10x Ways Report

7/31/2019 10x Ways Report

1/36

reports

10x ways10x Vital Steps to Grow Your Business andIncrease Your Protability Dramatically


2/36


3/36

3

Table of contents

4 Understand the 7 ways to grow your business

6 Develop your back end

8 Understand the lifetime value of a customer

10 Improve the eectiveness of your advertising

12 Talk in Whats In It For Me Language

14 Test and measure everythi ng you do

16 Guarantee

18 Delivering a WOW experience explained

20 Use your cross-selli ng techniques to increase youraverage sales value

22 Upselling

24 Attract referrals

27 In summary

28 About the 10x Coaching Club

34 Like to nd out more?


4/36

4

Understand the 7 ways to growyour business

Before we examine in detail the dierent strategies

for increasing your results, its important to look at

whats possible.

It doesnt matter what business you are in or where you

are located, fundamentally there are 7 ways to increase

the protability of your business:

1. Attract new potential customers (lead generation)

2. Turn more of those potential customers into

customers (sales conversion)

3. Keep more of those customers from defecting to your

competition (retention rate)

4. Get those customers to do business with you more

often (transaction frequency)

5. Encourage them to spend more money with you each

time they buy (average sale or transaction value)

6. Reduce the Cost of Goods Sold (prot improvement)

7. Reduce the Expenses (prot improvement)

Which of these areas do you focus on the most?

If youre like most people, you spend most of your time

focusing on point number 1 attracting new potential

customers or generating leads.

And while you focus all your attention on this area, you

end up neglecting other areas which are potentially even

more protable for their business.

Moreover, while you focus all your time on attracting new

leads, youre actually missing some absolutely

massive sales and prot opportunities (absolutely

MASSIVE ones).

Heres a simple exercise that illustrates this MASSIVE

impact in detail

First for the purposes of this exercise, lets say that in

any year you attract 10,000 leads to your business by

way of advertising, yers, direct mail, word of mouth,

passing trade, and other promotional activities that

you undertake.

Then lets say that you discovered a new advertising

method that enabled you to attract 10% more enquiries

each year which in turn meant 10% more new customers.

Your customers have now increased to 11,000.

Next picture what would happen if you increase your

sales conversion ratios by 10%. So lets say that your

sales conversion rate (the number of people who buy in

relation to the number of people who enquire) is 30%

and by increasing your conversion rate by 10% that

number grows to 33%.

Then you might notice that over the course of the year,about 5% of your customers tend to drift away to your

competition. What if you could reduce that customer

defection rate by 10% to 4.5%. If your customer

retention rate was 95% before, it would now by 95.5%.


5/36

5

Now, lets imagine that you managed to get your

customers to deal with you 10% more often over the year

so instead of doing business with you once, they do

business with you 1.1 times.

Next, you work out that by implementing certain

initiatives you can get customers to spend 10% more

with you each time they visit. That takes your average

transaction value from, say $1,000 to $1,100.

As you can see, only small 10% changes were made to

each of these areas.

But when you put all these changes together the

improvements are dramatic way more than the small

10% gure.

Heres an illustration of that. The following calculation

shows the numbers before any increase and multiplies

them to estimate turnover roughly.

No. of

prospects

Conversion

rate

No. of

customers

Retention

Rate

No. of

retained

customers

=

Fill out your own details below.

No. of

prospects

Conversion

rate

No. of

customers

Retention

Rate

No. of

retained

customers

=

See what happens to your revenue when we increase just

one area attracting new leads by 10%.

No. of

prospects

Conversion

rate

No. of

customers

Retention

Rate

No. of

retained

customers

1100 x 30% = 330 x .80 = 264

Lets take that a step further. Write your new, increased

gures down below

________ x ________ x $_______ = $__________Now, when we increase the conversion rate by 10% see

what happens.

1,000 x 1.1 x $100 = $110,000

And for your business?

________ x ________ x $_______ = $__________

Now what if we increased your retention rate by 10%,

from, say 80% to 88%

Or

1,000 x .88 x $110 = $96,800

Complete the gures below for your business and

calculate the results:

________ x ________ x $_______ = $__________

Now work out the results that occur when you increase

EACH area by 10% at the same time.

1,100 x 1.1 x $110 x .88 = $117,128 Turnover!

Incredible, isnt it. Theres a multiplier eect. The

revenue isnt increased by just 10% but by a

massive 47%

In the above example, that means an additional $37,128

in revenue simply by making very small adjustments to

what youre currently doing.

Try this calculation on your own business now.

_____ x ______ x $_____ x _____ = $______ Turnover!

Exciting news, isnt it!

But that news gets even better when you consider

what activities need to be undertaken to achieve these

increases. The answer is very little. You see, the

changes in each of these areas only needs to be small.

So achieving them is quite easy with the right strategies

in place.X X=

X X=


6/36

6

Develop your back end

The most important order you ever get from a customer

is the second order. Why? Because a two-time buyer isat least twice as likely to buy again as a one-time buyer.

Maxwell Sackheims Gospel

Ever heard the term front end and back end in

relation to marketing and selling?

You may know that the term front end is used to

describe the initial sale of products or services to

a customer.

This is the area where many businesses focus all their

attention. They consider that this IS the backbone of

their business. In reality, it isnt.

The back end is. The back end focuses on repeat

sales from your existing customers. The bigger your

back end the more protable your business is.

In other words, the more you delight your existing

customers, and the greater the number of additional

sales you can generate from them, and the more

frequently you can do that, the more protable your

business will be.

The biggest mistake that most businesses make

Did you know that its at least 6 times easier (and more

protable) to get an existing customer to do business

with you again than it is to attract a new customer?

The crazy thing is though, many business owners

spend all their time focusing on advertising to get new

customers. A big majority of their marketing budget

goes in that direction. Their sales people focus all their

attention on getting new business too.

With that, they dont have time to build relationships

with their existing customers. Nor do they do anything togenerate repeat sales.

In fact:

Most businesses dont thank their customers for

doing business with them

Most dont put in place customer delight measures to

ensure customers dont leave

Most dont even send newsletters

Most dont ask their customers to purchase from

them again And most dont ask for referrals

Its little wonder then that their existing customers feel

neglected and many head for the competition.

Instead, imagine for a moment what would happen

if businesses DID delight their customers. If they

delivered a wow experience every time that customer

encountered the business. Imagine that the business

makes customers feel really special. And imagine:

they send thank you letters regularly...

they send newsletters regularly

they have special customer only oers

and events

they regularly ask customers to buy from them again

and again

What would happen?


7/36

7

Theyd experience an absolute deluge of sales for very

little outlay and virtually no risk. So much so that theycould double or even triple their sales overnight.

