•7 Pillars To Profit - Increase Your Profits by 50% - 100% in the next 12 months Live Workshop How To Unlock £5,000 - £100,000 Of Untapped Profits From Your Business In The Next 30 Days.
With Lorraine Fernandes of The Fernandes Group
Overall Goal of Workshop
• The overall goal of the workshop is to uncover the £...... profit potential in your business.
• Focus on 7 proven time tested profit strategies
• Ideas for implementation
What you’ll walk away with today
• Top 1 or 2 most profitable strategy to implement in the next 30 days.
• Profit Acceleration Worksheets to revisit
• Learn how to accelerate the Implementation process
Overview of Workshop10.00am -10.10am Overview/ Introductions
10.10am -10.20am Profit Strategy 1-2
10.20am -10.25am Reflect &
10.25am -10.40am 3
10.40am -10.45am Reflect &
10.45am -11.00am 4
11.00am -11.05am Reflect &
11.05am -11.20am 5
11.20am -11.25am Reflect &
11.30am- 11.40am Break
11.40am -11.55am 6
11.55am -12.00pm Reflect &
12.00pm -12.10pm 7
12.10pm -12.15pm Reflect &
12.15pm -12.45pm Implementation Blueprint
12.45pm -1.00pm PRIZE & Finish
A (short bit about me...) then over to you
15 years helping businesses with their Sales
Increased sales by 600% within 4 months
Using the proven strategies I teach for over 15 years and theywork every time.
Studying successful business owners almost all my life. Invested heavily into Mentors
Running my own business for the past 5 yrs
The challenge we face-
• We might know the ways to increase sales...
• Have lots of ideas...
Companies are leaving stacks of money on the table by not implementing the fundamentals!
A recent Business Coaching Program Survey revealed the % of companies NOT systematically deploying these Proven profit strategies. These were all businesses who spent between £2000-£20,000 on how to build businesses more successfully.
% NOT implemented;
• Upselling at point of purchase- 91%• Actively Reselling Customers- 93%• Deploying a Formal customer Relationship program- 96%• Asking for referrals – 89%• Building Strategic Alliances- 95%• Optimising Best Practices- 95%
Systematically & Predictably Working
5 key levers to grow your business.
Refresher 5 key levers to grow your business.
• Number of Leads - Get more customers coming through the doors
• Conversion Rate - Convert more enquiries into sales
• Number of Transactions - Increase the frequency a customer purchases
• Your Profit Margin - Increase the profit margin per sale
• Average Spend per Sale - Increase the average sales amount per customer
Keep in mind as we go through Workshop
Story of a Window Cleaner
Window Cleaning Service
How Many Extra Units Sold Per Year 50
How Many Extra £ Per Unit £100
How Much Total Added £ In Sales £5,000
How Much Profit (based on 50% margin) £2,500
1 Year Profit £2,500
5 Year Profit £12,500
Profit Strategy 1-2
The Power of:
UPSELL
DOWNSELL
CROSSELL
Give more Value
• Cross-selling is selling an additional product to existing customers, usually related to what they've already bought. Eg. Waiter asks Would you like salad with your main course?
• Up-selling is selling a better & more valuable(but usually more expensive) product or service to customers, after they've decided on a cheaper product.
Effective because.....
• Customer need has already been matched and they are ready to take action they are already in a buying mode,
• They already like and trust you and are open and positively inclined to another purchase.
• How this serves your customer: MORE VALUE
Remind then of added benefits that can be derived from the additional purchase.
How’s that for “tried and proven”?
Profit strategy that produces 30% of one of the world largest companies profits – and has for 30 years.
Over to you ....... Share
• Discuss
Think of a time when you’ve said YES
JUST ASK
• Maybe you worry about irritating them with too many offers to buy more. Don’t.
Surveys show that most buyers appreciate being told about additional products or services that might better meet their needs or about new items that were not offered in the past. It’s a way of demonstrating that you are aware of their needs and care about their satisfaction.
Focus on customer needs - not yours.
Ideas to improve your opportunities for cross-selling and up-selling
• Let nature take its course selling tennis racquets, for example, you can also offer a bag, balls, lessons and accessories.
• Stay relevant. Offering socks with shoes is certainly a good fit.
• Post expert recommendations. When you buy a book on Amazon.com, for example, the site automatically lists other books purchased by people who bought the same book you just ordered.
• Train Customers of the benefits. how do the additional products or services complement the original purchase and further solve the customer’s problem.
• Timing is important. low priced digital camera, =disappointed in a lack of features or performance,= they may really want a higher priced model.
Ideas for a downsell
• Health Club- Off peak • Chiropractor- Increased business by offering a small number of
scholarships at less favourable times/less flexible• Mobile phone companies- payments are spread, interval
purchasing• Business Coach- saw a 300% increase in sales by taking his
year program and just charging for strategy session and 3 small payments
• Information Marketers- Moving the Freeline
Do you have quiet times in the year?
