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Slides from Session 1 of the NIBS Business Growth Club Program.
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Welcome
Welcome to …
Pressures in Your Markets
Businesses failing
Cash flow
Balance of investment
Member Repairer Partners
Technology
Divide in repairer alignment
Margin Pressure
My Story...
Spoken on Stage with...
“A Real Decision is measured by the fact that you’ve takena new ACTION. If there is no action you haven’t truly decided!"
Tony Robbins
£650,000 to £3.5 million in 3 years
Real Life Client Results…
Real Life Client Results…
£1 million to £7 million in 100 weeks
Real Life Client Story…
Profits up by 350% in 18 months!
Here are a few of Paul’s clients talking about their Results using his Business
Coaching Strategies ...
Reward People who take ACTION!
My life outside of business...
To Accelerate Your Business in 2010
My GUARANTEE to you...
Be Careful which ZONE you put people in …
• Comfort Zone• Growth Zone• Sock Zone
How to put yourself in a PEAK learning state …
UNCONSCIOUS
COMPETENCE
CONSCIOUSCOMPETENCE
CONSCIOUSINCOMPETENCE
UNCONSCIOUSINCOMPETENCE
Critical Skills of Business Success
FOCUS DISCRIMINATION ORGANISATION INNOVATION COMMUNICATION
For a Business to succeed it needs…
OutgoingOutgoingTa
skTa
sk
ReservedReserved
PeoplePeople
Understanding how People deal with Change ...
OutgoingOutgoing
ReservedReserved
Task
TaskPeoplePeople
DominantDominant
DrivingDemandingDeterminedDecisiveDoerDynamicDramaticDifficult• See a favourable environment as
one in which challenges can be overcome
• Try to change, fix or control things• How does a D like to be sold to – FAST!
Working with a High “D” in the business …
OutgoingOutgoing
ReservedReserved
Task
Task
PeoplePeople
InspirationalInducingImpressiveInteractiveInterestingInterestedImpressionable• See a favorable environment as one in
which they can influence others• Try to interact and persuade others• How do you sell to a high “I” –
Relationships!
InfluenceInfluence
Working with a High “I” in the business …
OutgoingOutgoing
ReservedReserved
Task
Task
PeoplePeople
SteadySteady
SupportiveSubmissiveStableSentimentalShyStatus QuoSpecialist
• See a favorable environment as one which they can keep as steady as possible
• Being cooperative, supportive,and agreeable
• How does an S like to be sold to? Slowly
Working with a high “S” in the business
OutgoingOutgoing
ReservedReserved
Task
TaskPeoplePeople
CautiousCautious
ConsciousnessCompetentCalculatingConcernedCarefulContemplativeComplaining
• See a favorable environment as one in which they can bring order
• Try to work within established rules, guidelines and procedures to ensure accuracy and quality
• How does a C like to be sold to? Detail
Working with a High “C” in your business
“A Business has but two Purposes...
Marketing & Innovation.”
Peter Drucker
Plan Your Journey...
The 3 Critical Factors to BIG Success in 2010 ...
Profit Margins Up Sell/
Cross SellEnquiries Conversion
RateLife Time
Value
Your Business Engine – Revving Up Results
Score the pistons from 1 – 10 (1 being lowest and 10 being highest)
Your 4 Types of Customer Fuel...
D Grade
Low Profit
High Maintenance
C Grade
Low Profit
Low Maintenance
B Grade
High Profit
High Maintenance
A Grade
High Profit
Low Maintenance
Profit Margins Up Sell/
Cross SellEnquiries Conversion
RateLife Time
Value
Your Business Engine – Revving Up Results
Score the pistons from 1 – 10 (1 being lowest and 10 being highest)
vs
Enquiries Conversionrate
Averageorder value
Turnover Margins
Typicalapproach
5000 5750
Supercharged
(x15%)
Frequency
s
Enquiries Averageorder value
Turnover MarginsFrequency
vs
Conversionrate
Typicalapproach20%
+1000+1322
Supercharged
(x15%)23%
vs£172£150
Averageorder value
Typicalapproach
Supercharged
(x15%)
Enquiries Turnover MarginsFrequencyConversionrate
Averageorder value
Enquiries Turnover MarginsFrequencyConversionrate
vs
Typicalapproach
3.5
Supercharged
(x15%)
3
vs
Typicalapproach
4 5 0 0 0 0 7 9 5 8 4 4£ £
Supercharged
(x15%)
Averageorder value
Enquiries Turnover MarginsFrequencyConversionrate
vs
s
Typicalapproach
GROSS PROFIT
GROSS PROFIT
Supercharged
(x15%)
1 1 2 5 0 0 2 2 8 8 0 5
28.75%
25%
Averageorder value
Enquiries Turnover MarginsFrequencyConversionrate
vs
s
GROSS PROFIT
Supercharged
(x15%)Typical
approach
GROSS PROFIT 1 1 2 5 0 0 2 2 8 8 0 5
Enquires Conversionrate
Averageorder value
Turnover Margins
Log Your Tops Learning’s & Actions from Session 1
Thank you