Think about this for a moment

Q Who is most likely to buy your product or service?

Someone who hasnt heard of your products or

services before, or an existing customer who has

purchased from you before and likes what you have to

oer?

A The answer is the existing customer, of course.

(The exception to this rule is if you only sell one producton a single purchase basis, but even these types of

businesses can have a lucrative back end. Youll nd

out more about how to do this, later in this guide.)

Existing customers know you. They know your product.

They know the results it gets. They trust you.

Whats more, you know for a fact that they are in the

market for your type of product or service.

Why? Because theyve already bought from you

before. So its relatively easy to get them to buy from

you again.

Tapping in to the back end, back end marketing, or

simply back ending is the act of generating repeat

sales from existing customers.

How protable is your back end?

Whenever businesses advertise to attract new

customers, most focus on how many initial sales

they need to produce to break even on the front end of

the transaction.

In other words, if an advertisement costs $8,000 and

their average prot per sale is $800, they need to attract

10 sales to break even on the front end.

Lets say that you run the ad and you only generate 5

sales or $4,000 in front end revenue. At face value,

thats a loss.

Instead, consider this

Put in place some initiatives to nurture your customers

and that $800 customer might actually be worth as much

as $4,800 to you over a few short years.

When you think of it that way, a whole new world of

possibility opens up, doesnt it!

The good news is, turning that $800 into $4,800 is much

easier than most people think.

First lets say that within the rst 45 days of that

customers rst purchase you build a really strongrelationship with them and you do something that gets

them to purchase from you again. In that instance, you

double the value of that customer.

You have now gone from making $4,000 loss on the

initial $8,000 advertising campaign to breaking even

within the rst 45 days.

But, thats not all.

Then what if you put in place special oers and

customer loyalty measures to encourage your customersto come back and purchase from you again, every 3

months automatically.

That advertising campaign then becomes very protable

indeed, doesnt it!

As you can see, theres a massive amount of opportunity

to tap into the power of back end marketing and

signicantly increase your revenue and prots

easily. You can discover more about the steps to prot

from this strategy as a 10x Coaching Club member. A

comprehensive Back End Marketing strategy guidealong with exercises and action steps, together with

100s more strategy guides is available to you free of

charge as part of the club. Talk to your 10x Coach for

more details.


8/36

8

Understand the lifetime value ofa customer

The lifetime value (or marginal net worth) is a calculation

that shows how much a client is worth to your business

over the period of time that they do business with you.

Knowing what this gure is enables you to determine

how protable each customer is for your business, as

well as how much you can protably spend to acquire

a new customer. In other words, what your break-even

point is.

To work out what the lifetime value of a customer the rst

thing you need to do is to multiply:

the average period of time that a customer continues

to do business with you

by...

the average net prot you make per customer per year

then ...

consider the value of customers that they refer to you.

For instance, you might nd that your A clients refer

1 client to you every two years. This then need to be

factored in to your lifetime value equation.

Heres an example a graphic design rm.

Clients stay with the rm for approximately 4 years. Each

year clients contribute $327 to the prot of the rm. They

stay with the rm for approximately 4 years and they

refer .5 customers over that period of time.

Heres how we calculate lifetime value or marginal

net worth:

(average period of time) = 4 years x (average net prot

per customer ) $327 = $1308 (A)

No. of customer they refer over that period = .5 x

(lifetime (raw) value of a customer) $1308 = $654 (B)

A ($1308) + B ($654) = C Lifetime Value ($1962)

Of course, when calculating this gure you might alsowant to take into account things like ination and price

increases, but this above equation gives you a basic

understanding of how the lifetime value principle works.

So in this example, the lifetime value of one customer

when you take into account referrals is $1962.

From there, you then make allowances for referrals. For

instance if each customer refers half a customer to the

business over that 3 year period youd then multiply the

above lifetime value gure x the .5 gure and then add it

back.

Lets summarise

Your lifetime value is:

your average sale or average gross prot multiplied

by the number of purchases per year, by the average

number of years they stay with you equals the lifetime

value of a customer.

That means that theoretically a company can aord to

spend $1961 to acquire each new customer and still be

in front.

Interesting, isnt it!

Opens you up to a whole new world of advertising

opportunities, doesnt it!

As part of the 10x Coaching Club you discover ways

use this Lifetime Value information to rethink your

advertising and marketing so you attract more customers

faster and maximise your long term prots. Theres also

a comprehensive Strategy Guide on Lifetime Value

available to you as part of your 10x Coaching Club

membership.


9/36

9


10/36

10

Improve the eectiveness of youradvertising

Fundamentally, successful advertising is nothing

more than salesmanship in print. For instance, in a sales

presentation you greet the prospect and build rapport

with him or her.

You then ask questions to determine their problems

or needs.

You then introduce yourself and show your prospect how

your product or service fulls those needs.

Along the way you ask questions to further qualify

the prospect and to determine hot buttons and any

objections. You handle objections and you then ask for

the order.

The format of any piece of marketing collateral is exactly

the same.

Any advertising or promotion that you do, whether its

via newspaper ads, yers, radio or direct mail, should

have one thing in mind TO SELL. Either to sell an oer

or a contact or sell o the page.

In advertising there are two main formulae to follow.

Heres one of them.

AAIDA

Attract Attention

Create Interest

Maintain Desire

Incite Action

Attention

Start with a headline or opening paragraph that:

ags your reader down eg. Business owners, orists,

overworked butchers etc.

identies with a problem they are having

promises a strong benet

arouses their curiosity

gives them news that may interest them

scares them silly

Here are some examples

Say goodbye to these 9 business problems that can

cripple any business

Turn $5 into $500

Wanted: 10 business owners who are desperate to

Get a life!

Notice how they either of an attention-grabbing benet

or address a challenge that people may be facing?

For more ideas refer to the Headlines Strategy Guide.

Interest

Once you have grabbed their attention you need to

interest them enough to keep reading. The way to do that

is to expand on the benets or points mentioned in the

headline then hint at a solution.

For more details about writing in a benet-oriented way

see the Features/Benets Strategy Guide and the

Whats In It For Me Strategy Guide.

Desire

This is when you go into benets in greater detai; Dissolve scepticism by mentioning a guarantee

or other credibility enhancing measures such as

testimonials;

Handle any objections in advance

Summarise the benets

Action

Make a limited oer

Give the reasons why you are making the oer

Ask them to act

Make it easy for them to do so by giving them as many

options as possible


11/36

11

Attention Wise Muer Buyers [ags the target

audience down great for attracting

attention]Heres how to save money and have a

quieter, safer, better performing and fuel

ecient vehicle with the most advanced

muer systems from Perth Exhaust Centre

[mentions benets]

Interest A poorly maintained muer system is

down right dangerous, not to mention

the great amount of money you waste on

costly fuel and engine maintenance. You

can avoid all these pitfalls if you see Perth

Exhaust Centres right now.

