Local Marketing, Sales and Profits

Welcome to:

Jules Radich

BSc Otago

30 years in Business

20 years of Uptown Motorcycles

10 years of Business Management

10 years of Business Coaching

Loves fishing …

… and teaching people how to fish

Loves adventure riding…

…and taking people to new horizons

Influencing Achievement

What you can expect from this seminar?

Blinding Flashes of the Obvious…

BFO’s…

To get the most out of your time,

you must be open to learn new things…

Ownership

Accountable

Responsible

Blame Excuses Denial

V I C T I M

V I C T O R

Are You Above or Below the Bar?

It’s Your CHOICE!

2 Things I aim to get out of

this Workshop ...

Be as specific as YOU can ...

no written or verbal goals or plans

verbal goals

written

The power of planning and written

goals…

Only 3% of people have written goals and plans, these

people end up with 98% of the wealth.

3%

27%

70%

98% of wealth

My Top Destination Mastery Tips:

Write out your Vision

Establishes the “Why”

Write out your Mission

States “How”

Write up a Culture

Determines “Who”

Make a Plan with a timeframe

The key to Money Mastery…

Stock Arrives You Pay You Invoice You get Paid

Day 10 20 30 40 50 60 70 80 90

PAY for Stock

SELL Stock

Get PAID for Stock

CASH GAP

The Cash Gap

My Top Money Mastery Tips: Close the Cash Gap

Work out Breakevens

Set a budget to produce PROFIT

Establish KPI’s & record them

Be held accountable

The definition of a Niche ...

Establish your Niche with…

Number of Leads x

Conversion Rate =

Customers x

No of Transactions x

Avg. $$$ Sale =

Turnover x

Profit Margins =

$Profit $

Let’s put in some numbers ... Number of Leads

x Conversion Rate

= Customers

x No of Transactions

x Avg. $$$ Sale

= Turnover

x Profit Margins

= $Profit $

4,000 x

25% =

1,000 x 2 x

$100 =

$200,000 x

25% =

$50,000

With just a 10% increase...

Number of Leads x

Conversion Rate =

Customers x

No of Transactions x

Avg. $$$ Sale =

Turnover x

Profit Margins =

$Profit $

4,000 x

25% =

1,000 x 2 x

$100 =

$200,000 x

25% =

$50,000

4,400 x

27.5% =

1,210 x

2.2 x

$110 =

$292,820 x

27.5% =

$80,525.50

That’s a 46% increase in your Turnover ...

Lead Generation

Traditionally the area MOST business owners WASTE their advertising dollars…maybe because they don’t understand the power of the other 4 areas..

Do you measure the results of your advertising?

Do you know YOUR Return on Investment from every campaign you run?

What advertising are you currently doing in your business?

You can’t sell a secret.

Lead Generation

1. Website with a landing page & CTA

2. Google My Business completed

3. Google adwords for tradies

4. Facebook for lifestyle

5. A Database is a goldmine

6. Write yourself a Flyer to get the words right

7. Facts tell but emotion sells

Conversion Rate

The cheapest and MOST POWERFUL area to focus on in ANY business.

ActionCOACH has 83 different strategies they can teach you to increase the conversion rate in your business.

Do you know YOUR current conversion rates in your business?

Did you know that if you doubled your current conversion rate you would double your turnover !!!!

1. Sales scripts/Team training

2. Follow up

3. Testimonials

4. Guarantee

5. Re-write Quotes to Action Plans

6. Educate on Value and Not Price

Conversion Rate

John Bayne Serviceman & The Heating

Company

Conversion Rate

“Our quote system

gets us more jobs

for no extra

marketing expense”

Number of Transactions

The GOLDMINE in YOUR Business

Without a doubt the most underutilized area in the majority of businesses we work with.

Did you know it is 6 times cheaper to work with your existing clients and customers than it is to find a new customer?

Do you have a database?

How do YOU keep in touch with current and past customers?

ActionCOACH has in excess of 65 strategies to teach you how to have your customers using your products and services more often.

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.Loyalty Programme

2.Create Database

3.Regular Contact

4.Build Relationships

5.Special Events

Number of Transactions

EPI Plastics, Dunedin

“Marketing to our

existing customers

is easy and has

produced quick

results”

Norman Wood

Number of Transactions

Average Dollar Sale

Did you know you can double your turnover simply by focusing on implementing strategies in this area of your business and what is even more amazing you DON’T need any more customers.

Do YOU know YOUR Average Dollar Sale?

Do YOU know YOUR AD$ per team member?

Do YOU have a GOAL for YOUR AD$?

ActionCOACH has over 50 Strategies to teach you how to increase the average dollar sale in YOUR business.

Average Dollar Sale

1.Add On Sell

2.Suggest More Expensive

3.Team Incentives & Targets

4.Use a Checklist

5.Merchandising

Darryl McNamara Aart on St Andrew

Average Dollar Sale

“Just telling

people about

our other

products has

brought us more

sales”

Profit Margin

I am constantly amazed at the number of business owners that don’t have a clear understanding of the margins and numbers in their business.

Do you know Your TRUE Margins?

Are your highest margin products and services the ones you sell the MOST of?

Do you know the impact of a 10% discount in your business?

ActionCOACH will teach you the importance of knowing the numbers, daily and weekly in your business.

1.Increase prices by X%

2.Reduce all fixed costs by X%

3.Sell higher margin products

4.Negotiate better buy prices

5.Increase stockturn

6.Review payment terms

Profit Margin

“In 6 months we have increased our turnover by 30% , but - we have

increased our profitability by 200%."

Profitability

Mike Hall Total Door Services

Write down 3 things right now … (go ahead, dream a little)

Question … ?

What would you do next year with an extra

$30,525.50 Net Profit …?

The Treadmill of

Business ...

The Cycle of Business ...

Winning teams know how to get the...

6 Keys to A Winning Team ...

Where do I go from here…

12 months from

now you will end

up somewhere…

The question is…

Where?

What we offer …

FREE Business Health

Check to decide the first

things to focus on