THE ROAD TO BUSINESS SUCCESS – ARE YOU [REALLY]

PREPARED?March 24, 2011

What About Fuel-Efficiency?

Lack of Efficiency Costs Money

And it Can Affect All in the Car!

Business Planning

Preliminary Planning CPA, Financial Planner, Attorney Business Model & Concept Funding Location Equipment & Supplies Employees Customer Targets Advertising & Marketing

Is it Enough?

Is it Enough?

Getting the Engine to Run

Getting the Engine to Run

Sales – The Fuel That Drives The Business

Engine!

Would you…

just put in the minimum amount of gas? not care if there was gas in the car? ignore fuel efficiency? be happy with running out of gas?

Of course…

the answer to all these questions is…

Now, Let’s Revisit Fuel-Efficiency

Would you…

ignore necessary repairs? be happy with increased expenses? not care about additional costs?

Of course…

the answer to these questions is also…

So…

if sales is the fuel that drives the business engine, why is the fuel gauge often ignored?if improving sales efficiency helps improve sales volume, why is it not made priority one?

What is a Lead?

What is a Lead?

A lead is anyone who contacts your business for any reason pertaining to your products or services!

A lead is a repeat customer… each time! A lead is the result of advertising,

marketing and public relations efforts! A lead is the result of money and/or time

spent to attract customers to your brand and stores!

Sales cannot happen without leads!

What is Sales Efficiency?

Sales efficiency is total sales divided by number of leads.

For instance…$40,000 sales divided by 2000 leads results in a sales efficiency of $20

Improving Sales Efficiency

Telephone Customer Service Follow-up Referrals And, of course… advertising, marketing &

pr

Improving Sales Efficiency

Telephone Customer Service Follow-up Referrals And, of course… advertising, marketing &

pr

What Happens with Improved Sales Efficiency?

If Improved to $25

2000 leads at $25 = $50,000 That means… $10,000 more sales

Without spending one more dollar for… Advertising Marketing Public Relations

Over the Course of a Year…

$10,000 x 12 = $120,000 You do the math!

Marketing Efficiencies…

Cost per campaign or ad Against desired sales volume Determines leads needed to be

generated Is the effort worth it?

For example…

Cost - $1000 At 10% - $10,000 sales volume desired Divided by $25 – 400 leads needed Is it worth it?

Choices and Options

Sales-driven Mindset

Starts with leads Must be primary focus Managed by accountability Defined by results