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
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