The subheads in this ad create and

maintain desire and the body copy

expands on the desire created in each

subhead. The relevant subheads re:

How to choose the right muer system

for your car

See whats replaced while you wait

Heres how to nd out if your current

muer is working properly [including the 4

bullet point/instructions below]

Desire Some exciting oers are included in two

sections of the ad. They have the following

subheads

Check out our value for money prices,

fully guaranteed, on our comprehensive

range of vehicles including .

Check out our specials for the month

Action Book in your car at Perth Exhaust Centre

now.

This formula works well in advertising, direct mail and in

all promotional situations that focus on a positive gain

benet. If your product appeals to fear motives in a

buyer or their need to avoid a certain situation (eg. stop

arthritis pain etc.), theres another formula that works

even better. Its called Problem, Agitation, Solution

and we explain it in detail inside the Advertising

Formula 10x Strategy Guide. Its available to you free as

part of your membership of the 10x Coaching Club.

AAIDA copy examples


12/36


13/36

13

and/or their needs. Or more specically, theyre not

speaking in WII-FM language.

Theyre not telling the customer about how the product

will transform their lives.

Theyre not mentioning why the customer should do

business with them?

Theyre keeping quiet about how and why the product

gives better results than anything else on the market.

And so on.

The same goes for marketing material. It happens allthe time. The businesses often mention things about

themselves and say nothing about the product benets.

Throughout the material you nd a proliferation of words

like our, we, us, and were throughout the

marketing material.

Potential customers really dont care about your business

or how big you are or what your business is like. All they

want to do is know whats in it for them.

There are several techniques for writing and speaking

in Whats In It For Me language. These are covered inextensive detail in the Whats In It For Me Strategy

Guide which is available free of charge to members of the

10x Coaching Club. To nd out more simply speak with

your 10x Coach.


14/36

14

Test and measure everythingyou do

This is one of those topics that perhaps isnt the most

favourite activity on the earth but for those who embrace

it, its probably THE most eective thing they can do to

consistently increase their sales.

In fact, ask the most successful direct marketers on the

planet what their top 5 keys to success are and chances

are that each one of them will mention that one of those

ve secrets is their relentless pursuit of the perfect

marketing result. In other words, they relentlessly

test absolutely everything to do with the marketing of

their business.

They know to the last cent how protable every

marketing initiative they do is. They know to the last cent

how much each customer is worth to them, what works

and what doesnt.

How do you fare in that department?

If you dont know, thats okay. Youre not alone. This

guide is to introduce you to a very simple yet HUGELY

successful way of increasing your prots exponentially

over a period of time, using the power of testing.

You can: Increase the number of leads your advertising

produces

Increase the number of sales generated from those

leads

Get many more sales per ad

Enjoy a higher quality leads

Testing means rstly monitoring then measuring the

results of all your marketing eorts. Then once you have

done that, trying dierent variations of those campaigns

to see which campaign performs the best.

Most small to medium businesses dont test. Most

dont know exactly how protable or unprotable their

advertising is.

Consequently, most are needlessly wasting many

thousands of dollars each year on advertising that isnt

working. Moreover, theyre missing out on improving

whats already working and bringing in even more salesfrom those successful campaigns.

The simple act of testing dierent ideas can produce

amazing prot improvements for your business.

Knowledge is power and armed with knowledge on which

products, prices, advertising media, advertising copy,

oers and time periods are working best for you, you can

make better informed decisions on future promotions.

You can avoid much of the hit and miss of your

advertising and accurately forecast your sales well into

the future. You can easily inch up those results over time.Ever wonder why McDonalds colours are red and yellow?

Results of testing showed that red and yellow produce

better results for them.

The aim is to nd out how high is high.

Measure EVERY variable.

Heres an example of where some people go wrong.


15/36

15

Some people stop running a protable ad because that

ad has been running for a while and they as owners are

sick of getting sick and tired of seeing the ad. They gure

that if theyre getting sick of the ad, their customers must

be also. Quite often this is completely untrue.

Dont change for the sake of change. You could be

throwing money down the drain.

Keep running that ad until youve proven that it stops

working (testing small variables of it along the way).

Ill repeat my earlier comment dont change for the

sake of change.

Instead, test very small variations of that ad (one at a

time) to see if you can better it.

Keep doing that until you have found out how high

is high.

It becomes a game of beat the control. (The control

is the ad or marketing piece that is working the best.

Whenever you beat the control, the new winner becomes

the new control).

What to test?

The answer is everything, but start with the elements

that are likely to have the biggest impact:

headlines

oers

ad types

ad sizes

layout

borders

colours

toll free vs normal phone number

live postage stamp versus postage paid

promotional periods

pricing

return policies

guarantees

sales approaches

timing

lists

You name it, they test it.

Ad placement positioning top, bottom, left,

right etc.

Newspaper vs magazine or radio station vs

radio station

Studies show that certain elements of your advertising

have more of an impact on your advertising results than

others. We talk about these elements in more detail

in the 10x Strategy Guide on testing. Youll also see

examples and results of marketing tests.


16/36

16

Guarantee

Lets face it - 8 out of 10 potential customers who visit

any business are sceptical to some degree of another.Some of those people are quite open to you but have a

slight nagging doubt. They wonder whether your product

or service will live up to their expectations.

Others are pure, dyed-in-the-wool cynics and they are

sceptical about everything to do with your business.

And when you think about it, why shouldnt they be

sceptical? After all, theyre about to take a risk by buying

from you. They are about to exchange their hard-earned

cash for your product or service, so obviously theyre a

little nervous about that.

Regardless of the type of business you have, the type

of product or service you sell, the size of your business,

or where youre located, your customers all have

similar objections or fears when making that

purchasing decision.

They wonder:

Will the product work?

Is your company above-board?

Will the product do what it says it will do within an

acceptable time frame?

Do your people have the right kind of experience to

deliver?

Does your company have the exibility and capacity

to deliver?

Will the product fall apart?

Can I get better value for money somewhere else?

They need to make a yes/no decision on one or all of

these questions based on the experience they have

dealing with the salesperson in your organisation.

In some (and sometimes many) cases, theyll simply walk

away and NOT purchase because, for whatever reason,

they perceive that its too risky to do business with

your company.

Instead, if there was a consistent and powerful way for

you to allay those fears, youd experience a dramatic

increase in sales correct?

Well, by far the best way to turn sceptical prospectsinto delighted buyers is to lower the barriers to doing

business with you. The best way of doing that is by

oering risk-reversal measures. In other words, oer

a guarantee.

