Welcome
Welcome to our new visitors
Apologies
Kathy B
Who we are?
Small and Home Business owners meeting to build relationships from other SBO’s.
What is CT?
Relatively casual meeting group, where you can network, talk about business ideas and strategies, and learn from one another.
Where?
Tuggerah’s Zenith Centre.
When?
At 10.30 am on the 2nd & 4th Wednesdays of the month. Arrival 10.25 am for 10.30 am start. (Runs for about 1 hour)
Update on our Raffle?
So far this year we raised $41.00 for Iris foundation including todays $17.
This year we will continue with our Raffles and donation to Iris Foundation. This year we will do a raffle again for the Iris Foundation. We will be looking for prizes/donations up to the value of $10. Its will be up to you if you would like to participate and none should feel obliged. Tickets will be $2 each, or three for $5.
Updated Members
We have over 110 members for Coffee Time. You can come when you are free, never feel obligated and always feel welcome. I have a list with everyone who has come along to Coffee Time; I am updating the distribution list. If you would like to be included, please check your details are correct, update where necessary and add if not on there.
There are 2 business card holders, please feel free to put your business cards in, these are passed around each meeting, and feel free to support each other and utilize their services.
Workcover
Don’t forget Jay can come out to your workplace and do a free assessment; you can then get a $500 voucher/credit towards purchasing safe office things (chair, etc). Jay also has workshops, one on one meeting and assessments currently available. If you wish to have a free appointment with Jay please contact him on jay.lewis@workcover.nsw.gov.au
Networking:
• Coffee Time 8th February, 22nd Febraury
• Fridays round the coast SBNG – 3rd Friday here at Zenith
• BWC lunches on each month – for more info contact Kym Williams
• Success Women’s Networking Luncheon 9th February
Education:
2012 – Visit BEC upstairs or log on to www.ccbec.org.au
o February Courses
o Getting into business- 15th
o Facebook Rules – 22nd
o Business Planning for growth part A – 29th
o March Courses:
o Business planning for growth part B – 7th
o Modern Selling Techniques part A – 14th
o Modern Selling Techniques part B – 21st
o Social Media Domination for Small Business (basics) – 28th March
o April Courses:
o Make your Mark – Trade marking – 3rd
o Social Media Domination for Small Business (advanced) – 4th
o May Courses:
o Recruitment and Staffing Structures – 2nd
o How to recover debts part A – 9th
o How to recover debts part B – 16th
BEC has Memberships available:
- Business Basics Membership - $249.
- Business plus Membership - $748.
For more information, please speak to Darren or Debbie at the BEC – 02 4355 4885
The BEC have changed their opening hours, as at 30th January 2012 they will be as follows-
Monday – Thursday 8.30am to 4.30pm. Monday – Thursday 4.30pm to 6.30 pm for consultations by appointment only.
Update:
• Melbourne Cup – Gosford Race Club – 1st November –.
• May 18/19th 2012 – B2B Buy Local Festival – Lucca Rd Wyong
• September 19th – Business Expo – Mingara
• Buy Local key rings - $2 each – money to iris foundation
• Lioness Cub of East Gosford is holding a High Tea on the 31st of March. Coffee Time is putting together tables. Please contact Margaret on 0412 622 400 and let her know if you would like to come along. So far we have Tarnia, Kate, Kellie
Toukley Neighbourhood Centre
Info on cheap reconditioned computers. Call Kylie if interested.
