2 What is on offer?

The chance to attend a total of 6 Business Growth one-day workshops held once every two weeks to see how you could:After completion of four sessions, the offer of a FREE 90 minute 121 business advice session or coaching call with the course facilitator or one of our business advisers / coaches, under the London Development Agency (LDA) London Business programme and access to other sources of help and advice.

• Implement a range of ideas, tips and techniques to grow your business faster and more efficiently
• Network with other business owners on the programme and share successes and failures
• Pool the group’s knowledge and skills to help address a specific problem from 2 businesses each session for one hour each, facilitated by the course tutor.

After completion of four sessions, the offer of a FREE 30 minute 121 business advice session or coaching call with the course facilitator or one of our business advisers/coaches and access to other sources of help and advice.

3 What does it cost?
The programme, when delivered privately to groups of 8 people as the Gold version, costs a total of £16,000 or £333 a day per person or £2,000 a delegate for the six sessions,  (including a 2 hour face to face, one to one, personal business advice session – worth up to £300) or £370 a day per delegate, for any one day as a stand alone.

The workshops involve a maximum of 10 people and operate on a rolling basis every two weeks over 12 weeks, subject to demand.

4 What do the workshops cover?

The workshops are based on the work of a number of small business coaches, writers, gurus, thinkers, trainers and presenters including Jay Abraham, Michael Gerber, John Niland, Steven Covey, Robert Craven, Mike Southon and Peter Thomson.

The main objective is a desire to help business owners improve their profitability.

The six sessions form a total programme and although they are best taken in the order listed, each one day workshop is a stand-alone module so they can be taken in any order.

Sessions will cover:

1 Increasing Sales to Existing Customers – the Magic Matrix and the power of small changes to achieve big results

The Magic Matrix - 3 ways to increase sales

More customers

More often

Spending more each visit

2 Selling and Pricing for Profit – Market segmentation, product differentiation

The effect on net profit for goods and services at different gross margins from price increases and decreases

Sacking your worst customers – Pareto’s law 80% of the profits come from 20% of the customers

Dominating a niche – what makes you different – why buy from me?

Pricing by time, speed, quality

Gold, silver and bronze options

Bundling and unbundling

Gross margins/cash profits - Price promotions to maximise the value of a sale

3 Lifetime Value of a Customer and Customer Acquisition costs

The lifetime value of a customer – example from the motor industry

Stages on the customer journey – from prospect to actual customer

The cost to acquire a  customer (on average)

Measuring the effectiveness of different marketing methods: advertising, PR,
websites, brochures, mail shots, salesmen, carding, leaflets etc

Back end selling, Up selling, Cross selling.

4 Sources of FREE and Subsidised business support, networking and training

The Internet: websites and email newsletters

Magazines and journals

InBiz Advance 365 Learn Direct

Grants for Coaching

Business Networking organisations:

Business Network International

Business Referral Exchange

Ecademy

5 Low cost marketing and promotion

The sales funnel: leads-conversions=customers-transactionsxvalue=revenuexmargin=profit

Developing and practicing your elevator pitch

The business card

The leaflet / brochure

Asking for Referrals from friends, family, suppliers and customers

Role-play referral scenarios with customers

Piggyback marketing, building alliances

Competitions Newsletters   Mail shots – letters, postcards

“A” boards, leaflets, signs, T-shirts, promotional materials, “freebies” – what works

Advertising and classified adverts

Directories and Chambers of Commerce

Enterprise Clubs

6 Working on the business and working in the business

Definition of a business versus a job

Developing systems for consistency and results

SYSTEM: Save Yourself Stress Time Energy Money

Vision

Mission

Culture

SMART goals

Organisation chart by function

Key Performance Indicators

Manuals

Sales are Vanity, Profit is Sanity, and Cash is King

For a free summary sheet on the Magic Matrix or Sellingand Pricing for Profit, email Andrea at admin@successfulsolo.com