Coach thom's 5 ways thom 2 hour version

5 Ways to Super ProfitsCoach Thom Finn

Warning….

Fast Paced but built in buffer to answer questions

Questions encouraged

Not a lecture, you can apply what you shall learn right now

Recover from the Fire Hose- Execute consistently, one bite at time

To Make Sure You Get the Most Out of Your Learning ...

I KNOW

This Power of Focus

Marketing Leverage …

You can use this CHASSIS to build either a Ford Contour or a Jaguar X …

This is the most powerful business secret you’ll ever learn ...

Click to edit Master title style

• Click to edit Master text styles– Second level

• Third level– Fourth level

» Fifth level

04/12/23 7

COACHING. NOT JUST FOR SPORTS.

Number of Leadsx

Conversion Rate %=

Customersx

Number of Transactionsx

Average $$$ Sale=

Revenuex

Profit Margin % =

Profit

555The Five The Five

Proven Ways Proven Ways

to Increase to Increase

Your Business Your Business

ProfitsProfits




» Fifth level

04/12/23 8




» Fifth level

04/12/23 8


Let’s put in some numbers…Number of Leads 4000

X X

Conversion Rate 25.0%= =

Customers 1000X X

Number of Transactions 2.0X X

Average Dollar Sale $100= =

Revenue $200,000X X

Margin 25%= =

Profit $50,000




» Fifth level

04/12/23 9




» Fifth level

04/12/23 9


With just a 10% increase …Number of Leads 4000

X X X

Conversion Rate 25.0%= = =

Customers 1000X X x

Number of Transactions 2.0X X x

Average Dollar Sale $100= = =

Revenue $200,000X X x

Margin 25.0%= = =

Profit $50,000

4400

27.5%

1210

2.2

$110

$292,820

27.5%

$80,525


Number of Leadsx

Conversion Rate=

Customersx

# of Transactionsx

Avg. $$$ Sale=

Revenuex

Profit Margins =

Profit

Year 04,000

x25%

=1,000

x2x

$100=

$200,000x

25% =

$50,000% Increase

Year 14,400

x27.5%

=1,210

x2.2x

$110=

$292,820x

27.5% =

$80,52661%

Year 24840

X30.3%

=1,464

x2.4x

$121=

$428,718x

30.3% =

$129,687159%

Year 35,324

x33.3%

=1,772

x2.7x

$133.10=

$627,686x

33.3% =

$208,862318%

Year 45,856

x36.6%

=2144

x2.9x

$146.41=

$918,995x

36.6% =

$336,375573%

What if we continued for 5 years?Year 56,442

x40.3%

=2,594

x3.2x

$161.05=

$1,345,500x

40.3% =

$541,735983%




» Fifth level

04/12/23 11


46% increase in your Revenue ...

61% increase in your Profit…

Marketing Leverage Chart ... Coach Thom’s 5 Ways to Increase

Your Business Profits ...

No. of Leads/ Prospects

X Conversion

Rate =

No. of Customers

X No. of

Transactions X

Average $$$ Sale

= Revenue X Margins = Profits

Lead

Generation Conversion

Rate No. of

Transactions Average

$$$ Sale Profit

Margins 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. 50. 51. 52. 53. 54. 55. 56. 57. 58. 59. 60. 61. 62. 63. 64. 65. 66. 67. 68. 69. 70. 71. 72. 73. 74. 75. 76. 77. 78. 79. 80. 81. 82. 83. 84. 85. 86. 87. 88. 89. 90.

Local Newspaper Advertising Daily Newspaper Television Advertising Radio Advertising Magazine Advertising Trade Journal Advertising Industry Newsletter Ads School Newsletter Ads Newspaper, Magazine & Newsletter Inserts Public Relations Press Releases Letterbox Flyers Sidewalk Handbills Catalogues Brochures Yellow Pages White Pages Directories Barter / Trade Exchanges Buy Database Lists Direct Mail Piggy Back Invoice Mailings Tender Lists Fax Outs Billboards / Posters Shop-a-Dockets Taxi Backs Cinema Advertising Sponsorships Post Card Mailings Internet / Web Pages Building Signage Car Signage In-store & Sidewalk Signage Window Displays Passing Trade Point of Sale Material / Displays Product Packaging Video / In-store Displays Shopping Centre Promotions Create an Industry Newsletter Stickers and Tags Fridge Magnets Named Promotional Gifts Blimps, Balloons, Plane Banners and Skywriting Gov’t Programs / Contracts Uniforms / Name Tags Business Cards Networking Functions Salespeople Telemarketing Cold Calling Competitions / Surveys Host Beneficiary’s Strategic Alliances Write a Book Seminars & Events Fetes & Shows Open Days & Sign On Days Fundraising Campaigns Trade Shows Party Plan Network Marketing Distributors / Agents Licensees / Franchisees Market Days Change / Open More Locations Trade Longer / Different Hours Open New Territories Test & Measure