A guarantee is a risk-reversal measure that gives

customers peace-of-mind knowing that if they dont

like your product or service or if it doesnt live up to its

claims, they can return it for a full refund.

Solid guarantees have an absolutely massive impact on

every business they are in place for.When used in your advertising material, guarantees

increases the number of advertising responses you get.

They also increase your conversion rates. Not only that,

theyre also a great management tool in helping with

quality control.

The biggest reason why people dont oer a

guaranteeVery few industries oer money-back guarantees (mail

order industry is an exception). The reason why they

dont is that they wrongly perceive that there is a

big downside. They perceive that they will get

bombarded with refund requests and consequently

go out of business.

Obviously, the occasional person will ask for their money

back on a purchase. 99% of those people will genuinely

have a concern with the quality of your product or

service. Only 1% of that 1% will try to take advantage

of you.

BUT even though refunds do happen, having a

guarantee in place dramatically (very dramatically in

many cases) increases sales WAY in excess of the

refunds generated.

Let me explain

Lets say that nobody in your industry oers a money

back guarantee yet potential customers have big fears

about whether your product or service delivers. So - you

put in place a 90 day money-back guarantee.

You promote that guarantee by featuring it prominently

in all your signage and point-of-sale material. You also

feature that guarantee prominently in all your advertising

material as well AND your sales people make a point of

mentioning it to all potential customers.

As a result of these measures, your sales increase by,

just 25% from, say, $750,000 to $1,125,000 which


17/36

17

is an increase of $375,000. Lets say that your averagesale is $1,000 which means you have attracted 375 new

customers as a result of your guarantee with a total of

1,125 sales for the year.

Your refund rate would need to be 1 in 2 for that

guarantee to be costing your business money. And the

only way for that to happen is if your product or service is

really shoddy.

According to Christopher Hart, author of Extraordinary

Guarantees: A New Way To Build Quality Throughout Your

Company And Ensure Satisfaction For Your Customers[out of print], unfair refunds come in at only 0.1%

If your sales increase by 50%, isnt a refund rate of 1%

very, very acceptable?

The reality is the implementation of a guarantee is more

likely to increase your business by up to 350% its

THAT powerful.

So the fear that guarantees will send you broke is just an

irrational fear. It wont happen. In fact, the reverse will

happen. It will send you smiling all the way to the bank!

Here is an example of what has happened whencompanies put in place guarantees:

Perth-based safety shoe company Steel Blue Co-

founder Peter Nichols was so condent their safety

boots were a winner, that he took a risk oering

a 30-day money-back guarantee (the only safety

footwear brand in the world to be sold with a money-

back guarantee), or a promise to buy a customer apair of his competitors shoes. It took a bit of time

to pay o, but it has paid o! says Nichols. Steel

Blues sales have grown 25% a year for the last six

years; selling around 900,000 pairs of safety boots

in 2005- 06 despite the fact that the boots are more

expensive than their competitors.

There are some rules to follow to ensure your guarantee

has the best possible impact. More examples of these

guarantees as well as details of what these rules are, can

be found inside the 10x Guarantees Strategy Guide which

is available free to 10x Coaching Club members along

with 100s of other strategy guides. For more details

about the 10x Coaching Club simply contact your

10x Coach.


18/36

18

During each ight the Keepers of the Nuts serves thenest peanuts slowly basted and carried in special

peanut carts.

As the Keeper rolls the cart through the cabin,

salivating travellers are tempted by the smell of the nuts

and the special dipping sauces simmering in the copper

receptacles at the side of the cart.

The nuts are dipped in a sauce, placed lovingly into

custom made brown paper bags with a pinch of salt in a

twist of blue paper and nally served to each passenger

with silver tongs on a silver tray.Customers can read the story of this golden aristocracy

of peanuts on the brown paper packaging how they

were tenderly shelled by dusky virgins in the Senegal

and own in on specially chartered planes ... etc, etc.

How to Create a WOW Experience

The rst thing to consider is that a customer develops

an impression of your business at many dierent points

throughout a transaction.

The rst impression they have is the most lasting

so the rst touch with your organisation is of critical

importance.

Lets consider this

When you dine at a restaurant there are as many 24

touch points for you to be either delighted or disgustedby the service at that restaurant.

Lets take a look at what they are:

1. You see the ad in the newspaper

2. You ring up to reserve a table

3. You arrive at the restaurant, walk in and see the

maitre de

4. You are seated at the table

5. the waiter or waitress gives you menus and asks you

if you would like a drink

6. Brings back drinks

7. Asks you for meal order

8. Adjusts the table setting to suit the meal you ordered

9. Brings out your entre

10. Clears your entre

Delivering a WOWexperience explained

People expect a certain type of experience when they do

business with a company. When you go above

and beyond their expectations THATS when you

create delight.

And when you create delight, you create a positive buzz

which increases your referrals and your sales.

Not only that, theres also a ow on eect in all areas of a

business especially in morale, energy and productivity.

This is an excerpt from The Absolutely Critical Non-

Essentials by Paddi Lund. Its a great example of

creating a WOW experience.

More details at www.paddilund.com

Nuts about Nuts A What If Story

Say you are the CEO of an airline. You have the idea that

you want to do away with inight meals. You want to be

the airline that serves peanuts.

Many people disparage your plans because they feel that

to your customers the usual packet of airline peanuts will

not be a very satisfactory substitute for an inight meal.

However, you decide that you are going to do this wholepeanut theme to the nth degree and make the idea work

amazingly well.

A few months later customers are getting the full

peanut experience.

The rst thing that hits them as they walk onto the plane

is the aroma... the delicious smell of fresh roasted nuts.


19/36


20/36

20

Use cross-selling techniques toincrease your average sale value

Cross-selling is such a powerful yet easy way ofincreasing your average transaction value, and in turn,

increasing your prots.

The most commonly known example is McDonalds.

The cashier at Maccas always asks, Would you like fries

with that?

Or - maybe youve walked into a ladies fashion store

before to buy a dress and youve walked out with a

dress, cardigan, earings and shoes- all because the

salesperson did a fantastic job of recommending other

products to you.Cross-selling means recommending to a new customer

as they purchase, other items from across your range.

It doesnt cost you anything to implement and it takes

absolutely no time to get going. All you need to do is

train your sales people and you can start proting from

this strategy immediately.

For instance, if you sell silver jewellery you might also

cross-sell a jewellery cleaning cloth.

If you are a restaurant you might recommend extra side

dishes with the main meal.

If you are a mechanical repair workshop you might

recommend a wheel alignment when people come in for

a quick service on their vehicle.

Most business professionals spend most of their time

generating leads for their business.

