This document provides tips and strategies for tradespeople to increase their business and profits. It discusses identifying a target customer and differentiating your business. Key points include developing a clear value proposition, building trust quickly, and following a process of connecting with customers, gathering intelligence, presenting solutions, asking for business, and following up. A case study shows how implementing these strategies, such as creating a website and using a customer relationship management system, increased one business' conversion rate from 27% to 73% and average job profits from 6% to over 17%. The document emphasizes taking action and not getting stuck overcoming life's obstacles to implementing changes.

1. How to Win More
Business…at Higher Margins.

2. Welcome…
• Relax
• Enjoy – eat, drink, connect,
• Be Open – take notes, ask how?
• Respect – phones
• Participate – share
• Contribute & Win…
• Link to slides – slideshare.net/tradeinsights

3. Who is PROTRADE United?
We believe in a united effort and collective knowledge
to help you find an even better way to run your
business…
Trade specific solutions in…
• Strategy – income, cash flow, profit, team development
• Accounting – structure, tax minimisation,
• Marketing – online & offline
• System Integration – streamline IP into the cloud & protected

4. Why PROTRADE United?
Ultimately for 3 reasons…
1. To give you the luxury of an unhurried life
2. To raise the standards of trades and related
service businesses around Australia
3. Decrease the anxiety and depression related
deaths amongst trades

5. Some of our clients…

6. Top 7 Key Frustrations for Many
Tradies…
1. Working too hard for little/no remuneration
2. Working under too much stress/pressure
3. Too much time in the business – missing out on family
and lifestyle
4. Staff issues
5. Inconsistent work/jobs
6. Chronic cash flow
7. Constantly chasing their tail – no let up!

7. Over the lifetime of a business…
• Only 39% are profitable
• 30% break even
• 30% lose money
• 1% ‘other’

8. • It now cost 3.5 x more in 2016 than it did 20 years
ago to reach prospective buyers
• It now takes 8 attempts to reach a prospective
buyer compared to 4 attempts 20 years ago
• Therefore ½ the results from previous same
efforts are common
The data shows…

9. Today…
Take home…
1. Tools to significantly increase conversion rates
2. Ways to increase profits
3. Game Plan to implement these tools
4. Real example/case study

10. • Conversion up from
27% to 73%
• Av. $ job from $7,000
to $13,500
• Net profit per job from
6% to over 17%
Case study…

11. Challenges…

12. Does it get any easier?
Don’t wish it was easier.
Wish you were better.
Jim Rohn…

13. Adapt the ideas…
To suit your
business and
personality…

14. Your own economy…

15. Psychology vs. Skills/Ability

16. Are you prepared to change?

17. Change…are you up for it?

18. Earning potential with your
hands?
$000’s

19. Earning potential with your
head?
$000,000’s

20. Default vs. Design

21. Need a recipe…

22. Need a recipe…
Ingredients…
1. Key TARGET Customer
2. Build amazing VALUE
3. Create world class PERCEPTION
4. Build TRUST as quickly as possible
5. Be DIFFERENT
6. HELP… don’t hold up

23. Who is the ‘target’ customer?

24. Where is your VALUE?

25. Perception = Reality

27. How to build trust…FAST?
1. Do what you say you were going to…when you
said you would…in the manner you committed
2. Be a ‘Visible Expert’*
3. Present as a professional*
4. Educate – DON’T sell*
5. Provide real examples/case studies*
* = Credibility Pack

28. Credibility Pack

29. Who do you choose?

30. Better is NOT Better!
DIFFERENTis
Better

33. Even if it doesn’t make sense!

34. What has been valuable?

35. Need a recipe…
Method…
1. Build CONNECTION
2. Gather INTELLIGENCE
3. Present the SOLUTION
4. ASK for the business
5. FOLLOW UP and follow through

36. People
buy YOU
first…
CONNECT!

37. Language

38. Ask questions…
Be
curious!

39. NOT…

40. Present in person…

41. Follow up…

42. What has been valuable?

43. Combine Hi Tech
With
Hi TOUCH!

44. C.R.M.

45. C.R.M.

46. Meeting Schedule

47. Job Management

48. Feedback

49. • Conversion up from
27% to 73%
• Av. $ job from $7,000
to $13,500
• Net profit per job from
6% to over 17%
Case study…

50. Case Study…Pre
• NO plan/system
• NO clear target market – everything to everyone
• NO clear differential
• NO website
• NO voicemail – just voice to text
• Unshaven, dirty when meeting customers
• Constantly late
• No question guide
• Rough quotes done – email through, 1 - 2 weeks
later

51. Case Study…Changes #1
• Created a system/game plan
• 1-page website
• Voice Mail recording
• Enquiry script/guide
• Started using a CRM
• Booked client visits at set times
• Shaved, dressed professionally,
• Arrived on time
• Took Tim Tams

52. Case Study…changes #2
• Ask set questions
• Took photos
• Created a Home Improvement Plan
• Presented in person
• Increase price, upsold extras – plants, services,
• Follow up effectively/promptly
• Thankyou gift on acceptance of job
• Completed on/before time
• Asked for referrals
• Thank you gift on completion

53. What has been valuable?

55. What ACTION will you take?

56. It’s interesting you know…
Most of business owners will…
• Hear what we say,
• Understand it intellectually,
• Agree with all the principles,
• Get excited about what’s
possible
• KNOW that it is the thing they
should do, yet…

57. Do nothing!
What gets in the way…
LIFE!

58. What gets in the way?

59. Your opportunity to get clear
Complimentary Strategy
Session
• Where you are
• Where you want to be
• The Game Plan to get
your there…

60. Participant or Spectator…?