Provide Team Selling Incentives

Team Buying Incentives

Referral System Buying space ads in e-zines Endorsed email blasts from affiliates Pop-under and popup ads on other sites Postcard mailings Magalogs - catalogs that look like magazines Spots in other peoples' catalogs FEDEX envelopes to highly-targeted prospects from carefully selected mailing lists Issuing a Press Release Writing a Book Being an "Expert" on a Talk Show Flyers distributed house-to-house or business-to-business Doing a custom teleseminar for another person's email list Speaking at seminars

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. 50. 51. 52. 53. 54. 55. 56. 57. 58. 59. 60. 61. 62. 63. 64. 65. 66. 67. 68. 69. 70. 71. 72. 73. 74. 75. 76. 77. 78. 79. 80. 81. 82. 83. 84. 85. 86.

Written Guarantee Define Your Uniqueness Develop Your Own Product Line Sell an Exclusive Line Increase Range or Variety Provide Quality Products Print a Benefits List Use a Testimonial List Before & After Photo’s / Demo’s Show Samples / Example Photo’s Quality Brochures Information Sheets / Booklets Added Value Offers Make an Offer Start a Trend / Fad Product / Price Listings Team Member Profiles Write Company’s Magic Story Packaging Display Awards / Certificates On-Hold Messages Account Applications Allow Mail Order, Home Delivery Pre-send Appointment Cards Point of Sale Displays Use Payment Plans & Financing Take credit cards, cheques & Eftpos Daily / Weekly cost Breakdown Flowchart Your Sales Process Audio, Video & CD sales demo’s Reprint Press Articles Re-write Quotes, Tenders and Proposals into Action Plans Print Company’s Vision/Mission Use Prospect Questionnaires High Dress Standards/Uniforms Try Before You Buy In-store Merchandising Sales Scripts Greet Prospects & use their Name Introduce Yourself Smile, Build Trust & Rapport Ask Questions & Listen Provide Ideas and Advice Educate on Value, not Price Provide a Timely Response Increase Product Knowledge Up sell, Cross Sell & Down Sell Educate How to buy, What to do Use NLP Techniques Sell on Emotion & Dreams Follow Up & Follow Up Again Ask for the Sale, Confirm the Sale 1800 no. & Reply Paid Address Provide Refreshments Entertain, Wine and Dine Competitions, with follow up Make it easy to buy Measure Conversion Rates Train entire team in Sales/Service Provide Team Incentives Survey your past customers Survey people who don’t buy Provide a 1st Buyers Incentive Office, Vehicle &Team Appearance Lighting, Clean Toilets, Air Conditioning, Kids Room, Snack Bars and Background Music Accept trade-ins Bulk Buy Specials Scarcity & Limits, Fear & Pain Hire more/some sales/telesales people Change your Direct Mail pieces Collect all prospects details Stay in touch, cards, newsletters Give away to get back, Reciprocity Factory / Site Tours Target better prospects Company profile &business cards Gimmicks with Direct Mail Charge for normally Free Advice A Gift Cheque towards purchase Always have stock on hand Offer Exclusivity Allow Prepayment Set Sales Targets …………………………………… …………………………………… ……………………………………

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. 50. 51. 52. 53. 54. 55. 56. 57. 58. 59. 60. 61. 62. 63. 64. 65. 66. 67. 68. 69. 70. 71. 72. 73. 74. 75. 76. 77. 78. 79. 80. 81. 82. 83.