We don’t have any laptops in stock at the moment but we will have some more in next few weeks! We have Hp and IBM desktops with 17" LCD screens 1Gb ram 80GB Hard Drive Intel Pentium 4 DVD burner, anti virus software, all windows updates, basic word processing software (open office) all for $150 with 3 months warranty! Just let me know how many and I can have them here within a day if not already here! 356-356 Main Rd EAST TOUKLEY. My number is 0413241331
Who are you & what do you do: 30 Sec story about you
Tarnia Gurney
Gurney Financial Services www.gurneyfinancialservices.com.au
panningwerx4U www.planningwerx4u.com.au
Glenn Kirkwood
That Referral Guy www.australiasmarketingmentor.com.au
Kate Morris
Events with Pizazz www.eventswithpizazz.com.au
Leeanna
Intimate Whispers www.intimatewhispers.com.au
Kellie Targett
Insurance Adviser net ktargett@iaa.net.au
Rachel Dillon
Elite Embroidery eliteembroidery1@yahoo.com
Paul McCarthy
LDN Local Direct Network www.ldn.net.au
Jenny Abourizk:
Job Centre Australia www.jobcentreaustralia.com.au
Michael :
Job Centre Australia www.jobcentreaustralia.com.au
Patrick Zuluaga
PMZ Marketing www.pmzmarketing.com.au
Nicolette Gregory
Photographer onefitone@bigpond.com
Bev and Dawn
Iris Foundation www.irisfoundation.org.au
Wins
• Rachel got a $1500 order.
• Iris Foundation –Are having a sleep out at Alison Homestead along with events with a twist.
• Glenn ran his first marathon came in under 3hours 15 minutes.
• Leanne has received some new orders.
• Tarnia has moved into a new office.
Presentation today
Business Planning – Planning for your success
Slide 3: Did you know:
• There was a study complete at Harvard Business School. The study was done over a twenty-five year period with 1,600 businesses. These were the results:
– 70% of the businesses in the study had no written or verbal plan
– 27% of the businesses in the study had verbal plans/goals only
– 3% of the businesses in the study had them written down
– 98% of the wealth was held by those 3% of the businesses in the study
As you can see from the results that when you have a business plan, you automatically know where you’re going and your chances of getting there are definitely higher.
Slide 4: Considering a business opportunity
• Have to be logical
• Is your plan viable
• Living document
• Helps you be organized
Small Business success comes down to planning – and making sure you continue to grow and develop along and with your business plan. By following some easy steps by being organised and by planning, you will know where you can go.
Slide 5: Is there a market?
• What’s your competitive advantage
• Why would someone give your business money
• What special factors are going to make them buy from you
• What can you offer that others don’t? What’s your edge?
What’s your competitive advantage? There has to be something about you, your products or services that would make someone come to you and do business with you.
Slide 6: Is there a market – Cont.
• Market research
• What are others doing
• Product/service idea questionnaire
Look at what other businesses have done or are doing and see what is working for them. Make sure you have done your research. What can I do that is better than others? Why is mine better?
Slide 7: Is there a Market continued - Evidence-
• Will people buy these things
• Is there a similar business nearby
• Is it a popular business overseas/interstate
• What do the stats show from Australian Bureau of statistics show
Make sure there is convincing evidence. Make a list of all the evidence and weigh it up. For example – Will people buy these things? Is there a similar business nearby? Is it a popular business overseas/interstate or here?
Slide 8: How much money can you make
• How much money is out there for your business
• How much do you need to break even
• Work out your cash flow
• Work out expenses
Firstly work out your cash flow, and secondly, do some calculations. Work out the cost of your time, the production of the item, how much you can on sell it for, how many hours you are prepared to work to get it, then take away all your expenses. Will you be able to take a wage home, and pay the bills?
Slide 9: How much money will you need
• How much to start up?
• What are my running costs?
• What can be leased?
• What are my monthly expenses?
It can be expensive to start up – So how much will you need for the set up: you need to look at the equipment, cost of the franchise if relevant, phones, desks, computers, printers, licences, legal fees, advertising, leases, registrations of business, stock, and websites.