Very little eort is spent on getting the most from the

leads and customers they already have. Employing thiscross-selling strategy will have a dramatic eect on

your business.

How to Cross Sell

Before you start cross-selling, its important to know

what the starting point is. In other words, know what an

average sale is worth to your business.

One of the most benecial things about this strategy is

that youre actually doing your customers a great service

by implementing cross-selling measures.

You see, people visit your business because they want a

certain result.

They select a product or service because they believe

that this product will give them the results theyre

looking for. They often arent aware of all the dierent

options they can take advantage of, to achieve their

desired outcome.

You and your salespeople obviously have a lot of

expertise in recommending all the solutions that are

likely to best meet a customers needs. Correct?

Well, it makes sense to give these customers the advice

that helps achieve these results in the best way possible

for them. And in doing so, recommend the add-on

products that will help them do that.

Make sense?

After all, customers come to you for help. If you dont

give it to them and recommend the options and


21/36

21

additional items that can achieve that for them, youreactually doing them a dis-service.

And every time you fail to do that, its another sales

opportunity you have missed!

Think of it like this

You paid a lot of money to get that customer contact you.

Doesnt it make sense to make the most of that money

invested in acquiring that customer.

Before you work on ways to do that, take a few minutes

to consider where you are right now. In other words, howmuch is the average customer spending with you right

now. Whats the average transaction value?

You can work that out by dividing your weekly revenue

by the number of customers. Assuming those customers

only come in once during that week, that gure becomes

your average transaction value.

If they do come in more than once a week, simply divide

that number by the average no. of times a customer visits

you in a week.

Heres an example

Lets say last weeks sales totalled $47,547. After

checking your records you notice that you sold to

257 customers.

Your average transaction value is the $47,547 in

weekly revenue divided by the 257 customers, which

equals $185.

Then by cross-selling additional products you caneasily increase that gure dramatically. Lets say you

adopted some of the ideas inside this Strategy Guide

and as a result of your eorts your average transaction

value went up to $200. Thats an increase of just $15

per sale or an increase of less than 10%. Extrapolate

that across all transactions and your weekly revenue

increases to $51,400 or an increase of $3853 per week.

Great isnt it, especially when you consider that it didnt

cost you a cent to implement.

And think about how much this adds to your revenue

over a year.

$3853 x 52 weeks is a very healthy $200,356.

So take some time now to work out what your average

transaction value currently is.

And how much would a 10% increase add to your revenue

over a 12 month period?

First, lets consider what you can cross-sell.

Lets take a look.

First, lets once again get clear on what cross-selling

is. Cross-selling happens when you recommend an

additional product or service over and above what the

customer is purchasing.

Cross-selling is also known as suggestive selling or add-

on selling.

To work out the best items to recommend to your

customer, ask yourself these questions:

What else can we oer the customer to go withthis purchase?

What else could we oer that would add value and make

the use of this product or service better?

What else, when coupled with this product or service,

would help them get the most out of it?

10x Coaching Club members receive comprehensive

coaching in this area. In fact, as a member youll get to

discover exactly what you should and shouldnt be cross-

selling for maximum impact. Whats more, you receive

even more guidance through the 10x Strategy Guide oncross-selling which is available free of charge to all 10x

Coaching Club members. To nd out more about the 10x

Coaching Club simply call the 10x Coach who provided

you with this guide.


22/36

22

Upselling

Like cross-selling, up-selling is another very powerful yet

easy way of increasing your average transaction value,and in turn, increase your prots.

Up-selling means recommending a more expensive

version of a product or service that they have decided

to purchase.

And like with cross-selling, it doesnt cost you anything

to implement and it takes absolutely no time to get

going. All you need to do is train your sales people and

you can start proting from this strategy immediately.

For instance, if you sell motor vehicles and a customer

is interested in the base model, you could make themaware of all the exciting features and benets of the

deluxe model and suggest they purchase that instead.

If you are a baker and someone wants a standard

wholemeal loaf, you could recommend they instead get

the gourmet 7 seeds loaf instead (for $1 more).

If you are a jeweller and somebody wants to purchase a

.75 carat diamond ring, recommend the 1 carat instead.

In each of these examples you have increased your

average sale and therefore increased your prots.

And best of all, it hasnt cost you any time or money toachieve this.

As weve mentioned in earlier Strategy Guides, most

business professionals spend most of their time

generating leads for their business.

They spend very little eort getting the most from the

leads and customers they already have.

Employing this up-selling strategy will have a dramatic

eect on your business.Down-selling is a slight variation of that.

With up-selling the customer identies that they want a

certain product and your aim is to encourage them to buy

the more expensive option like the super sizing upsells

that happen at McDonalds.

Up-selling happens at the point of sale once someone

has already decided to purchase.

Downselling, on the other hand, happens before the sale

occurs. Once the salesperson identies the customers

needs he/she recommends the highest priced option tothe customer (assuming, of course, that this product is a

match for their needs).

Its then up to the customer to either make a decision

that they want the most expensive option or downgrade

themselves to a lower priced option.

Lets say that you have a mower shop and a customer

walks in and wants to purchase a ride on mower to mow

his 5 acre property. You ask him a series of questions

based around his needs. You identify whats important to

him when making a decision about purchasing a ride-onmower. You determine what frustrates him about ride-on

mowers and you nd out what other mowers he has seen

so far.

After nding out this information you identify that there

are 3 mowers that are suitable for the customers needs:

Mower A - $7000

Mower B - $5000

Mower C- $3000

You recommend the highest priced option to them and

mention why this model is best for their needs.

At that point, the customer can either decide to take the

mower, decide to leave the store without purchasing, or

ask if theres a lowerpriced option.

If it appears that the expensive option is too much for

the customer, the salesperson then mentions the next

highest priced option, in this case, Mower B.Before you start up-selling, its important to know what

the starting point is. In other words, know what an

average sale is worth to your business.

In the cross-selling Strategy Guide you would have

discovered how to calculate your average sale or average

transaction value.

You will also have discovered that its important that your

team members can see that the acts of cross-selling and

up-selling are about giving your customers the advice

and solutions that will best meet their needs. If you dontrecommend the best possible solutions, youre doing

your customer a dis-service. (For more information see

the 10x Cross-Selling Strategy Guide).

After all, many people go with the cheapest version of

a product or ser vice because they believe that this will

give them the best value-for-money. But when you factor

in how long the product will last for, as well as how


23/36


24/36

24

(without annoying them, of course) the more they want

to become one.Have you heard about the dentist who only sees new

patients whove been referred to him from his existing

patients? His name is Paddi Lund.

Paddis philosophy is that he is in business to have fun

and he only wants patients who are a joy to deal with, so

it stands to reason that friends of his existing patients

are also highly likely to be a joy to work with. Golf clubs,

mens clubs and turf clubs all work in a similar fashion.

