2014 Group Sample
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Transcript of 2014 Group Sample
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2014 Group Presentation Sample
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BluKo
The only failure, is the failure to participate.
Give 100% and you will get 100%. 0%
25%
50%
75%
100%
Failure to Participate Give 100%
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BluKo
Are You Above or Below the Line?
Blame Excuses Denial
Ownership Accountable Responsible
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BluKo
Using Colours
To Make Sure You Get The Most From This Workshop...
~
WORKBOOK
~
Confusion
Turn Off Phones Left v Right Brain Workbook
Calling Out Answers Raising Your Hand
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BluKo
To Make Sure You Get The Most Out of Your Learning...
You must be willing to have some
FUN!
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BluKo
What Can You Expect From the Workshop?
Blinding Flashes of the Obvious What do you do when you get one?
BFO
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BluKo
USP - Unique Selling Proposition
• What is your USP?
• What is your point of difference?
• Why would customers choose you, if you’re not different from your competition?
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BluKo
What Do I Want From Today?
Be as specific as you can
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BluKo
What you will learn today?
• How to develop and critique your own successful marketing
• What makes a great campaign • AIDA • Targeted marketing for best
effect • Testing and measuring to
ensure successful campaigns.
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BluKo
Discounting Your Prices
The percentages in the middle show how much need to increase your sales to keep the same gross profit. Reducing prices as a strategy to increase business has rarely ever worked!
20% 25% 30% 35% 40% 45%
2% 11% 9% 7% 6% 5% 5%
4% 25% 19% 15% 13% 11% 10%
6% 43% 32% 25% 21% 18% 15%
8% 67% 47% 36% 30% 25% 22%
10% 100% 67% 50% 40% 33% 29%
12% 150% 92% 67% 52% 43% 36%
Profit Margin
Disc
ount
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BluKo
Modalities
Visual - 40% Auditory - 20% Kinaesthetic - 40%
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BluKo
4 Steps to Learning
Unconscious Incompetence
Conscious Incompetence
Conscious Competence
Unconscious Competence
Awareness
Intention / Practise
Commitment
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BluKo
DISC Profile
Dominant Results
Focused
Influential Fun
Focused
Compliant Accuracy Focused
Steady Status Quo
Focused
Outgoing
Reserved
TASK
PEOPLE
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BluKo
The Question Cycle
Question
ListenPositive Stroke
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BluKo
Old Selling Vs. New Selling
Selling
Rapport
Follow Up
How much time is spent on each area?
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BluKo
The Question Funnel
Who Where
What When
Why How
Open Ended Specific
Solutions Temperature
Detail
Play Dumb And Dig Deep
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BluKo
The Formula For Change
(D x V) + F > R Dissatisfaction Vision First Steps Resistance
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BluKo
Question Softeners
• Can I just ask…
• By the way…
• Incidentally…
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BluKo
Did You Know…
• It costs 13 times as much to get a new customer than it does to keep one
• T Mobile used to lose 35% of their customers every year, costing them £85 million in marketing to replace them
• Companies that give good customer service grow, on average, twice as fast as their competitors
New
C
usto
mer
Exis
ting
Cus
tom
er
1x
13x
65%
35%
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BluKo
The Emotional Bank Account
Deposits Withdrawals
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BluKo
You are Building a…
Relationship And relationships need
communication.
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BluKo
The Self-Focused Company
Executives
Middle Managers
Supervisors
Front-Line Staff
Customers
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BluKo
The Ladder of Loyalty
SUSPECT
PROSPECT
SHOPPER
CUSTOMER
MEMBER
ADVOCATE
RAVING FAN
Someone Is A RAVING FAN If They
DO YOUR SELLING FOR YOU!
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BluKo
Your Top Five
• Can you list your top Five A grade Customers?
• Can you list your top Five C/D grade Customers?
• Where do YOU concentrate your customer service efforts?
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BluKo
Information is Power
The 80:20 Rule
Who are your top 20%?
20%
80%
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BluKo
Never Just Take an Order
Ask
QUESTIONS
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BluKo
Mastermind Chat• What have you got out of
group coaching in addition to 1-2-1?
• What have you implemented as a result of group coaching?
• What has the experience of group coaching added to YOU and YOUR BUSINESS?
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BluKo
Six Steps to Massive Results
From chaos to control
Predictable cash flow
Systemise for efficiency
Structure for growth
Well oiled machine
Multiplication or acquisition
Massive ResultsMastery
Niche
Leverage
Team
Synergy
ResultsDiversification
Freedom
Happiness
Time
Cash
Stability
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BluKo
What is Leverage?
BluKo
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BluKo
The Only 4 Ways to Leverage Your Business
Leverage Through
People Systems
MarketingFinance
Credit Card
4695 5967 1547 1925 12/11 12/16 48-20-58 82650987
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BluKo
Key Performance Indicators (KPIs)
• A set for each and every position
• A set for each and every team
• A set for each manager
• A set for the company over all
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BluKo
HomeFUN
• Complete an organisation chart for your finished company.
• Create a template positional contract for others so be modelled on.
• Keep a time log for the next 2 weeks - handout.
• Create a list of ALL routine tasks and divide into skill/fun classifications - handout.
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BluKo
Team Building
TOGETHER EVERYONE ACHIEVES MORE
TEAM
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BluKo
Your Comfort Zone
You mean you can attend a seminar, learn
how to change, do it for a week or two and then go back to your old and more comfortable ways.
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BluKo
Feel the TAPS, see the SIGNS and listen for the changes you need to make.
• Remember, you learnt to walk by falling down
• The same is true of life, business, sales, marketing and creating wealth
• And, when you’re ready to change, apply this formula
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BluKo
The Identity Iceberg
ResultsBehaviour
Actions Decisions
SkillsBeliefsValuesIdentity
Environment BluKo
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BluKo
Your Time
Life’s Greatest Asset
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BluKo
It Creates
Synergy 1+1=2, 3, 4, 5, 6 or more
123456
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BluKo
1. 2. 3.What are the top 3 things you’ve learned today?
We value your feedback.
Any Questions?
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Thanks For [email protected] - 0113 357 2284 - www.bluko.co.uk