Running Costs – how much will it cost per month to run your business: monthly bills – phone, internet, rent, advertising, wages, workers compensation for employees, PAY as you go tax, Superannuation, Insurance and GST. Maybe another business owner/friend may lend you their printer, or let you photocopy at their place of business for a small charge until you have your own copier, maybe they have a spare desk in their office or a spare massage table in the salon, and you can rent as a hot seat one day a week for your appointments. All until you get going. Always list all costs that you think will associate with your business. Then ensure you have a budget for those expenses.
Slide 10: Business Background
• Your Location
• Personal Characteristics
• Your Industry
• Key Products
Where will your business be located? Shop, home, hairdressers, office. What qualifications? Management certificates, customer services, diplomas? Experience – short term or long term. Is it labour or knowledge intensive? Describe your key products and services?
Slide 11: Business Background – Cont.
• The Purpose of the Business
• Business Structure
• The History
Describe the purpose of your business, including why you want to start it. Explain the market you’ve identified and your competitive advantage. What is the structure of your business? (Sole Trader, Company, Partnership). Is it a new idea, or has it been around for a while.
Slide 12: Business Support
• Your Team
• Your Suppliers
Do you need staff? - Describe the staff you have or need – what is their experience will they be trainees or apprentices, experienced persons or contractors. Who are your suppliers? – are they the local paper and packaging business down the road, providing you with all your shopping bags, and staff amenities.
Slide 13: Business Market
• Customers
• Customer Assumptions
• Promotion
• Market Research
Outline your customers – Major and Minor – are they general public, small businesses or large businesses, communities or groups, medical centres, or shops, demographic, age, sex, etc.
Why would someone choose to do business with you? How do you intend to get the customers?
Is an it yellow page, local business directories, word of mouth, networking? The better understanding you have of your customers and their needs the better your business is.
Slide 14: Business Markets – Cont.
• Market Potential
• Market Potential Assumption
• Competitors
• Competitor Assumptions
What do you expect your first years turn over to be? Do you expect to break even, make a profit? How have you arrived at the estimates? Who are your competitors? Where are your competitors? Analyse the strength of you competition. Outline all assumptions you have made about your competitors.
Slide 15: Business Environment
• Outside Influences:
• Issues and Opportunities
• Distribution Channels:
• Use of Technology:
• Business Systems:
You need to consider everything that could and would impact your business. Whether it be technology, trends, environmental, economic, regulations, etc. What are your issues in business and what are the opportunities (weaknesses and strengths)? Do you market to other businesses, or is it direct to consumers or do you pay commission sales people or distributors? Will you use: Email, Ecommerce, EBAY, Website? What systems will you have in place? Detail your business and management systems, and this will including office and procedure manuals, job descriptions, and general Human Resources that you have in place or will have in place.
Slide 16: Why people fail?
• Have not planned
• Not prepared fully
• Not tested their idea
• Have no experience
• No management ability
• And they need 100% finance
Many people fall down as they have not planned or prepared. When you have completed your plan, discuss with a friend, a family member or a business person your idea and see what they think. Make sure you have a wide variety of feedback, both good and bad, with all scenarios. Making sure you get constructive criticism for things to improve.
Slide 17: The Business Plan
• So that’s the one for the banks
• What about a one pager for you
Slide 18: Business Plan - One pager template
Mission statement Strengths
Goals/Target Weaknesses
Marketing Opportunities
Action items Threats
This is your vision. Fill in the blanks then each week up date. What is your mission statement?
Having this in front of you, you will be able to remember every day what your goals and visions for your business are.
Slide 20: My Details
PLANNINGWERX4U
Tarnia Gurney
02 4393 5979 or 0412 297 837
admin@planningwerx4u.com.au
www.planningwerx4u.com.au
Thanks everyone for your participation, hope everyone got something out of it.
Planningwerx4u has Business Planning Cds for $55 each, if you would like one please let Tarnia know.
The winner of the raffle today was –Tarnia Gurney
Today we raised $17 for Iris Foundation.
Thanks and see you next time
NEXT MEETING: 8th February – arrive 10.25am for 10.30 start – sharp
Presentation – Open Forum – Time management.