Better service, make your customers feel special, give them magic moments Under Promise & Over Deliver Streamline Your Service Deliver Consistently & Reliably Keep in Regular Contact Inform Customers of Entire Range Increase Your Range Increase Product Obsolescence Introduce Upgrades Regularly Always have Stock Offer Service Contracts You keep clients vital information for them, develop your own language Product of the week / month Ask them to come back Use Call Cycling Send out a Newsletter Run a Frequent Buyers Program Create a Membership /VIP card Collect a Database of Past Clients Give out Members Cards or Keyrings Use a Multiple Purchase Card Pre-sell or take pre-payments Contracts Till Further Notice Deals Re-book next visit now Plan Future Purchases with clients Offer on next purchase Reminder System Accept Trade-Ins Increase Credit Levels Offer Incentives / Rebates Target likely Repeaters Post Purchase Reassurance Educate on Full Value Suggest Alternative Uses Special Occasion Cards/Gifts Direct Mail Regular Offers Follow Up & Follow Up Again Telemarket Run Competitions Past Customer Events/Promotions Closed Door Sales Fax Sales Named Promotional Gifts Information Nights Free Upgrades for more Loyalty Socialize with Clients Provide a Shopping List Labels and Stickers Direct Mail Special Offers Catalogues so Visitors can re-order Cooperative Promotions Sell other people’s Products & Services Rent / Sell your Database Continually Clean up your database Keep Good Data on Clients Tell your Magic Story Build a Relationship Know your customers Name Tell them Your Full Name Become their Friend Offer Free Trials New Product Launches Train Your Team Offer a Shareholding in Company Sell more consumables Rolling Timeline of Communication Calendar Timeline of Communication ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. …………………………………..

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. 50. 51. 52. 53. 54. 55. 56. 57. 58. 59. 60. 61. 62. 63. 64. 65. 66. 67. 68. 69. 70. 71. 72. 73. 74. 75. 76. 77. 78. 79. 80. 81. 82. 83. 84. 85. 86.

Increase Your Prices Up Sell Cross or Add On Sell Down Sell Use a Checklist Use a Questionnaire Allow Payment Terms Arrange Easy Finance Carry Exclusive Lines Rearrange Store Layout In-store Merchandising Point of Sale Material Impulse Buys Product Packaging Sell with an Either/Or Question Create Package Deals Create Bulk Buy Deals Gift with $XX Purchase Allow eftpos, cheques & credit cards Make sure clients know your full product and service list Charge Consulting Fees Sell Service Contracts Sell Extra Warranty/Insurance Train Your Team Use Sales Scripts Train Your Customers Stock More High Priced Ranges Create a Quality Image Only Service ‘A’ Grade Customers Sack ‘C’ & ‘D’ Grade Customers Allow Trade-ins/Trade-ups Offer Home Delivery Charge for Delivery/Post & Package Build Rapport / Treat as Special Set an Average $$$ Sale Goal Measure the Average $$$ Sale Customer Incentives for Bigger Purchases eg. Fly Buy Points Team Incentives for Bigger Sales Stop Discounting Add Value Give Away Perceived Value In-store Promotions Red Light Specials Educate on Value, not Price Ask people to Buy Some More 4 for the price of 3 offers Buy one get one Free offers In-store Video Promotions Store, Team & Vehicle Appearance Suggest Most Expensive First Provide a Shopping List Have a Minimum $$ Order Amount Allow Lay-By ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. ………………………………….. …………………………………..

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. 50. 51. 52. 53. 54. 55. 56. 57. 58. 59. 60. 61. 62. 63. 64. 65. 66. 67. 68. 69. 70. 71. 72. 73. 74. 75. 76. 77.

Increase Your Margins/Prices Sell More Big Margin Goods or Services NO Discounting Sell Only Quality Sell Your Own Label Sell an Exclusive Label Sack C’s and D’s Keep an Accurate Database Sell Via Direct Mail/Internet Sell Via Party Plan/Multi Level Commission Only Sales Team Provide Team Training Pay NO Overtime Reduce Team Size Reduce Unnecessary Management Reduce Directors Fees Efficiency, Productivity & Time Management Negotiate Employment Agreements Team Incentives Based on Margins Reduce Duplication Know Your Actual Costs Work Costs as Percentage of Sales Set Monthly Expenditure Budgets Only allow your Team to buy with an Authorised Purchase Order Better Negotiation Skills Reduce ALL Costs by 10% Do it Right the First Time Recycle Decrease Range Take Stock on Consignment Lower $$ tied up in Inventory Only Sell Fast Moving Stock Buy In Bulk, pay & receive overtime Buy Direct Manufacture Yourself Repackage Smaller/Own Label Promote Idle Time Rent Idle Space Work 2 or even 3 shifts Have Smaller Outlets Work from Home Have a Mobile Business Join/Start a Buying Group Re-finance Charge for a Finance Facility 30 Day terms to 7 days Invest in Technology Systematise the Routine, Humanise the Exceptions Automate as much as possible Sell obsolete Equipment/Machinery Sell Off Old Stock Reduce/Eliminate Taxation Expense Negotiate Fixed not Variable Expense Employ People In-House Outsource Move Premises Pay Cash rather than Loan Interest Only Buy what you NEED Use a company credit card for Bonus Points & up to 55 days interest free Rent for maximum tax write off Change Accountants Beg, Borrow or Steal Keep Overheads to a Minimum Stop Running Ads that don’t work Measure Everything Regular/Timely Accounts Get Phone Bills etc Checked …………………………………… …………………………………… …………………………………… …………………………………… …………………………………… …………………………………… …………………………………… …………………………………… …………………………………… …………………………