Having a By Referral Only business means he only

attracts the kind of patients that he enjoys helping.Having a nely tuned referral system in place is one of

the keys to Paddis Success.

Whats Possible?

Referrals are already a lucrative source of income for

most businesses yet the further potential for most

businesses is enormous. Heres an example of that

Lets say that you have 100 customers who are worth

around $5,000 in fees to you each year.

Thats $500,000 ...

Imagine that you also have 20 customers who each

provide you with $10,000 in fees each year. Thats

another $200,000.

If each of those customers referred one person who was

of similar value to you, your revenue doubles.

Even if only 33% of those customers referred one

customer per year to you, your business has increased by33% for very little outlay.

When youre promoting your business, think about

how much it costs you to acquire a new customer when

compared to acquiring a new customer through referral.

Your acquisition costs are lower AND invariably theyre a

better quality customer.

Before you start asking for referrals, its important to

spend some time thinking about your customers and

your friends situations, that might mean they have a

need for your product or services. Heres an example

featuring a nancial planner

semi-retired people who recognise that their children

should be starting to prepare for their future now;

brothers, sisters or friends who are of a similar age

and hear about the great results the customer is

getting using your services;

parents who are reaching retirement and dont know

where to turn;

colleagues who are in the same nancial position as

the customer is and may have similar needs; redundancy clients who have colleagues who are in a

similar position;

retirement clients who have colleagues or friends also

reaching retirement;

business owner clients who can recommend that their

sta members seek your advice;

Attract referrals

Imagine having a business where you dont spend a cent

on advertising to attract new customers. Where everynew customer who comes through your door comes by

way of referral from some of your existing customers.

It would be fantastic wouldnt it! A dream come true for

most business owners!

Business owners often spend a small fortune on

advertising to attract new customers, yet the most

lucrative source of sales (on a prot per sale basis) is

referrals or word-of-mouth. Referral sales cost virtually

nothing to attract because theres no need to spend big

money on advertising. Whats more, because theyre

referred from your best clients, theyre usually a joy todeal with as well.

The biggest challenge that busines owners have with

referrals is that there usually arent enough of them.

Inside this Strategy Guide youll be shown how to tap

the power of referrals so you dramatically increase your

referral sales easily.

Believe it or not, some businesses have been so

successful at generating referrals they only accept new

customers and clients by way of referral.

At rst thought this may sound a little frighteningbut think about it in this way if someone hears that

they can only do business with you by being referred,

becoming one of your clients becomes a status thing

for them.

Youve heard the term people want what they cant have

so the more dicult you make it to become a client


25/36

25

franchisees who can recommend you to

other franchisees; business owners who deal business-to-business and

can promote your services to their customers as a way

of adding value;

any other industry contacts you may have;

business owners who are members of networking

groups or associations.

5 Steps to Creating a Referral System

1. Become more attractive to your customers.

Before anyone wants to sing your praises to their friendsthey need to have an incredible experience when doing

business with you. That means your customer service

and/or the results you deliver must be outstanding.

In this guide we will show you how to set up your own

referral program and introduce it to customers but before

you start asking for referrals, its critical that you create

an environment where customers want to refer you.

Creating that environment is about going way beyond

the call of duty to deliver a service that literally makes

customers go WOW when they experience it.

Its not about oering good service or delivering on time

or producing a product that does everything that you say

it will do. Its about oering MORE than expected.

That means look at:

The way in which you answer the phone

The appearance of your premises

The can do attitude of your team

The professionalism of your service

The quality of your product

Your turnaround times

For more ideas on customer service see the Under-

promise and Overdeliver Strategy Guide and the

Create a Wow Experience Strategy Guides.

2. Give customers an incentive for referring their friends

Think of an exciting introductory oer can you make to

potential clients something that your customers would

be thrilled to share with their friends.

Maybe you have some tickets to a seminar, that you can

give away. Or maybe its a voucher for a free meal at your

restaurant or a free weeks membership at your gym.

When you think of what you can gift, come up with

something that has a high perceived value but a low

hard cost.

Maybe you can bundle some e-books together or reports,

which might each have a perceived value of $50 to $100

but the hard cost is $10 or less.

3. Actively Ask For Referrals

Most business owners and salespeople DONT ask for

referrals and it doesnt occur to your customers to

refer their friends. With that, many an opportunity is

being missed.

The simple act of asking for referrals will dramatically

increase your results.


26/36

26

valuable advice and also outlines how you can

help them.Set the Expectation Up-Front

Firstly, let your customers know that you would like them

to refer others to you. The best way to do that is to simply

ask them. Set the expectation up-front, when you rst

meet them.

Simply say that once they are happy with the service that

you oer, you ask that they refer at least one customer of

similar calibre your way. Your customers will always be

happy to do that.

Weve found that one of the best ways to do that is toposition it with your customers up-front, either verbally

or in a written agreement like a Team Commitment

statement. In fact, if you have a team commitment

statement that spells out what you are prepared to do

for your customers and the commitment that you expect

them to make to you, you can mention referrals there.

For instance

We want you to be happy with our service, so we ask

that you let us know how were doing (either good or

bad) so we can see know how well were meeting yourexpectations. We also ask that, after 3 months, if you are

delighted with our service, we ask that you refer at least

2 friends, family or acquaintances who you believe may

also benet from our service.

Remember that in point #1 we discussed how important

it is to ensure that you create an environment wherepeople actively want to refer their friends. Well, here are

some tips to do that:

1. Finish all client projects ASAP and within deadlines.

2. Thank customers for doing business with you by

sending a thank you letter or package. This shows

that theyre important to you and that you genuinely

are ensuring they experience outstanding results.

3. Give customers a post-sale telephone call to touch

baes with them, see how theyre liking the product,

answer any questions they have and generallygauge feedback.

4. Next send a letter telling customers how you value

the relationship that is developing and how you would

like more customers who are great to work with like

they are. Then introduce your referral program, how

they can refer people and the incentives theyll earn.

5. Ensure you have a way of tracking referrals so you

know who the source of every referral is. As part of

that process always ask new referred customers who

referred them and record the details on your contact

management software.

6. Send the referrer a letter thanking them for referring

their friend and mentioning what they receive for that

referral.

7. Send a welcome letter to the referred customer

thanking them for enquiring about your services

together with an information package that gives

The best time to ask for referrals is just after youve made

a sale. This is the time when customers are most excitedabout your company.

4. Develop a system for encouraging referrals

Asking for referrals is one thing but having a systemised

way of making sure those referrals happen will improve

your sales even further.

You can tap into a great opportunity for your business

by generating referrals systematically from almost every

customer ... every time they deal with you!