What options do you provide?
How Many Extra Units Sold Per Year 50
How Many Extra £ Per Unit
£100
How Much Total Added £ In Sales
£5,000
How Much Profit (based on 50% margin)
£2,500
1 Year Profit £2,500
5 Year Profit £12,500
Reflect and calculate
Profit Strategy 3
Increase The:
FREQUENCY
Of Client Purchases AUTOMATICALLY
LONGEVITY
1)Customer Loyalty programs
Debenhams launches loyalty app
Customer appreciation nights and notifications of exclusive offerings
Invitations to special promotionsReward existing customers with ‘special’ offers
2)Frequent communication
- Visit customers often- Keep in touch using Social Media- Email marketing or newsletter ( keep in touch or else they will
leave)- Phone calls- Invitations
• Make an offer on the next purchase• Run Competitions• Offer branded promotional gifts• Offer with an expiry date.
Automate
• Health Supplement- Juice Plus(4 month supply) pay monthly
• Wen- shampoo & conditioner(Automatic quartely shipment)
What other Subscription services can you think of ?
Increased Visits
Window Cleaning Service
How Many Extra Units Sold Per Year 20 (extra cleanings)
How Many Extra £ Per Unit £500
How Much Total Added £ In Sales £10,000
How Much Profit (based on 50% margin) £5,000
1 Year Profit £5,000
5 Year Profit £25,000
Reflect on your business and calculate
• What would happen if you increased the number of times a customer buys from you? Plus keep them longer
Reflect and calculate
How Many Extra Units Sold Per Year
20 (extra cleanings)
How Many Extra £ Per Unit
£500
How Much Total Added £ In Sales
£10,000
How Much Profit (based on 50% margin)
£5,000
1 Year Profit £5,000
5 Year Profit £25,000
Profit Strategy 4
Develop a:
Customer ‘WOW’ program
A 5% change in client retention
IMPACT PROFITS BY 25%-85%
Losing customers is devastating to your profits!
Retention is the Key
Studies show - reducing your attrition rate by just 5% can increase your profits by 25%-85% or more.
Costs over 6 times to sell to a new customer as is does to sell to an existing.
Example:Grew Business to 38 Million
• Richelle owns the only women owned utility company in U.S
Wowing welcome – Planned 45 days of Thankyou
Birthdays
Thankyou cards
Gifts-pens
Reactivation process in place- Win back program
Following study based on research across a wide range of businesses
Why Customers don’t return
1% die;
3% move away;
5% have other contacts;
9% competitive reasons;
14% product dissatisfaction;
68% indifference by staff.
I’m sure you’ve spotted the fantastic opportunity from these statistics
• Are People Going To Refer You If You DON’T Have A Strong Relationship?
• Are They Going To Pre-Buy From You?
CUSTOMER RELATIONSHIP SYSTEM
“HCC – The 59th Fastest Growing Company in the USA Used A Systematic 10 Point Customer Service Program and Retained
96% Of Customers Over an 8 YEAR Period!”
Distinctions From The Formula:
First 30 Days: Produce Results That Delight Customers Beyond Wildest Expectations
CEO Called 250 out of 500 Clients Every 60 Days To Personally Check They Were OK
Example:
Richard Branson’s Advice
“Be the best in your field, be better then your competition, let others see you as the best.”
“Take care of your customers”
Reflect and calculate
Reduction in Lost Customers 20
How Many Extra £ Per Unit
£1,000
How Much Total Added £ In Sales
£20,000
How Much Profit (based on 50% margin)
£10,000
1 Year Profit £10,000
5 Year Profit £50,000
Profit Strategy 5
“Gain more REFFERALS”By having a process
Do It Right INCREASE PROFITS BY 1300%
WARNING: If You Don’t Set This Up Correctly It Will Fail, There Are 15 Common Reasons That Most Referral Systems Fail.
Referrals
• Growing your business through referrals is both the least costly and the most powerful marketing strategy.
However, 94% of small businesses lack a formalized system. The businesses that do are hugely successful.
Example ; Devere GroupDeVere has more than
60,000 clients in over
a hundred countries.
world's largest independent
financial consultancy group
Referral Partners
Imagine that you had a group of 100 people who were willing to refer clients to you. Now, imagine further that this "circle of 100" were people whose own work put
them in touch with your potential clients every day.