Discipline Stragegy Client Way Notes references links references links2 references links3ASI Bill Z Bob's Dell Use Furniture DRU Frank Gold Glo Green Removal Horizon Jesse JimRay Joe H KAP KEG NCSB NT PCCS Richard Stoltzfus Rebel S&L Smoker Smucker Energy Snyder Thom Finn Timberline Tusc. BRFurnish Zook2 Rough RidgeColumn2 Column3 Column4 Column5 Column6 Column7 Column8 Column9 Column10Column11Column12Column13Column14Column15Column16Column17Column18Column19Column20Column21Column22Column23Column24Column25Column26Column27Column28Column29Column30Column31Column32Column33Column34Column35Column36Column37Column38Column39Column40Column41Column42Column43Column44Column45Column46Column47Column48Column49Column50Column51Column52Column53Column54Column55Column56Column57Column58Column59Column60Column61Column62Column63Column64Column65Column66Column67Column68Column69Column70Column71Column72Column73Column74Column75Column76Column77Column78Column79Column80Column81Column82Column83Column84Column85Column86Column87Column88Column89Column90Column91Column92 Column93 Column94Column95Column96Column97Column98

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Cash Flow Dump slow movers – . . . . . . . . . . . . . . x hay . . . . . . . . . . . . . . . x .

Cash Flow Vertical Search Works . .

Cash Flow Reach Local…post about you, it grabs it reposts it on frace book ; . .

Cash Flow Vertical Analysis of P&L's . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Cash Flow Customer Discounts to under Income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . x .

Cash Flow Turn your crap in tocash . . x

Cash Flow Customers takign discount without paying on time? . . x

Cash Flow What are your terms? Change it 30 days to 15 Change 10% net 10 discount to prepay in full/Discounts only for prepay. . x

Cash Flow Refinancing What's your current rate, terms (length) total amount financed, the current rates, how much paging on P and I? a month., what is current debt amount, still outstanding, total interst charges amount? Are you breaking out interest and pirnciap? All loands, interest rate on each, remaining princaipal, what is the asset on this the collaterla, is it worth purusing. Are yhou rrrecnt, Converntioanl lines, LOC exhausted, do you have to pay down your LOC, credit cards,seperate LOC and debt. What is pre payment penalty if we leave?. . x

Cash Flow Sources of Funding: SBA, Cash4 Business, Factoring-leases. AR; SBDC, Life Insurance, 401K, . . x

Cash Flow Help them save by refininacing- help with Interest, stretch out their terms, help with cash flow, consolidate equipment loadns Ellie Mrshall, . . xCash Flow Go After A/R . . xCash Flow Review Expenses . . xCash Flow Minimal Charge Policy, unbillded hours-giving away stuff for free? How many jobs under $25- whats the minimum charge and how many under this? LOW RATE and FREQUENCY then its not a good strategy…cpommunicate rate change to old clients. "effective March 1st the new minm rate is $x. If you have qyue equestions please call me, John at 717". MINIMAL ORDER and how to get to minimal order policy. .Cash Flow Sell Obsolete Equipment -idle; cheaper to rent? How would you sell it? If its 3 mopnmth progject, . .

Cash Flow Money Master….search for Money Moaster 2.8 . .

Cash Flow Cash Flow Emergency ..\John's Custom Glueing\Money I only have 1000 dollars left in LOC HElp JSG.doc. . .

Cash Flow EFT . .

Cash Flow Credit Cards-get credit back up . .

Cash Flow Phase Payment,s more milestones . .

Cash Flow Invoicing Speed . . . . . . . . . . . . . . x . . . . . . . . . . . . . . . . .

Cash Flow Get your Loss Runs from Insurance 60 days prioer to renewal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Cash Flow Faster Work In Progress . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

AVG$ List of Upsell Offers . . . . . . . . . . . . . . x . . . . . . . . . . . . . . . . .