To do this, develop an automated system for asking

for referrals in dierent ways, using dierent methods,at dierent stages in the sales process. Also, develop

a way of recording those referrals and rewarding your

customers for referring others.

Doing this ensures you maximise referral opportunities.

It also gives customers more of an incentive to

refer people.

Heres how referral incentives work

First you provide customers a reward or gift for every

paying customer they refer your way. This may take the

form of a tangible gift or it could be referral dollarsthey can use towards future purchases.

Second oer a welcome deal for the referred person.

Its important that the person being referred is oered

something special just for being the friend of your

customer. This helps your customer look like a hero in

the eyes of their friend.


27/36

27

In summary

As you can see, there are lots of possibilities for

increasing the protability of your business by makingjust a few small changes to what youre doing right now.

Your 10x Coach can help you turn these possibilities

into reality when you become a member of the 10x

Coaching Club.


28/36

28

potentially take on the very real development of

your business).

By the way, if you dont receive clarity and value from

your Discovery Consultation simply let us know and well

give you $590.00 worth of services from our rm FREE!

(You can see, were very condent in the dierence this

meeting alone makes to your business future.)

At this obligation free meeting, we take approximately

an hour and a half to do some basic analysis of where

you are now and where you want to be, we look at thenancial, marketing and other levers and dials of

your particular business and personal situation. We

really do discover ways to immediately impact your

results. Then we review the likely positive nancial

impact 10xCoaching Club would oer you, the return on

investment you can expect and how we can have this

work for you, your budgets and current cash ow.

We do all this so that together, we both make sure

there is a very real match between your needs and what

10xCoaching Club will oer you. If there is that match

and only if there is that strong match we can moveforward and place you in the right Club for you and

your business.

About the 10x Coaching Club

5 Key questions to help you discover if 10x

Coaching Club is for you...If you own a business that is currently operating,

large or small, and you genuinely want your business

to grow and improve 10xCoaching Club could be

a match for you. Here are some key questions to

determine if 10x Coaching Club is an opportunity you

should seriously consider. As a business owner:

1 Is revenue growth something that is important

to you?

2 Is cash ow an area you would like to seeimprove?

3 Is protability taking more money home for

yourself critical to your and your familys future

as well as your personal goals?

4 Is increasing (and protecting) the value of your

business asset something youve been hoping for

or wanting?

5 And what about the future is planning your

succession within the business or the successful

sale of the business something to consider?

YES NO

YES NO

YES NO

YES NO

YES NO

While the 10xCoaching Club is a ver y real opportunity for

anyone who participates, frankly, its not for everyone.

You see, while its not in any way dicult or hard,

you do have to be committed... Committed to making a

dierence in your own business and life, committed to

improving the performance of your business, committed

to achieving your goals and committed to taking actions

that are going to produce dramatically better results.

As a result, it is very important that we identify what

could be possible in your business and whether this is a

match for you nancially and in all aspects. We do that at

what we call a Discovery Consultation valued at $590.00

(when you mention youve received this brochure, its

yours as our gift consider it our congratulations for

being someone willing to look at whats possible and

Discover the hidden leverage points in yourbusiness the very real levers and dials thatimmediately lift your results without huge expenseand drive your prots upwards.

If you answered yes to these questions you are acandidate for 10xCOACHING CLUB. And you are not alone a recent survey of 1,077 business owners via 129accounting rms across Australia and New Zealandproves you are part of the majority with every respondentlisting those as THE critical issues they needed andwanted support on. Now via 10xCOACHING CLUB, youcan impact each and every one of those key areas in anenvironment designed to bring out the best in you, your

team and your business.


29/36

29

You will achieve dramatically improved results.Typical Coaching Club Member results...

>> A sole trader went from a prot of $270k to $403k in

just 12 months

>> Another business increased prots by 141% and

revenue by 41%

>> Another increased their business value by 212% while

decreasing his time worked to just 35%

>> Another grew their business by 45% with innovative

marketing strategies

>> Using those same innovative marketing strategies

and requesting one on one sales coaching had

another business grow gross revenues from $650,000

to $2.3M in a 4 year period

>> Another discovered ways to have their administration

team be far more eective and used the excess

capacity created in their more senior sta to increase

prots by $128,058 per year per team member.


30/36

30

and challenges you are facing as you implement

ideas and projects identied at your last Coaching

Club Meeting and youll get what you need to keep

on keeping on with your projects so you can return

triumphant to your next Meeting! These calls are typically1.5 to 2 hours per call.

4 Hit your targets

Building on your Performance Goals Action Strategy &

Planning Session, the Proactive Performance

System sits at the hub of your accountability. It is a

comprehensive and unique business monitoring tool

to ensure you are on track to achieve your goals. Every

month you track your results to pinpoint your areas of

opportunity. Many businesses tell us that tracking the

numbers and being accountable forreaching their nancial goals is one of the most powerful

aspects of 10xCoaching Club. Heres an interesting fact:

when Apollo 11 landed on the moon what percentage

of the time do you think it was on course? Of course,

given they landed youd expect the answer to be 100%

right? Wrong. In fact, they were on course just 3% of the

time 97% of the time they were o course!! How then,

could they possibly have gotten there? Simple every

moment the team was following a process of check and

correct. The Proactive Performance System has you do

that, so you too can adjust quickly and eectively before

another month or indeed a quarter or a year has own bywith you the worse o for it...

5 New strategies mean new results for you

Imagine having access to leading edge business

strategies in key areas that drive the success and

protability of your business. Imagine having the

expertise of your 10x Coach an accountant or

1 Performance Goals Action

When you join 10xCoaching Club, one of the very rst

processes you benet from is completing an in-depth

questionnaire and participating in your one on onePerformance Goals Action Strategy & Planning Session.

This meeting is designed to get you completely focused

on the most important projects for performance, goals

and actions that will provide breakthrough nancial

results over the coming 12 to 24 months and beyond.

2 10xCoaching Club Meetings

Every 90 days your 10xCoaching Club meets face to face.

Most businesses send 1-2 people to each meeting.

Your group will be chaired by your 10x Coach. At these

meetings you report on results, set your projects,

discover new strategies via key learning insights,begin implementation and be held accountable to your

projects and your targets. You will be grouped with non-

competing businesses who, like you are committed to

improving their businesses signicantly.

Being a member means you also get Coaching Club

MEMBER ONLY privileges. As a 10xCoaching Club Member

you get to enjoy certain benets, youll be invited to

attend exclusive 10xEvents as a V.I.P. (typically at a far

better rate than any other attendees) and have your team

attend also. From time to time, youll even participate

with your fellow 10xCoaching Club members, in a private

Q&A session with the key 10x speakers we bring to these

Events... and much more.