Monday, January 30, 2012
Monday, January 23, 2012
Coffee Time Minutes 11.1.12
Welcome
Welcome to our new visitors
Apologies
Tony, Bev, Kathy Maree, Selma, Toni, and Dawn
Who we are?
Small and Home Business owners meeting to build relationships from other SBO’s.
What is CT?
Relatively casual meeting group, where you can network, talk about business ideas and strategies, and learn from one another.
Where?
Tuggerah’s Zenith Centre.
When?
At 10.30 am on the 2nd & 4th Wednesdays of the month. Arrival 10.25 am for 10.30 am start. (Runs for about 1 hour)
Update on our Raffle?
Last year we raised $822.80 for Iris foundation.
This year we will continue with our Raffles and donation to Iris Foundation. This year we will do a raffle again for the Iris Foundation. We will be looking for prizes/donations up to the value of $10. Its will be up to you if you would like to participate and none should feel obliged. Tickets will be $2 each, or three for $5.
Updated Members
We have over 110 members for Coffee Time. You can come when you are free, never feel obligated and always feel welcome. I have a list with everyone who has come along to Coffee Time; I am updating the distribution list. If you would like to be included, please check your details are correct, update where necessary and add if not on there.
There are 2 business card holders, please feel free to put your business cards in, these are passed around each meeting, and feel free to support each other and utilize their services.
Workcover
Don’t forget Jay can come out to your workplace and do a free assessment; you can then get a $500 voucher/credit towards purchasing safe office things (chair, etc). Jay also has workshops, one on one meeting and assessments currently available. If you wish to have a free appointment with Jay please contact him on jay.lewis@workcover.nsw.gov.au
Networking:
• Coffee Time 25th January, 8th February, 22nd Febraury
• Fridays round the coast SBNG – 3rd Friday here at Zenith
• BWC lunches on each month – for more info contact Kym Williams
• Success Women’s Networking Luncheon 9th February
Education:
2012 – Visit BEC upstairs or log on to www.ccbec.org.au
o February Courses
o Getting into business- 15th
o Facebook Rules – 22nd
o Business Planning for growth part A – 29th
o March Courses:
o Business planning for growth part B – 7th
o Modern Selling Techniques part A – 14th
o Modern Selling Techniques part B – 21st
o Social Media Domination for Small Business (basics) – 28th March
o April Courses:
o Make your Mark – Trade marking – 3rd
o Social Media Domination for Small Business (advanced) – 4th
o May Courses:
o Recruitment and Staffing Structures – 2nd
o How to recover debts part A – 9th
o How to recover debts part B – 16th
BEC has Memberships available:
- Business Basics Membership - $249.
- Business plus Membership - $748.
For more information, please speak to Darren or Debbie at the BEC – 02 4355 4885
Update:
• Melbourne Cup – Gosford Race Club – 1st November –.
• May 18/19th 2012 – B2B Buy Local Festival – Lucca Rd Wyong
• September 19th – Business Expo – Mingara
• Buy Local key rings - $2 each – money to iris foundation
• Lioness Cub of East Gosford is holding a High Tea on the 31st of March. Coffee Time is putting together tables. Please contact Margaret on 0412 622 400 and let her know if you would like to come along. So far we have Tarnia, Kate, Kellie
Who are you & what do you do: 30 Sec story about you
Tarnia Gurney
Gurney Financial Services www.gurneyfinancialservices.com.au
Planningwerx4U www.planningwerx4u.com.au
Glenn Kirkwood
That Referral Guy www.australiasmarketingmentor.com.au
Jamie Quetulio
WizAide Bookkeeping www.wizaide.com.au
Karen Teunissen
CRS Australia www.crsaustralia.gov.au
Kate Morris
Events with Pizazz www.eventswithpizazz.com.au
Leeanna
Intimate Whispers www.intimatewhispers.com.au
Kellie Targett
Insurance Adviser net ktargett@iaa.net.au
Rachel Dillon
Elite Embroidery eliteembroidery1@yahoo.com
Lyn Thompson
Buy Local online/ LBH Promotions/ B2B www.b2bwithatwist.com.au
John Mann
Retired business manager
Paul McCarthy
LDN Local Direct Network www.ldn.net.au
Presentation today
20 Ways to Improve Your Business - By Toyne Business Consultants
1. The turnover of your business is made up of just 3 factors;
• The number of customers you have,
• The number of times those customers buy from you, and
• The average value of each sale you make to them.
