1. Carl Rogers Alchemy Business Growth carl@alchemybusinessgrowth.com 0797 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 Decision Problem Receptive

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

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

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

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