Spend 3 minutes Brainstorming
IDEAS
Window Cleaning Service
New Customers 12
How Many Extra £ Per Unit
£2,500
How Much Total Added £ In Sales
£30,000
How Much Profit (based on 50% margin)
£15,000
1 Year Profit £15,000
5 Year Profit £75,000
Reflect and calculate
New Customers
How Many Extra £ Per Unit
£
How Much Total Added £ In Sales
£
How Much Profit (based on 50% margin)
£
1 Year Profit £
5 Year Profit £
Profit Strategy 6
Increase The Number of complimentary :
YOUR CLIENTS BUY
PRODUCTS AND SERVICES•Expand Purchase Patterns•Having a Brochure Is NOT Enough•Be Pro-Active With Your Offerings
Lifetime Customers
• How will you turn your customers into Lifetime Customers, while simultaneously expanding the items they currently purchase. How will you get them to purchase more of what you provide consistently and effortlessly.
Window Cleaning Service
Additional purchases 10
How Many Extra £ Per Unit
£500 per year
How Much Total Added £ In Sales
£5,000
How Much Profit (based on 50% margin)
£2,500
1 Year Profit £2,500
5 Year Profit £12,500Cleaning Drains & Guttering
Reflect and calculate
Additional Purchases 10
How Many Extra £ Per Unit
£
How Much Total Added £ In Sales
£
How Much Profit (based on 50% margin)
£
1 Year Profit £
5 Year Profit £
Profit Strategy 7
Create:
An Increase in Close Ratio From 12% to 13%
LEVERAGE YOUR OWN SUCCESS
An 8% Increase in Your Business!=
Let’s looks at your sales process
Not knowing about potential sales opportunities guarantees missing out on potential sales
The sales process is a sequence of events that lead an identified prospect to becoming a profitable customer
Increase conversions
Peter Drucker said
“There is only one valid definition of business purpose: To create a customer”
Eg; New lead
Research
Contact
Define needs
Verify details
Design and present
Negotiate &close
Repeat businessTake 5 Minutes
Window Cleaning Service
The Power Of Up/Cross/Down Sell £2,500 £12,500
Conditioning Customers To Buy £5,000 £25,000
Customer Relationship System £10,000 £50,000
Active Referral System £15,000 £75,000
Expanded Purchase Pattern £2,500 £12,500
Leverage Your Own Success £6,000 £30,000
Total Profit Impact £41,000 £205,000
Cost of Implementation: £0
Your Business
The Power Of Up/Cross/Down Sell £ £
Conditioning Customers To Buy £ £
Customer Relationship System £ £
Active Referral System £ £
Expanded Purchase Pattern £ £
Leverage Your Own Success £ £
Total Profit Impact £ £
Cost of Implementation: £0
And The Winners is....
This Voucher Can Be Redeemed On Any Of The Courses, Programs, Events & Products Offered By The Fernandes Group
Pick Top 1 Strategy to Implement
What do we need for Successful
Prior to Executing a Plan
• Sell in the Idea Internally
• Check your available resources
• Measure to manage
• Test on a small scale
Implementation is the carrying out, execution, or practice of a plan
In summary
All you need to do is implement these
time tested, proven marketing and sales
methods to achieve the same results
as the ultra successful companies they
were modelled after.
You can take what is proven to work and adapt it to your business
Invitation
Join The 90 Day Fast Track Program • 3 x Half Day Power Sessions (in person) – Valued £2,250
• 9 x 1-2-1 Telephone Training & Accountability Calls – Valued £1,347
• 3 x Monthly Implementation Blueprints – Valued £1,497
• 1 x Snapshot Pre-Pack – Valued £197
• 3 x Tickets to Monthly Mastermind Event – Valued £147
• 1 x Lifetime Subscription to BB Network – Valued £197 plus
• 1 x i3 Individual Profiling – Valued £47
• Total Value - £5,682.00
Today Only InvitationJoin The 90 Day Fast Track Program
1 Time Investment of Just £1,497Or
3 Easy Breezy Payments of Just £597
Saving You Over £4,000
My 100% Double Happiness Guarantee
Generate profits that will pay for this program at least 5 times over!Help you successfully implement — all requiring little time, money, effort or risk.
Help you customise and apply these powerful, proven growth strategies to your unique business.
Or Your Entire Investment REFUNDED 100% No Questions Asked!
Now, How Much Did You Unlock?
How To Unlock £5,000 - £100,000 Of Untapped Profits From Your Business In The Next 30 Days.
www.lorrainefernandes.com
With Lorraine Fernandes of The Fernandes Group
How we can help
How we assist you with our Business Programs:
• Deliberately increase sales
• Create results in all Business areas
• Stay the course for your decided success
• Get clear on your fastest business Growth opportunities
• Increase real profits, with no or very little money, time, effort or risk
• Find profits that already exist within your current business
• To maximise client conversion opportunities
• To easily generate more leads from within your business
• To maximise client conversion opportunities
• Apply the science of communication for increased sales and service
• To systemise your business so that you can make predictable profits year after year, and work less hours
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