By increasing any or all of these factors….your increases your turnover.
Do you know these figures for your business?
2. Identify what makes the product or service you sell, different from your competitors………….then tell EVERYONE.
Customers but the differences they perceive. So you need to have them thinking what you want, when they make a buying decision.
3. Referrals are the most cost effective form of marketing and often provide the most converted leads to sales.
Do you have a system for measuring, rewarding and maximising the referrals to your business?
What networking activities are you involved in enabling you to receive referrals?
Do you ask your current customers for referrals?
4. Use the first sale to a customer as a lead in for future sales.
It is much easier to sell to an existing customer than to a new one. Identify what further sales you can make to the customer e.g. maintenance items, add on products or more sales of the same product.
5. Keep a current database of your existing, past and potential customers.
Not only does this allow follow up sales to be made easily (for previous tip), it allows you to keep in contact with your customers. You can spend your marketing budget efficiently if you can target your customers. It will also allow you to keep your name in the minds of your customers.
6. Discounting your price focuses customers on the cost of your services. It gives them only one reason to buy from you……and a reason that can and will be matched by your competitors.
Look at adding value to product or services, so that customers can focus on the benefits of dealing with you. This will give customers more reason to buy from you again.
7. Educate your clients.
Following on from the last tip. The more you tell your clients to enable them to make an informed purchase, the more likely they are to buy from you……..and the more likely that decision to buy won’t be based on price.
8. Make it easy and fun for your customers to buy from you.
Find out what it is that customers dislike about dealing with businesses in your industry………and design your business so that your customers do not have to deal with those frustrations.
9. Send out a newsletter to your customers and prospects.
This will help educate your clients, allow you to keep in touch with them, give you additional opportunities to sell to them and position you as an expert in your field.
Your database will allow you to effectively distribute the newsletter………especially if you collect customers’ email addresses.
10. Hold information nights or demonstrations of your product or service.
This has a similar effect as a newsletter, but allows personal contact. It also allows your customers to bring a friend along!!
11. Plan your business. Set goals, both business and personal, and refer to them regularly.
There are many clichés advocating the benefits of planning and setting goals, suffice to say……..if you do not know where you are going or how you are to get there, there is not much chance of making it!!!!!
12. Benchmark every aspect of your business.
This involves comparing anything you can about the operations or results of your business against industry average figures. You can even do this by comparing your results from year to year, or by comparing yourself to successful businesses in your industry.
This provides you with countless opportunities to improve your business.
13. Put systems in place wherever you can in your business.
This will not only improve the profits in your business but also allow it to manage growth. You can improve the quality of your operations and output. You will also be able to have your team members undertake tasks that you currently do yourself.
Basically, it will free up your time and ensure that the things that need to be done in your business are done.
14. Get feedback from your customers.
It is often not such a bad thing for your business to get a complaint……it lets you know what is wrong with your business. Most unsatisfied customers do not bother to tell you when something is wrong.
By putting in place a system to obtain feedback from your customers you are able to make improvements and really identify how others view you. It might seem scary, but it is invaluable.
15. Form an alliance with another business that has the same target market as you do. E.g. Gurney Financial Services and Woodview Home Loans.
You will both be able to market to each other’s client base and provide incentives for customers to deal with you.