AVG$ Sell on time faster but more $ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .AVG$ Small Add on Sale price increase . . . . . . . . . . . . . . x . . . . . . . . . . . . . . . . .AVG$ Engeerein fees . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .AVG$ Price Increase . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Chris Stepian Get Questionaire? Chamber Commerce . . . Price IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreasePrice IncreaseAVG$ Miscellaneous Invoice Charges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Leroy Johnson Chamber CommerceCR% Breakdown of quotes. Our includes, this this this and this for $, and theirs has that, that and that. Put it on website.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Julian Crawford Chamber CommerceCR% Who quotes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Russ Barling Send Saw this and Thought of you...meet and greet network PlusCR% pick 4 quotes that converted and determine how long on average they take to turn .. Good to know. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Matt Gilmore-Aqua Chill Send Saw this and Thought of you...meet and greetCR% Determine a 3 month conversion rate from quote to Sale . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% streamline your quote process $100/hour . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Men from the Boys . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Why did you win? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Change specs along the way to . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Who is already doing the work? Did they write the spec? How important is to keep they have . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Ask What does cleint need at this step in the process? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Do you want a detailed ..or high level non gtd.back in 4 hours….expidited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Follow up with Webinar, Video . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% President to President HI, we are quuting to quoting, let em know.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% 5 things normlaly left out in other quotes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Contracted Bids…we can bid but we recommend you do this, we can also excuse ourselves and consult you on the bid.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% we will guarnatee my quote and quality, and give 5% . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% show no charge items . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .CR% Telemarketer.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

CR WEB% Google Places keyword in title tag, business name in title taghttps://www.google.com/accounts/ServiceLogin?service=lbc&passive=true&utm_campaign=en&utm_medium=ha&utm_source=en-ha-na-us-places_skws&continue=http://www.google.com/local/add/analyticsSplashPage%3Futm_campaign%3Den%26utm_medium%3Dha%26utm_source%3Den-ha-na-us-places_skws. .CR WEB% Newsletter content sign up for Google Alerts, type in specifics . . . x xCR WEB%CR WEB% make your own mobile website http://www.howtogomo.com/en/d/CR WEB% Breakdown of quotes. Our includes, this this this and this for $, and theirs has that, that and that. Put it on website.CR WEB% Google Web Master tools https://www.google.com/webmasters/tools/home?hl=en. . http://video.google.com/videoplay?docid=4526554928294588907#docid=7757549478158674628. x? x? x x x x x x x x x x x x

CR WEB% Would some of your business partners be willing to link to your site?. . . . x x x x x x x x x x x x x x x x x x x x x x

CR WEB% Are there any trade organizations or local business organizations you can join. . . . x x x x x x x x x x x x x x x x x x x x x x

CR WEB% Create 10 easy tips to help you [insert topic here] articles. Again, these are exceptionally easy to link to.. . . . x x x x x x x x x x x x x x x x x x x x x xCR WEB% It is pretty easy to ask or answer questions on Yahoo! Answers and provide links to relevant resources.. . . . . . x x x x x x x x x x x x x x x x x x x x x xCR WEB% Review products and services on shopping search engines like ePinions to help build your authority.. x x x x x x x x x x x x x x x x x x x x x xCR WEB% It is pretty easy to ask or answer questions on Google Groups and provide links to relevant resources.. x x x x x x x x x x x x x x x x x x x x x xLG List of customers: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .LG 80/20 Rule 80% coems from 20% customers make a list, nost Profitable , and keep them cmoiong back…Know Them….Everyone know who they are….always treat them like royalty, know their lifetime value., other gifts.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .LG Update Sales Collateral . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Gateway Establish goals Not having goals is like not having a road map of where you want to go. Rather than wisely using your time to move to a specifci direction, that you previously determined was where you wanted to go, you wandering aimlessly in the desert. mind as we work through your goals and use it as a reminder ANYTIME you set up goals. . . FOR HOMEWORK/FOR TODAY, Lets write down AND POST what our next set of goals are, using success markers. While you are wirting them down on something you CAN see in your office, I will put them into our agendas so we are working TOWARDS these each ession. . . . . . . . . . x . . . . . . . . . . . . . . . . .

