Turn your business into a revenue generating machine!
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Is your business stagnant? Are you barely breaking even? This presentation will take your business to the next level by reaching untapped revenue streams and discovering where you can cut costs. You will learn tips to help you identify new customers, improve cash flow, and spend less time managing.
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Turn your business into a revenue generating machine!
- 1. Turn Your Business into A Revenue Generating Machine Kevin Brown Vice President Customer Acquisition and Experience
- 2. Welcome! I’m Kevin Brown PaySimple’s VP of Customer Acquisition and Experience • Chat in questions, lets make this interactive • You will receive a link to the recording tomorrow • Stay tuned for special offer at the end
- 3. Before Machines… After Machines
- 4. What do effective machines need to run? Predictabl Good e Input Awesome Output Efficient, Effective Process
- 5. The Find New Business Machine Input = Output = Prospects New Sales $$$$$ Process = Sales 5
- 6. Define Good Input Who is your ideal customer? Profile Savviness Buying Criteria & Members Andy, Male, Age 34, Salary: $105,000, College Degree, Living in first home purchased for 2 years, Married less than 2 years, Concerned about being green, but unsure of what it means in terms of home ownership, Open to using solar panels but won’t know to look for it; Will buy from vendor with local references who can prove ROI and green impact; Wife needs to agree
- 7. Finding Good Prospects: Lists List Sources: • List sellers: JigSaw, InfoUSA • Directories: Google Places, Manta • Outsource: Elance, Mechanical Turk, Interns, Craigslist
- 8. Finding Good Prospects: Partners Who has the same target? • Directories: Manta, Google Places, Learn from each other • Share tactics tried LinkedIn • Share market insights • Meetup.com • Chamber of Commerce • Neighborhood Run joint marketing programs • Cross-offer promotions • Receipts, signs, flyers • Hold joint events • Run joint ads • Create a joint content portal
- 9. Find Good Prospects: Free Press HelpAReporter.com (HARO) • Sign up for Free Offering • Receive email alerts • Respond to applicable story lines Local newspaper success story • Get customer’s permission & document success story • Reach out to all local media outlets
- 10. Find Good Prospects: Google
- 11. Finding Good Prospects: Search Target Keywords Optimize Website Optimization Content Optimization
- 12. Find Good Prospects: Customers Refer Friends Write Online Reviews Give Testimonials Blog
- 13. Process: Manage Prospects Set up CRM to manage your lists Set up Email Marketing to engage with prospects Do business everywhere
- 14. Process: Powerful Messaging Here’s What I Have to Offer!!!
- 15. Process: Powerful Messaging Write down messages that are: • Important to your prospect • Easy to defend • Unique to you • Inject emotion Attention-grabbing communication • Speak to their pains • Use numbers • Tell stories • Use images
- 16. Process: Sales Process “I’m Great. Trust Me.” Buy Now or Never.
- 17. Process: Sales Process Tell Me About Yourself, Let’s Figure Out Success Together See For Yourself How Great I Am Not Ready to Buy Now, That’s OK Forget Me Not Easy Peasy
- 18. The Increase Current Customer Sales Machine Input = Output = Current Higher Customers Sales Process = Marketing 18
- 19. Process: Make Them Feel Special Say Thanks Reward Repeat Business Roll Out the Red Carpet
- 20. Process: Add Value Email Newsletter & Take-Away Brochures Special Events Be the Go-To
- 21. The Cut Costs & Wasted Time Machine Input = Output = Tasks Lower Cost Less Time Process = Getting it Done 21
- 22. Cut Costs with Partnerships Buy in Bulk Negotiate Rates Together $$$$$
- 23. Cut Cost & Time with Automation Time Wasting Tasks =
- 24. Cut Cost & Time with Automation Find Automation Software
- 25. The Cash Flow Machine Input = Output = Sales Revenue Positive Cash Flow Process = Bill Payment 25
- 26. Input: Getting Paid Faster
- 27. Process: Cash Flow Monitoring TOOLS
- 28. Getting Your Machine Into Action Transition Period
- 29. ’s Award Winning Software Can Help A Better Way to Run Your Business Clients • Managing your • Communicating with Clients • Do Business Anytime, Anywhere • Getting Paid Faster • Cutting Costs & Saving Time Give it a Test Drive: PaySimple.com/demo.html
- 30. Q&A Interested in receiving more valuable small business tips? Sign up for our email newsletter: PaySimple.com/blog
- 31. ’s Award Winning Software Can Help A Better Way to Run Your Business • $34.95/month • Sign up by April 12th and receive 50% of for your first 3 months • Get Paid Faster • Cutting Costs & Saving Time Give it a Test Drive: PaySimple.com/demo.html
Editor's Notes
- After machines:
- Before machines:Sweat, hard work, slow, frustrating, prone to error and injury, varying quality and outcomesIs this how running a small business feels to you? But imagine if felt this way instead?After machines:Fast, runs by itself, highly predictable, high quality outcomes
- In order for a machine to predictably produce awesome output, it needs both good inputs and an efficient effective process. In today’s webinar we will focus on the inputs and process for your small business to get to the point of predictable awesome revenue output
- You might have a general idea, or you might just take anyone off the streetIf you can truly specifically define who your real ideal target is – which can be completely based on past successes, Look through your current customer list and start to document profile data: Age/Years in Business, Salary / Annual Revenue, Gender / IndustryOutline what makes them want or need your service? Is it a new thing for them, are they switching from someone else, is there a life of business change that warrants the needWhat is their level of savviness towards your service? Do they know to look for you, or do you need to generate the demand, do they have the skillset to understand what your service is and does or is education necessary Who is involved in the buying decision? Is there more than one family member, or more than one contact at a business who needs to be involved in the decision?