One important point is to ensure that the business you form an alliance with is reputable and provides a quality service or product.
16. Get your team involved.
To unlock the full potential of your business you will need the support and help of your team. Give them the power of make decisions and involve them in the planning process. Consider bonuses for achieving agreed business goals.
17. Unlock working capital from within your business.
All business use some sort of working capital requirements. It is often in the form of stock on hand, debtors, creditors or work in progress. Minimising the amount tied up in these areas can provide valuable cashflow for a growing business.
For example, creditors (invoices to be paid) can often be paid by credit card. This not only gives up to another 55 days to pay the account it can also provide you with reward or frequent flyer points.
18. Make your customers feel special.
Start a club for valued customers (hopefully that is all of them) where they can receive benefits. These may include newsletter, information nights, and advance access to product promotions, “exclusive” access to your business or anything else that makes them feel special.
Even send them a thank you card for placing their business with you.
19. Fill in idle time in your business.
What promotions can you run to have customers buy in slow periods?
How can your facilities or assets be used “out of hours”?
What marketing or other beneficial activities can your team be doing in down time?
20. What is the worst possible thing that could happen to your business?
How would you handle it? Do you have insurance? A contingency plan?
The sort of things you might consider is: - loss of a key person, natural disaster, loss of a major contract or customer, financial loss.
It is better to be prepared for such an occurrence.
Bonus Tip
Once you have grown your business to where you want to be, you will need an exit strategy from your business.
This may be how you turn it into a saleable business and achieve the best price, maybe how you can pass it onto the next generation of your family or introduce existing team members into the ownership of the business.
This may all be tied up with your retirement planning…….but that’s a whole separate plan!!!!
Thanks everyone for your participation, hope everyone got something out of it.
Planningwerx4u has Business Planning Cds for $50 each, if you would like one please let Tarnia know.
The winner of the raffle today was –?
Today we raised $24 for Iris Foundation.
Thanks and see you next time
NEXT MEETING: 25th January – arrive 10.25am for 10.30 start – sharp
Presentation – Open Forum - Business Planning.
Welcome to our new visitors
Apologies
Tony, Bev, Kathy Maree, Selma, Toni, and Dawn
Who we are?
Small and Home Business owners meeting to build relationships from other SBO’s.
What is CT?
Relatively casual meeting group, where you can network, talk about business ideas and strategies, and learn from one another.
Where?
Tuggerah’s Zenith Centre.
When?
At 10.30 am on the 2nd & 4th Wednesdays of the month. Arrival 10.25 am for 10.30 am start. (Runs for about 1 hour)
Update on our Raffle?
Last year we raised $822.80 for Iris foundation.
This year we will continue with our Raffles and donation to Iris Foundation. This year we will do a raffle again for the Iris Foundation. We will be looking for prizes/donations up to the value of $10. Its will be up to you if you would like to participate and none should feel obliged. Tickets will be $2 each, or three for $5.
Updated Members
We have over 110 members for Coffee Time. You can come when you are free, never feel obligated and always feel welcome. I have a list with everyone who has come along to Coffee Time; I am updating the distribution list. If you would like to be included, please check your details are correct, update where necessary and add if not on there.
There are 2 business card holders, please feel free to put your business cards in, these are passed around each meeting, and feel free to support each other and utilize their services.