Gateway Key Performance Indicators KPI KPI's Accountability thru KPIS: you are my diet coach…we set up a smart goal, how would you measure it, scale, okay…how else would you measure it, a calorie tracker? And exercise schedule,…...Key Performance Indiciator…excellent way totest the effectiveness and to keep you and the whole team accountable. This will your coach long after I am dead and gone… You ONLY need to remember to list the KPIS and the hopefuly have some sense of shame and guilt and react when the KPI come sto you .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Gateway The view from 30,000 feet over and over and over Generalized Programs\View from High Above 30,000 feet.ppt. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

GP% KPI OT, Why? Who approves it? Why is it>?: License to print their own checks. How much is it over the year? How does it fit into your compensation? An entitlement? Develop a policy. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% classify team into 3 categories #NAME? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% Max sales and # of employees…and now . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Reporting labor to COGS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Reporting Vertical Analysis . .Reporting Show sales discounts on PYL "How to read a P&L". "Please send me an Income Statement (or Profit and Loss) from the beginning of the year ". . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryReduce Dead Stock Inventory . . . . . . . . . . . . . . x . . . . . . . . . . . . . . . . .GP% InventoryTurn Rate- vs. Industry Coparison (total Sales divid Total inventory) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryDoes 1 person or many order . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryRecent Inventory -cycle counts, x# of items only counting 5% of the inventory in a month.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% Inventoryany exipiration shelf life inventory? . . . . . . . . . . . . . x . . . . . . . . . . . . . . . . .GP% InventorySell it this week. Rock Bottom for cash If you cut the tail off the dog, you don’t do it an inch at a time….. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryVendor Managed Inventory . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryHow much is vendor sponsored- VSI, Consignment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryGoal for Inventory turn rate?12 is Good….less than 6 is a big problem. Saying that my inventory sits on the month for 2 months before I sell it. Biz Stats. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% Inventorywhat would you have to charge to sell that item? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% Inventorytaking inventory write downs? Shrikning? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryHow much of inventory is ____old; how much moves on weekly basis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% InventoryGross $ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% He who has the lowest overhead and highest profit margin wins… . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% requote all insurance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% Ads that don’t work . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GP% Mandate a 10% reduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Best Taught with a True Story

Diagnosis.

Tight Cash

Weak Profits

Crazed

# of leads was ok

Didn’t know his #

First things first….

Action Plan: #1) Conversion Rate

Conversion Rate Rx’s Measure it

Set goal of 30%

SCRIPTS Price up front! Wheat from the chaff “5 steps to sell a shed”

Better Quotes/Estimates

SPECIFIC Follow up

Action Plan: #1) Conversion Rate

MORE Conversion Rate Rx’s Web Site

Answer top 3 objectives Answer top 5 FAQ in copy Address top 3 objections MANY CTA’s

Prospect Management Date of Next Call Purpose

Conversion Rate …

10 ways you can convert a lead?

1. 2. 3. 4. 5. 6. 7. 8.9. 10.

Use scripts - script best person and train all othersTrack conversion rates Get sales trainingUse either or questionSet goals and conduct regular sales meetingsHire better sales peopleUse check sheetsSell benefits onlyFocus on clients’ needs and wantsBuild rapport

Applied to Websites: Before

Applied to Websites: After

Action Plan: #2) Average Dollar Sale/Invoice/Transaction

Avg$ Rx’s The Mix

Find/show All margins Top Sellers and Dogs Price Point at least tops

Margin vs. Mark Up Guitar Picks Upsell Ad Sell Down Sell

Action Plan: #2) Average Dollar Sale/Invoice/Transaction

Avg$ Rx’s Price Review

FEAR

LOGICAL options CHECKLIST

Better Display/Planagram & Merchandising

Package with dying inventory

Friendlier payment terms

Copyright © ACTION International 2004

Average Dollar Sale …Average Dollar Sale …

10 ways you can increase 10 ways you can increase your average value of sale?your average value of sale?

1. 2. 3. 4. 5. 6. 7. 8.9. 10.

Up-sellCross sellAdd on sellUse scriptsTrain salespeopleUse checklistsIncrease rangeIncrease average value of rangeSell the highest value firstRaise your price

Action Plan: #3) Profit Margins

Profit Margins Rx’s On Going Margin

Review

Shop Commodities

Test and Measure then Stop Ineffective Marketing

Pay for Performance-Commissions

Monitor Old Inventory

Purchase on History

Refinance debt

Mandate 10% reduction

Discounting vs. Increasing Prices...

20% gross margin10% price change = 50% profit

change!

