Carl Rogers Alchemy Business Growth carl@alchemybusinessgrowth 0797 937 0106

1. Carl RogersAlchemy Business Growthcarl@alchemybusinessgrowth.com0797 937 0106

2. Carl Rogers - Background

3. Outline • Challenges - Buyer Risk • Sales Road Map? • Marginal Gains

4. Challenges and Opportunities

5. Buyer Risk?

7. Partnerships –good or bad • Depends! • Execution-dedicated sales? • Same Target customer/non-compete • Grocery shelf not a customer

8. Discovery or Execution?

9. Discovery or Execution • 1. Business Model tested • 2. Sales Road map • Who influences a sale/recommends? • Who is decision maker? • Key customer problems • Number of Calls • Average sales cycle • Average sale size

10. Account Entry

11. Network Strategy • Advocacy Network • 1. Outer Network-bus cards/social media • 2. Resource Network-valuable skill or service • 3. Inner Network-same target market • 4. Advocates-small group, same target market, swap referrals, build relationship

13. KEY 4 Transaction Value KEY 7 Buying Lifetime KEY 5 Profit Margin KEY 2 Conversion Rate KEY 1 Number of Leads KEY 6 No. of Referrals KEY 3No. Of Transactions The Value of Each Customer Is £600 1 @ £3,000 Annual Gross Profit X Using The 7 Profit Multipliers To Build A Business Let’s look at a typical business model… 2 = 60 Sales 100 Per Year 30% = 30 Sales X X X £100 = £6,000 Gross Revenue X 50% = £3,000 Gross Profit NOVA: RAPID SOLUTIONS FOR BUSINESS GROWTH + = = X 3 Years Lifetime Value: = £18,000 Total Annual Profits = £6,000 So

14. KEY 1 Number of Leads KEY 4 Transaction Value KEY 6 No. of Referrals KEY 5 Profit Margin KEY 7 Buying Lifetime KEY 2 Conversion Rate KEY 3No. Of Transactions X X X X 33% = 36 2.2 = 80 £110 = £8,800 55% =£4,840 110 X = £10,164 1.1 = £5,324 = = X £33,541 ! 3.3 Using The 7 Profit Multipliers To Build A Business Now by just adding 10% to each key… 2 = 60 Sales 100 Per Year 30% = 30 Sales X X X £100 = £6,000 Gross Revenue X 50% = £3,000 Gross Profit NOVA: RAPID SOLUTIONS FOR BUSINESS GROWTH The Value of Each Customer Is £600 = 1 @ £3,000 Annual Gross Profit = X X 3 Years Lifetime value: = £18,000 Total Annual Profits = £6,000

15. KEY 1 Number of Leads KEY 7 Buying Lifetime KEY 4 Transaction Value KEY 6 No. of Referrals KEY 5 Profit Margin KEY 2 Conversion Rate KEY 3No. Of Transactions X X X X 33% = 36 2.2 = 80 £110 = £8,800 55% =£4,840 110 So Just a 10% increase in each of the 7 Alchemy Keys = 186%overall markup X = £10,164 1.1 = £5,324 = = X £33,541 ! 3.3 Using The 7 Profit Multipliers To Build A Business Now by just adding 10% to each key… 2 = 60 Sales 100 Per Year 30% = 30 Sales X X X £100 = £6,000 Gross Revenue X 50% = £3,000 Gross Profit NOVA: RAPID SOLUTIONS FOR BUSINESS GROWTH The Value of Each Customer Increases From £600 to £931 = 1 @ £3,000 Annual Gross Profit = X X 3 Years Lifetime Value: = £18,000 Total Annual Profits = £6,000

16. Additional Thoughts • 1. Upsell • 2. Referrals –ask • 3. 1:1:1 – importance of follow up

17. Recap • Think about the buyer • Are you in discovery or execution? • Marginal Gains

18. Carl Rogers • carl@alchemybusinessgrowth.com • 0797 937 0106 • Level 39