Workcover
Don’t forget Jay can come out to your workplace and do a free assessment; you can then get a $500 voucher/credit towards purchasing safe office things (chair, etc). Jay also has workshops, one on one meeting and assessments currently available. If you wish to have a free appointment with Jay please contact him on jay.lewis@workcover.nsw.gov.au
Networking:
• Coffee Time 25th January, 8th February, 22nd Febraury
• Fridays round the coast SBNG – 3rd Friday here at Zenith
• BWC lunches on each month – for more info contact Kym Williams
• Success Women’s Networking Luncheon 9th February
Education:
2012 – Visit BEC upstairs or log on to www.ccbec.org.au
o February Courses
o Getting into business- 15th
o Facebook Rules – 22nd
o Business Planning for growth part A – 29th
o March Courses:
o Business planning for growth part B – 7th
o Modern Selling Techniques part A – 14th
o Modern Selling Techniques part B – 21st
o Social Media Domination for Small Business (basics) – 28th March
o April Courses:
o Make your Mark – Trade marking – 3rd
o Social Media Domination for Small Business (advanced) – 4th
o May Courses:
o Recruitment and Staffing Structures – 2nd
o How to recover debts part A – 9th
o How to recover debts part B – 16th
BEC has Memberships available:
- Business Basics Membership - $249.
- Business plus Membership - $748.
For more information, please speak to Darren or Debbie at the BEC – 02 4355 4885
Update:
• Melbourne Cup – Gosford Race Club – 1st November –.
• May 18/19th 2012 – B2B Buy Local Festival – Lucca Rd Wyong
• September 19th – Business Expo – Mingara
• Buy Local key rings - $2 each – money to iris foundation
• Lioness Cub of East Gosford is holding a High Tea on the 31st of March. Coffee Time is putting together tables. Please contact Margaret on 0412 622 400 and let her know if you would like to come along. So far we have Tarnia, Kate, Kellie
Who are you & what do you do: 30 Sec story about you
Tarnia Gurney
Gurney Financial Services www.gurneyfinancialservices.com.au
Planningwerx4U www.planningwerx4u.com.au
Glenn Kirkwood
That Referral Guy www.australiasmarketingmentor.com.au
Jamie Quetulio
WizAide Bookkeeping www.wizaide.com.au
Karen Teunissen
CRS Australia www.crsaustralia.gov.au
Kate Morris
Events with Pizazz www.eventswithpizazz.com.au
Leeanna
Intimate Whispers www.intimatewhispers.com.au
Kellie Targett
Insurance Adviser net ktargett@iaa.net.au
Rachel Dillon
Elite Embroidery eliteembroidery1@yahoo.com
Lyn Thompson
Buy Local online/ LBH Promotions/ B2B www.b2bwithatwist.com.au
John Mann
Retired business manager
Paul McCarthy
LDN Local Direct Network www.ldn.net.au
Presentation today
20 Ways to Improve Your Business - By Toyne Business Consultants
1. The turnover of your business is made up of just 3 factors;
• The number of customers you have,
• The number of times those customers buy from you, and
• The average value of each sale you make to them.
By increasing any or all of these factors….your increases your turnover.
Do you know these figures for your business?
2. Identify what makes the product or service you sell, different from your competitors………….then tell EVERYONE.
Customers but the differences they perceive. So you need to have them thinking what you want, when they make a buying decision.
3. Referrals are the most cost effective form of marketing and often provide the most converted leads to sales.
Do you have a system for measuring, rewarding and maximising the referrals to your business?
What networking activities are you involved in enabling you to receive referrals?
Do you ask your current customers for referrals?
4. Use the first sale to a customer as a lead in for future sales.
It is much easier to sell to an existing customer than to a new one. Identify what further sales you can make to the customer e.g. maintenance items, add on products or more sales of the same product.
5. Keep a current database of your existing, past and potential customers.
Not only does this allow follow up sales to be made easily (for previous tip), it allows you to keep in contact with your customers. You can spend your marketing budget efficiently if you can target your customers. It will also allow you to keep your name in the minds of your customers.
6. Discounting your price focuses customers on the cost of your services. It gives them only one reason to buy from you……and a reason that can and will be matched by your competitors.
Look at adding value to product or services, so that customers can focus on the benefits of dealing with you. This will give customers more reason to buy from you again.
7. Educate your clients.
Following on from the last tip. The more you tell your clients to enable them to make an informed purchase, the more likely they are to buy from you……..and the more likely that decision to buy won’t be based on price.