80 80 80

2010

30

0

20

40

60

80

100

120

Base 10% Discount 10% Increase

Profit

Variable/Direct Costs

Action Plan: #4) Lead Generation

Lead Generation Rx’s Test and

Measure/HDYHAU

Break Even Analysis

Per month .Strategy Pa Hunting .com New Salesman new Computer _______ _______ _______ _______ _______ _______

Cost per month 150$ 2,000$ $ $ $ $ $ $ $Associated Cost #1 per month $0.00 $250.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

Associated Cost #2 per month $0.00 $510.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

Associated Cost #3 per month $0.00 $300.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

other expenses?per month $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

Total Fixed Cost of Campaign 150$ 3,060$ -$ -$ -$ -$ -$ -$ -$

Gross Profit per SaleAverage $ Sale per month 250$ 250$ 800$ 800$ 800$ 800$ 800$ 800$ 800$ Gross Margin % 42% 42% 50% 50% 50% 50% 50% 50% 50%Total Gross Profit per Sale 105$ 105$ 400$ 400$ 400$ 400$ 400$ 400$ 400$

Net Profit per Sale 105$ 105$ 400$ 400$ 400$ 400$ 400$ 400$ 400$ (Gross Profit per Sale less Variable Costs)

Campaign Break-EvenTotal Fixed Cost of Strategy per month 150$ 3,060$ -$ -$ -$ -$ -$ -$ -$ Net Profit per Sale / 105$ 105$ Sales/Transactions Needed To Break Even 1.43 29.14 Revenue needed per month 357.14$ 7,285.71$

Estimated Conversion Rate on Leads 60.0% 40.0% 60.0% 60.0% 60.0% 60.0% 60.0% 60.0% 60.0%Leads Needed 2.38 72.86

Likely to work? Yes/No…

Enter data manuallyFormulas calculate automatically

How to work out whether your campaign is worth it …

Action Plan #4) Leads thru Scientific Advertising

Big business Big Ad

Logo

Pound it into their heads through repetition

“Branding” or “Name Recognition”

Small business Understand the customer’s needs and

wants

Provide information to the customer to give them control over their buying decision

Attention ...

Interrupt the unsuspecting suspect … Gain attention with hot buttons … Don’t use your own name ... Put the word YOU in it ... Open a loop ... Qualify the right readers ... Sell the benefits ... 20 to 25% of the space of the ad ...

Attention ...

Early right hand page, right hand edge ... Photo - Top 1/3rd or head & shoulders ... Stay off left pages & out of the gutter ... Headline at the top, name and contact

details at the bottom ... A dashed border for small ads ... Use a caption under your photograph …

Interest ...

ENGAGE your suspect by promising to educate

What’s In It For Me ... A point of ‘YOU’ ...

Example:

“Ask these 15 questions to make sure your moving company will get all your stuff there safely…”

Desire ...

Educate your suspect with the information they need to make a wise buying decision …

Build and defend your case like an attorney … Use colorful language that paints a picture … Share testimonials that demonstrate benefits … Use serif vs. sans serif (Times New Roman vs. Arial) … Use italics, CAPITALS, or underlining sparingly for

emphasis … Use columns, short paragraphs, spaces between

paragraphs …

Action ...

Give your suspects a low risk way to take a step closer to you

Offer should promise more education Appeal to now and future buyers Be specific in what you want them to do and make it

easy Add people to your hopper system even if they’re not

ready to buy now Try a coupon

Example: “Yes! I’d like my free moving company comparison checklist. Call xxx.xxxx”

Benefits

USP

Call to ActionScarcity


Number of Transactions …Number of Transactions …

Why do people leave ?Why do people leave ?

1% ... Death1% ... Death 3% ... Move House3% ... Move House 5% ... Buy from a Friend5% ... Buy from a Friend 9% ... Sold by a Competitor9% ... Sold by a Competitor 14% ... Product/Price14% ... Product/Price 68% ... Perceived 68% ... Perceived

IndifferenceIndifference


1. Maintain a database of clients and prospects 2. Contact your clients more often,

• courtesy calls, • post cards, • etc..

3. Invite them to special events4. Make them feel special5. Send them special offers6. Keep details on potential future purchases and then

contact at the time7. V.I.P clubs8. Frequent purchaser program9. Telemarket/salesperson calls10. Create a perception of difference

Number of Transactions …Number of Transactions …

10 ways to retain your clients and have10 ways to retain your clients and have them purchase more frequently? them purchase more frequently?

You will lose 20% of your clients per year as a natural course of events.

