1. “Why Just 8% of Businesses Get 60% of the Sales!”
Marketing and Sales- Lack of Systems / Processes and Structure. No method for improvement and replication.
Develop, Enquiries/Leads, Conversions, Optimise and Maximise – Structure, Processes, Systematise.
Basic elements first.

2. What’s the Difference?
Delivering your honed message

3. Control
Delivering your honed message

4. DIAL Business Growth System ®
DIAGNOSE
DEFINE
INFORMATION
INSIGHT
ANALYSIS
ACTION
ACCELERATE
LEVERAGE
LIFT
LONGEVITY

5. Two things you REALLY need to do…

6. Differentiate Your Offering
How do you stand out?

7. What does your customer really want?

8. Identify their real needs, fears and frustrations …
Insurance?
…and address them!

9. What do your customers need to make a fully qualified decision?
CONFIDENCE
How do you give them confidence? Information, education, understanding and appreciation.
What do they fear? Making the wrong choice. Not getting value.

14. Use understandable language
Not jargon
Don’t make assumptions

16. For those using online SEO

19. Explain how your product solves customers’ problems or improves their situation (relevancy)
Deliver specific benefits (quantified value)
Tell your ideal customer why they should buy from you and not from the competition (unique differentiation)

20. Exercise 1:
What are the three primary reasons your clients might need your services?
What are their biggest fears?
What are their biggest frustrations?

21. Take people behind the scenes

23. “Make the invisible visible”
How It’s Made

24. We do ‘X’ ... Which means ‘Y’ ... So that ‘Z’

25. WIIFM?
Why tell them?

29. No Advertising Directories Direct Mail Word of Mouth Website/SEO
Google AdWords
Broadcast
Telemarketing
Networking
Exhibitions
Seminars
Leaflets/ Flyers
Phone
Call
Inform.
Follow Up
Meeting
Quote
Present
New
Client No 90
Events
Conversion System
Newsletters
Offers
Temp. Check Calls
100 10 80 40 30
33%
80%
100%
50%
75%
Magic Moments
Client Nurturing
Cross Sell

30. Where are your real growth opportunities?

32. The Geometry of Business Growth
Number and type
of clients
Average Transaction Value
Frequency of Purchase 30
£1000 3
£90,000

33. The Geometry of Business Growth
Number and type
of clients
Average Transaction Value
Frequency of Purchase 30
£1000 3
£90,000
20% 36
£1000 3
£108,000
(+20%)

34. The Geometry of Business Growth
Number and type
of clients
Average Transaction Value
Frequency of Purchase 30
£1000 3
£90,000
20%
20%
20% 36
£1200
3.6
£155,520
(+72.8%)

37. 90 Day Contact Cycles
90 Day Contact Cycles

38. When it comes to winning new business…
“No” is not always “No”
When it comes to winning new business…
44% give up after the first “no”
22% give up after the second “no”
14% give up after the third “no”
12% after the fourth “no”
92% of all companies involved in winning business give up after four “no’s”
*Bain & Co.

39. Yet, 60% of clients will say “no” at least 4 times before they say YES

40. Exercise 2: What does your client need to look for?
What should they avoid?
What key questions should they ask?

41. No Advertising Directories Direct Mail Word of Mouth Website/SEO
Google AdWords
Broadcast
Telemarketing
Networking
Exhibitions
Seminars
Leaflets/ Flyers
Phone
Call
Inform.
Follow Up
Meeting
Quote
Present
New
Client No 90
Events
Conversion System
Newsletters
Offers
Temp. Check Calls
100 10 80 40 30
33%
80%
100%
50%
75%
Magic Moments
Client Nurturing
Cross Sell

43. 75% response to mailer
37.5% bought
Sales of £540,000

44. 51.8% increase in conversion rates

45. 300% increase
in turnover

46. Our fees 28% higher than competition
Sales up 30%
Market share grown by a further 9%
Withdrawal rate reduced by 25% so 25% more of the work being done is paid for
Time taken to sell properties reduced by 22%

47. DIAL Business Growth System ®
DIAGNOSE
DEFINE
INFORMATION
INSIGHT
ANALYSIS
ACTION
ACCELERATE
LEVERAGE
LIFT
LONGEVITY

48. from Profitable Marketing Ltd