8. Make it easy and fun for your customers to buy from you.
Find out what it is that customers dislike about dealing with businesses in your industry………and design your business so that your customers do not have to deal with those frustrations.
9. Send out a newsletter to your customers and prospects.
This will help educate your clients, allow you to keep in touch with them, give you additional opportunities to sell to them and position you as an expert in your field.
Your database will allow you to effectively distribute the newsletter………especially if you collect customers’ email addresses.
10. Hold information nights or demonstrations of your product or service.
This has a similar effect as a newsletter, but allows personal contact. It also allows your customers to bring a friend along!!
11. Plan your business. Set goals, both business and personal, and refer to them regularly.
There are many clichés advocating the benefits of planning and setting goals, suffice to say……..if you do not know where you are going or how you are to get there, there is not much chance of making it!!!!!
12. Benchmark every aspect of your business.
This involves comparing anything you can about the operations or results of your business against industry average figures. You can even do this by comparing your results from year to year, or by comparing yourself to successful businesses in your industry.
This provides you with countless opportunities to improve your business.
13. Put systems in place wherever you can in your business.
This will not only improve the profits in your business but also allow it to manage growth. You can improve the quality of your operations and output. You will also be able to have your team members undertake tasks that you currently do yourself.
Basically, it will free up your time and ensure that the things that need to be done in your business are done.
14. Get feedback from your customers.
It is often not such a bad thing for your business to get a complaint……it lets you know what is wrong with your business. Most unsatisfied customers do not bother to tell you when something is wrong.
By putting in place a system to obtain feedback from your customers you are able to make improvements and really identify how others view you. It might seem scary, but it is invaluable.
15. Form an alliance with another business that has the same target market as you do. E.g. Gurney Financial Services and Woodview Home Loans.
You will both be able to market to each other’s client base and provide incentives for customers to deal with you.
One important point is to ensure that the business you form an alliance with is reputable and provides a quality service or product.
16. Get your team involved.
To unlock the full potential of your business you will need the support and help of your team. Give them the power of make decisions and involve them in the planning process. Consider bonuses for achieving agreed business goals.
17. Unlock working capital from within your business.
All business use some sort of working capital requirements. It is often in the form of stock on hand, debtors, creditors or work in progress. Minimising the amount tied up in these areas can provide valuable cashflow for a growing business.
For example, creditors (invoices to be paid) can often be paid by credit card. This not only gives up to another 55 days to pay the account it can also provide you with reward or frequent flyer points.
18. Make your customers feel special.
Start a club for valued customers (hopefully that is all of them) where they can receive benefits. These may include newsletter, information nights, and advance access to product promotions, “exclusive” access to your business or anything else that makes them feel special.
Even send them a thank you card for placing their business with you.
19. Fill in idle time in your business.
What promotions can you run to have customers buy in slow periods?
How can your facilities or assets be used “out of hours”?
What marketing or other beneficial activities can your team be doing in down time?
20. What is the worst possible thing that could happen to your business?
How would you handle it? Do you have insurance? A contingency plan?
The sort of things you might consider is: - loss of a key person, natural disaster, loss of a major contract or customer, financial loss.
It is better to be prepared for such an occurrence.
Bonus Tip
Once you have grown your business to where you want to be, you will need an exit strategy from your business.
This may be how you turn it into a saleable business and achieve the best price, maybe how you can pass it onto the next generation of your family or introduce existing team members into the ownership of the business.
This may all be tied up with your retirement planning…….but that’s a whole separate plan!!!!
Thanks everyone for your participation, hope everyone got something out of it.
Planningwerx4u has Business Planning Cds for $50 each, if you would like one please let Tarnia know.
The winner of the raffle today was –?
Today we raised $24 for Iris Foundation.
Thanks and see you next time
NEXT MEETING: 25th January – arrive 10.25am for 10.30 start – sharp
Presentation – Open Forum - Business Planning.
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