Let’s put in some numbers…Number of Leads 4000

X X

Conversion Rate 25.0%= =

Customers 1000X X

Number of Transactions 2.0X X

Average Dollar Sale $100= =

Revenue $200,000X X

Margin 25%= =

Profit $50,000

With just a 10% increase …

Number of Leads 4000X X X

Conversion Rate 25.0%= = =

Customers 1000X X x

Number of Transactions 2.0X X x

Average Dollar Sale $100= = =

Revenue $200,000X X x

Margin 25.0%= = =

Profit $50,000

4400

27.5%

1210

2.2

$110

$292,820

27.5%

$80,525

Business is MathA B B ans C C answ D D answ

Leads ?? 500 500 ??? ???? 1333x Conv Rate% 10% 15 ??? 15% 15% = # of customers/invoices/orders 4 25 75 ??? 190.48 200xAverage $ale 25 ??? 3.3333 3500 3500 2500x# of trans. 1 2 2 1 1 1 = Revenue/Sales 100 500 500 ??? 666666 ???xGross Profit % 30% 25% 30% 30% 0.15% = Profit ??? 125 200000 200000 ???

5 Ways to Increase Your Business Profits

Example (month)

PRESENT % more Future

Lead Generation 800

X X X X

Conversion Rate 12%

= = = =

Number of Customers 96

X X X X

Number of Transactions 1

X X X X

Average Dollar Sale $1500

= = = =

Revenues $144000

X X X X

Gross Margin 30%

= = = =

Gross Profit $48000

- - - -

Fixed Costs

= = = =

Net Profit

5 Ways to Increase Your Business Profits Strategies Lead

Generation Conversion

Rate Number of Transactions

Average Sale

Margins

That have worked 1 2 3 4 5 That have not worked 1 2 3 4 5 Strategies you consider you should be using

1 2 3 4 5

Please fill out as applicable for your business using the 5 ways chart supplied


Number of LeadsNumber of Leadsxx

Conversion RateConversion Rate==

No. of CustomersNo. of Customersxx

No. of No. of TransactionsTransactions

xx

Ave. $$$ SaleAve. $$$ Sale==

IncomeIncomexx

Margin Margin ==

ProfitsProfits

4,0004,000xx

25%25%==

1,0001,000xx

22xx

$100$100==

$200,000$200,000xx

25% 25% ==

$50,000$50,000

8,0008,000xx

50%50%==

4,0004,000xx

44xx

$200$200==

$3.2 million$3.2 millionxx

50%50%==

$1.6 million$1.6 million

For FUN, what if For FUN, what if 100% ... ?100% ... ?

This Stuff works!

Bob was able to launch his 2nd business

Henry was finally able to roll out his new product line

Teresa had much more effective staff meetings

Gary was able to be at home by dinner

“I look around for 1-foot bars that I can step over.”~Warren Buffet

“I don't look to jump over 7-foot bars:

Now what….

Pick one tool to focus on for 30 days

Master that then add to it

Try, try, try again

Down and out homeless alcoholic who tried getting sober 71 times……

Coach Thom Finn: Owner/Partner Harrisburg/Lancaster Coach Thom Finn: Owner/Partner Harrisburg/Lancaster OfficeOffice

Named “Coach of the Year/Client Results” for Named “Coach of the Year/Client Results” for all of North & South all of North & South America America 2009 & 2008, finalist Global Coach of the Year in 2007. 2009 & 2008, finalist Global Coach of the Year in 2007. Average increase in client net income increase :31%. Average increase in client net income increase :31%. Just in: Just in: Global Coach of the Year for Client ResultsGlobal Coach of the Year for Client Results

Strong back ground in revenue creation/marketing & sales Strong back ground in revenue creation/marketing & sales strategies, certified copywriter, resident expert on web-based copystrategies, certified copywriter, resident expert on web-based copy

Practitioner of Theory of Constraints Consulting in organizations Practitioner of Theory of Constraints Consulting in organizations with faster results to profitability than standard approacheswith faster results to profitability than standard approaches

Specializing in leadership/management coaching with those who Specializing in leadership/management coaching with those who have focus/ADD ADHD challengeshave focus/ADD ADHD challenges

In addition to a full-time Coaching schedule ThomIn addition to a full-time Coaching schedule Thomalso owns and runs a turn-key business thatalso owns and runs a turn-key business thatgenerates overgenerates over $2 Million/year and 28% net profit$2 Million/year and 28% net profitwith virtually no investment of time.with virtually no investment of time.

Coach thom's 5 ways thom 2 hour version

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