who’s going to follow up – Where are you going to get your targets from
- 35. Marketing • Review what you are doing • Adopt a different approach • Buy in expertise • Don’t let it consume you • USP (unique selling proposition) • Face to Face
- 36. Communications • Communications Plan You need to communicate • Who • How • What • Crisis management
- 37. Communications • Communications Plan • Who – Customers – Colleagues – Staff – Friends and family
- 38. Communications • Communications Plan • How – Email – Letter – Website – Facebook – Skype – Text – Phone – Networking
- 39. Taking Control • Timemanagement • Work life balance • Holidays • Expectation levels • Yours • Your customers
- 40. Taking Control • Whatis your end result – Core objective - vision • Review and planning – Activity - products • Financial – How do you know if your doing OK • Marketing – Who – what – where – when – how
- 41. Taking Control • Sales – Costs – targets • Delivery – Who – support • Administration and operations – Systems – checklists • Team – Staff – suppliers
- 42. Taking Control • Results – Reviewing – Testing – Planning – Measuring – Adjusting » Celebrations
- 43. Are you missingthe obvious – Review subscriptions – Ring a few clients – Create a newsletter to email – Analyse your database – Disaster recovery – Get your book keeping up together – Pick 2 – 3 products to focus on – Know your competition – Time management
- 44. 5 Wake UpCalls • STOP - Doing » What you not good at » Wasting time with time wasters • LESS - Of » Things with no impact • KEEP - Doing » Marketing » Lead generation
- 45. 5 Wake UpCalls • MORE - Of » Face to face » Video marketing » Testing • START - Doing » Planning » Taking Control » Work Life Balance
- 46. Business Frontiers The dayto day demands of running a business can often divert attention from building on the successes gained to date. An expert business advisor provides guidance, expertise and motivation to help prioritise actions for growth. Any questions – you know how to find me – most people do
- 47. Business Frontiers • MarketingStrategies • Social Media • Tele Marketing • Advertising • Sales Plans • Customer Retention • People Skills • Acquisitions • Change Management • Internal Processes • Supply Chains
- 48. Business Frontiers • PersonalDevelopment • Skill Sets • Goals and Objectives • Business Growth • Unique Selling Point • Customer Satisfaction • Long Term Commitments • Effective Communication • Creating Awareness • Communications Plans