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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

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•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

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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

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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

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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

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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

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The challenge we face-

• We might know the ways to increase sales...

• Have lots of ideas...

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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

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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

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Story of a Window Cleaner

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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

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Profit Strategy 1-2

The Power of:

UPSELL

DOWNSELL

CROSSELL

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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.

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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.

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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.

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Over to you ....... Share

• Discuss

Think of a time when you’ve said YES

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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.

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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.

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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?

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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

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Profit Strategy 3

Increase The:

FREQUENCY

Of Client Purchases AUTOMATICALLY

LONGEVITY

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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

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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.

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Automate

• Health Supplement- Juice Plus(4 month supply) pay monthly

• Wen- shampoo & conditioner(Automatic quartely shipment)

What other Subscription services can you think of ?

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Increased Visits

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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

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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

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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

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Profit Strategy 4

Develop a:

Customer ‘WOW’ program

A 5% change in client retention

IMPACT PROFITS BY 25%-85%

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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.

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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

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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

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• 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:

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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”

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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

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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.

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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.

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Example ; Devere GroupDeVere has more than

60,000 clients in over

a hundred countries.

world's largest independent

financial consultancy group

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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

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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

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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 £

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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

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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.

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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

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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 £

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Profit Strategy 7

Create:

An Increase in Close Ratio From 12% to 13%

LEVERAGE YOUR OWN SUCCESS

An 8% Increase in Your Business!=

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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

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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

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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

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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

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And The Winners is....

This Voucher Can Be Redeemed On Any Of The Courses, Programs, Events & Products Offered By The Fernandes Group

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Pick Top 1 Strategy to Implement

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What do we need for Successful

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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

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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

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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

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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

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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!

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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

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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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