- Now you know who you want and what to say to them, it’s time to find them.Find ways to create lists of customers who meet your ideal customer criteria.Reach out to your lists, try email first rather than cold calling and get them warmed up with some fabulous content, or by making a very unique offer. Follow up with the opens with a phone call.
- Identify and build relationships with businesses that are trying to reach your same target: There is no reason to go it alone. Broadening your reach can help you save on costs and learn from each other’s success and failures.Use directories such as MantaLook at other local businesses on google mapsSearch on LinkedIn to find similar businesses and groupsSing up for Meetup.com and join groups and attend events that include like-minded businessesDo some joint advertising together. Running ads can be expense, so why not split the costs and promote both of your products in the same advertisement. Trying out your local paper can be great.Hold join events – are there any topics that your target market is super interested in – hold joint in person or online events and get a special guest expert to speak to the topic and invite all of your clients and your partners clientsSet up a regular schedule – maybe quarterly to get together to talk about marketing an sales tactics that you’ve each tried and what has worked and what hasn’t. Share any market insights or shifts that either of you see occuring with your target market.
- Claim your listingMake it as complete as possible Include keywords in your profile that potential customer are likely to search to fin you by (similar to above)Include how to reach you, when you are open, who you serveInclude as much validation as you canInclude photos and a link to you new fabulous website. Encourage reviews from customersMonitor and respond to any negative reviewsGet a professional looking website live, and leverage listings and optimization to make sure you are easily found.
- Get a professional website (wordpress) if you don’t have one alreadyGet Google Analytics installed on your websiteIdentify KeywordsGoogle AnalyticsGoogle Keyword Tool What searches are your customers likely to enter to find a business like yoursWhat terms are in the keyword tool that aren’t overly competitive
- Start a Referral ProgramOffer a discount or reward for clients who bring you new businessMention your referral program everywhere (websites, emails, brochures, business cards, online directories)Incentivize Clients to Write Online ReviewsGoogle Places, any other listing locationsGet Testimonials – Use Them EverywhereVideo clients saying good things and post the vides to your website and YouTubeStart a Client BlogAsk your clients if they would like to write for your blog
- Now you know who you want and what to say to them, it’s time to find them.Find ways to create lists of customers who meet your ideal customer criteria.Reach out to your lists, try email first rather than cold calling and get them warmed up with some fabulous content, or by making a very unique offer. Follow up with the opens with a phone call. Email valuable contentFollow-up with email opens
- Craft your message for your ideal customer: Based on what you’ve just outlined, make sure your messaging is as meaningful and effective as possible.It’s not about you - what’s in it for them. Rather than focusing on what your product or service is, focus on what unique value they will attain from it.Address the needs of all of the decision criteria and all the decision makers. What’s important to them, what hurdles do they need to overcome, what value are they most interested in, what validation can you offer them, how do you uniquely deliver thisCreates a sense of urgency. Why should they act today rather than waiting?
- Craft your message for your ideal customer: Based on what you’ve just outlined, make sure your messaging is as meaningful and effective as possible.It’s not about you - what’s in it for them. Rather than focusing on what your product or service is, focus on what unique value they will attain from it.Address the needs of all of the decision criteria and all the decision makers. What’s important to them, what hurdles do they need to overcome, what value are they most interested in, what validation can you offer them, how do you uniquely deliver thisCreates a sense of urgency. Why should they act today rather than waiting?