3 10x Momentum Conference Calls

Approximately 6 weeks after your Coaching Club Meeting

your 10xCoaching Club meets over the phone on a pre-

arranged conference call. Youll share any opportunities

Heres 10reasonswhy joining

Coaching

Club is thebest decisionyou can make

to take your

business tothe 1 , 2 ,3 , 4 and

far beyond.

a


31/36

31

someone who has been helping people grow their

businesses for at least 10 to 20 years - at your nger tips.

Through their support and the learning and

development component of 10xCoaching Club called

Insights, youll discover new strategies and techniquesto produce dramatically dierent results in all key areas

of your business. Robert Kiyosaki the author of Rich Dad

Poor Dad said this: the denition of insanity is doing

the same thing over again and expecting a dierent

result. We do that a lot in business where in fact, its

new strategies and ideas youll discover via 10x, that will

produce new results for you.

6 Experience speeds your growth and increasesyour chances of success

Each 10xCoaching Club is made up of 8 business ownersall committed to developing their businesses massively

(each, like you, signs a Condentiality Agreement and

agrees to the 10x Code of Conduct). Now imagine

having 7 other business owners people like yourself,

your peers from all walks of life and industry sectors

bringing their collective experience, strategies, input and

ideas to you as well.

You benet by easily leveraging o their experience

a) you dont need to make the same mistakes - theyve

been there and done that so you dont have to and

b) theyve had some wins we call this research anddevelopment. Copy what theyve done and youll achieve

the same results or better faster and more

cost eectively!

7 You are not alone...

Many business owners report being alone in their

businesses. If youre like most, your husband, wife or

partner may have heard enough already - in fact, they

wish youd leave it at the door before you come home!

Many just dont understand the reality of what it takes,

day to day, to successfully manage a business. Add to

that the fact that the business owner cant really goto their team to discuss a key issue when sometimes

the key issue is that team! And then when it comes to

sharing with other friends or colleagues in business

it happens socially with scribblings on serviettes

the outcome (typically not the most productive) or, at

networking events where its hard to share the real ins

and outs and feel condent that information will

remain private.

Now, see yourself instead as part of a team of people

including your 10x Coach and your 7 peers people who

are there to support and encourage you. People whogenuinely get it, they understand the opportunities,

challenges and demands of being in business. People

you can talk openly and condentially to about your

business and its future. People who become your

core support team. When you imagine all that, that

gives you just a small sense of the very real power of

the relationships you build and benet from, within

a 10xCoaching Club (of course, most Coaching Club

Members report doing business together, cross

promoting and more as well).


32/36

32

8 Be accountable

While we all like the idea, mostly were hopeless at it.

Youll probably agree its incredibly hard to hold yourself

accountable even when you have the best intentionsof getting this done or nally achieving this or

implementing that great idea youve had for years the

demands of your business and your life only allowing

for so much.

Imagine instead, having a breakthrough in time

management (one of the very rst key results people

experience) and your 10x team, your 10x Coach and

peers - holding you to account for producing key results

in your business each and every quarter, while you do

the same for them. Imagine just how much more youd

accomplish? In our experience its simply massesmore. And those accomplishments in turn produce

results. Just to name a few typically reported: lifting your

revenues, your prots, improving your quality of life and

decreasing the time spent in your business.

Each Member Business typically takes on 5 to 7 projects

per quarter before you panic its okay, relax! No

matter where you are starting 10xCoaching Club from,

you dont and more importantly, wont have to do them

all yourself. Instead you will see to it that they happen

and be accountable for having your team meet deadlines

etc. At the same time youll also be accountable for andtracking your nancial results impacted by those

very projects.

9 Knowledge really IS power...

As you implement new strategies, its to be expected

you may need additional information and tools. As a

10xCoaching Club Member, as well as the quarterly

Coaching Club Meeting and your Momentum Conference

Call, you also have access to an extensive online library

called the 10xKnowledge Builder. This knowledge

covers key topics like marketing, selling, delivering,

servicing, productivity, leadership and administration.In each key area youll nd:

>> 10x Strategy Outlines on a wide variety of topics.

Most come with matching 10x Strategy Guides and

Powerpoints to make sharing the concepts with your

team easy (on certain topics, streaming video with

input from the 10x Co-Founders and team as well

as 10x Coaches is available to take that one

step further).

>> Youll nd a variety of tools designed to expedite your

implementation of ideas. These tools can includechecklists, forms, ready made letters, phones scripts,

role plays and much more that mean you can pick up

an idea and run with it.

>> To give you just a small sense of whats available

online you could search for everything from: how

to write a great Yellow Pages Ad, how to increase

our sales conversion rate, how to create a great

referral program, how to write a powerful position

description, how to systemize our business, to how

to recruit and retain team members more eectively

and many more.>> Member businesses also love sharing (and hearing)

ideas and methods that have already been developed

and tested. The sharing of content between Member

businesses via the exclusive Coaching Club area of

the website, means there is no need to reinvent the

wheel its right there for you to benet.

This additional and invaluable information (it represents

years and years worth of Intellectual Property combined)

is available as you need it. We do that to help you

drastically improve your rate and success in the

implementation of new ideas. It has your team well onthe way to even greater results, sooner and that means

more prots and a better lifestyle for you.

10 At last, realise your true vision.

If you think about it when you started or purchased

your business you were probably interested in having

greater independence and lifestyle. Maybe being your

own boss and having more time for travel or family

and friends, as well as earning a higher income and

ultimately, enjoying more freedom.

And yet, regrettably, people often nd they get theprecise opposite of what they initially hoped for. Instead,

they struggle to nd great team members, spend hours

at work, (doing work they no longer love) or if it is going

well still experience that there seems to be a lid on the

business ...

As a 10xCoaching Club Member, at last, you really will

fulll on your original vision. At 10x we know its possible

for you now its simply time to back yourself and your

future and join.


33/36

33


34/36

34

Like to nd out more?

There are some ways we can help you

Yes, Id like to nd out more about joining a 10x

Coaching Club. Please contact me with more details.

Yes, Id like to nd out more about the next Edge:

Gaining the Unfair Advantage and Increased Prots

event in my area. Please contact me with details.

Yes, Id like to nd out more about the dierent ways

that your rm can help me grow my business. Please

contact me with more details.

Yes, Im considering changing accountants and Idlike to nd out how your rm can help me achieve

my goals.

Other (please insert details)

Mr/Mrs/Ms/Miss

Full name:

Address:

Suburb:

State:

P/code:

Telephone:

Mobile:

Facsimile:

Email:

Website:

Return to:

Your 10x Business Coach


35/36

10x Ways Report

Documents

Transcript of 10x Ways Report