- Craft your sales process around your ideal customer: Enable them to engage in ways that make the most sense based on who they are, how much education and validation they need.Create multiple engagement options ... if they aren’t ready to buy, provide them with different ways to get to know you. (take aways, ongoing educational content, email newsletter,Try free trials and free samplesStay top of mind: Email marketing, Retargeting adsWhen you talk to leads be sure to learn about them, how they align with your ideal criteria and paint the picture of success for their situation by using your product, Get to Know Your ProspectsProvide Multiple Engagement OptionsIf they aren’t ready to buy, can you still foster a relationship?Email newsletters, takeaway brochures, social media followingStay In TouchEmail nurturingRetargeting adsLet Them Get the Proof They Need Risk-FreeFree trials and free samples remove the riskProvide testimonials, references and 3rd party validation Clean up your online reputationRemove all Points of FrictionWalk through the whole process from finding you to becoming a customer, to using the service – are there any points of friction you can remove
- Craft your sales process around your ideal customer: Enable them to engage in ways that make the most sense based on who they are, how much education and validation they need.Create multiple engagement options ... if they aren’t ready to buy, provide them with different ways to get to know you. (take aways, ongoing educational content, email newsletter,Try free trials and free samplesStay top of mind: Email marketing, Retargeting adsWhen you talk to leads be sure to learn about them, how they align with your ideal criteria and paint the picture of success for their situation by using your product, Get to Know Your ProspectsProvide Multiple Engagement OptionsIf they aren’t ready to buy, can you still foster a relationship?Email newsletters, takeaway brochures, social media followingStay In TouchEmail nurturingRetargeting adsLet Them Get the Proof They Need Risk-FreeFree trials and free samples remove the riskProvide testimonials, references and 3rd party validation Clean up your online reputationRemove all Points of FrictionWalk through the whole process from finding you to becoming a customer, to using the service – are there any points of friction you can remove
- Thank Customers for Their BusinessEncourage review sharingEncourage deeper engagementStart a VIP ProgramSwag for VIP levelEarly promotion accessFree samples and trials of new servicesHigher service levels (free add-ons) After X# of uses, get something freeIncentivize Sales Reps AppropriatelyFocus on ServiceMake it easy to do business with youFrom payments to refunds to client account management
- Communicate Value-Add Content RegularlyEmail newsletterEducational, entertaining contentPermission-basedForward to a friend and share functionsConstant Contact, Mail ChimpMarketing Sherpa for ongoing adviceHold special eventsPromote Offerings that Are Truly HelpfulEven if they aren’t yours
- Buy in bulk togetherNegotiate rates togetherLeverage expertise, share workloadShare office spaceShare administrative resources
- All tasks that waste time Scheduling meetings, paying bills, ordering supplies, time tracking, chasing payments, invoicing, taxes, recording expenses, reports, ordering suppliesHow much time those take, your hourly salary = costSign up for software and outsourcing toolsExpense management software, billing software, appointment scheduling software, automated bill payment, supply order subscriptions, time tracking widgetsNet ROI plus the extra time you will have to deliver billable services or just enjoy your time
- All tasks that waste time Scheduling meetings, paying bills, ordering supplies, time tracking, chasing payments, invoicing, taxes, recording expenses, reports, ordering suppliesHow much time those take, your hourly salary = costSign up for software and outsourcing toolsExpense management software, billing software, appointment scheduling software, automated bill payment, supply order subscriptions, time tracking widgetsNet ROI plus the extra time you will have to deliver billable services or just enjoy your time
- Take depositsTake deposits along the way to be sure to cover costsBill twice monthlyGood for you and your clientsEarly pay incentives, late payment penaltiesMake it as easy as possible for customers to pay youGet bills out fasterGet paid when you can, only invoice when you have toRecurring billing rather than recurring invoicingGet money deposited as fast as possibleAutomated systems, mobile check deposit
- Figure Out and Monitor Cash Flow (day by day)Leverage tools like Outright, Mint, or Yodlee that you can link you accounts to to see all of your incoming and outgoing cashRegularly review incoming and outgoing payments so you can see when and where cash flow crunches are coming into playPay your bills more effectivelyLeverage an online billing systemMost banks provide you with this for freeAutomate bill payment scheduling when it works best for your cash flowPay no bill before it is due
- Change is HardIt’s hard to change processes, habits and mindsetsAllocate time for planning and educationAllocate sufficient time for making the transitionGet The Entire Company is Focused on Your GoalsDefine what you are trying to achieveMake sure everyone is awareFind ways to measure employees that will help keep them focused on your new initiativesMeasure, Review and RewardReview your goal progress regularly Reward yourself and employees when you succeed
- Change is HardIt’s hard to change processes, habits and mindsetsAllocate time for planning and educationAllocate sufficient time for making the transitionGet The Entire Company is Focused on Your GoalsDefine what you are trying to achieveMake sure everyone is awareFind ways to measure employees that will help keep them focused on your new initiativesMeasure, Review and RewardReview your goal progress regularly Reward yourself and employees when you succeed
- Change is HardIt’s hard to change processes, habits and mindsetsAllocate time for planning and educationAllocate sufficient time for making the transitionGet The Entire Company is Focused on Your GoalsDefine what you are trying to achieveMake sure everyone is awareFind ways to measure employees that will help keep them focused on your new initiativesMeasure, Review and RewardReview your goal progress regularly Reward yourself and employees when you succeed
- Change is HardIt’s hard to change processes, habits and mindsetsAllocate time for planning and educationAllocate sufficient time for making the transitionGet The Entire Company is Focused on Your GoalsDefine what you are trying to achieveMake sure everyone is awareFind ways to measure employees that will help keep them focused on your new initiativesMeasure, Review and RewardReview your goal progress regularly Reward yourself and employees when you succeed