This document summarizes a workshop on increasing business profits by 50-100% in the next 12 months. The workshop will focus on 7 proven profit strategies including upselling, cross-selling, downselling, customer retention programs, increasing purchase frequency, expanding product offerings, and improving sales conversions. Attendees will learn how to identify £5,000-£100,000 in untapped profits and walk away with 1-2 strategies to implement within 30 days along with worksheets and implementation plans. The workshop will cover each strategy in turn with reflection periods and will conclude with selecting a strategy and discussing successful implementation.

1. •
7 Pillars To Profit - Increase Your
Profits by 50% - 100% in the next 12
months Live Workshop
How To Unlock £5,000 - £100,000 Of Untapped
Profits From Your Business In The Next 30 Days.
With Lorraine Fernandes of The Fernandes Group

2. Overall Goal of Workshop
• The overall goal of the workshop is to
uncover the £...... profit potential in your
business.
• Focus on 7 proven time tested profit
strategies
• Ideas for implementation

3. What you’ll walk away with today
• Top 1 or 2 most profitable strategy to
implement in the next 30 days.
• Profit Acceleration Worksheets to revisit
• Learn how to accelerate the Implementation process

4. Overview of Workshop
10.00am -10.10am Overview/ Introductions
10.10am -10.20am Profit Strategy 1-2
10.20am -10.25am Reflect &
10.25am -10.40am 3
10.40am -10.45am Reflect &
10.45am -11.00am 4
11.00am -11.05am Reflect &
11.05am -11.20am 5
11.20am -11.25am Reflect &
11.30am- 11.40am Break
11.40am -11.55am 6
11.55am -12.00pm Reflect &
12.00pm -12.10pm 7
12.10pm -12.15pm Reflect &
12.15pm -12.45pm Implementation Blueprint
12.45pm -1.00pm PRIZE & Finish

5. A (short bit about me...) then over to you
15 years helping businesses with their Sales
Increased sales by 600% within 4 months
Using the proven strategies I teach for over 15 years and they
work every time.
Studying successful business owners almost
all my life. Invested heavily into Mentors
Running my own business for the past 5 yrs

6. The challenge we face-
• We might know the ways to increase
sales...
• Have lots of ideas...

7. Companies are leaving stacks of money on the
table by not implementing the fundamentals!
A recent Business Coaching Program Survey revealed the % of companies NOT systematically deploying these
Proven profit strategies. These were all businesses who spent between £2000-£20,000 on how to build
businesses more successfully.
% NOT implemented;
• Upselling at point of purchase- 91%
• Actively Reselling Customers- 93%
• Deploying a Formal customer Relationship program- 96%
• Asking for referrals – 89%
• Building Strategic Alliances- 95%
• Optimising Best Practices- 95%
Systematically & Predictably Working

8. 5 key levers to grow your business.
Refresher 5 key levers to grow your business.
• Number of Leads - Get more customers coming through the doors
• Conversion Rate - Convert more enquiries into sales
• Number of Transactions - Increase the frequency a customer
purchases
• Your Profit Margin - Increase the profit margin per sale
• Average Spend per Sale - Increase the average sales amount per
customer
Keep in mind as we go through Workshop

9. Story of a Window Cleaner

10. Window Cleaning Service
How Many Extra Units Sold Per Year 50
How Many Extra £ Per Unit £100
How Much Total Added £ In Sales £5,000
How Much Profit (based on 50% margin) £2,500
1 Year Profit £2,500
5 Year Profit £12,500

11. Profit Strategy 1-2
The Power of:
CROSSELL
UPSELL
DOWNSELL

12. Give more Value
• Cross-selling is selling an additional product
to existing customers, usually related to what
they've already bought.
Eg. Waiter asks Would you like salad with your main course?
• Up-selling is selling a better & more
valuable(but usually more expensive) product
or service to customers, after they've decided
on a cheaper product.

13. Effective because.....
• Customer need has already been matched and they are ready
to take action they are already in a buying mode,
• They already like and trust you and are open and positively
inclined to another purchase.
• How this serves your customer: MORE VALUE
Remind then of added benefits that can be derived from the
additional purchase.

14. How’s that for “tried and proven”?
Profit strategy that produces 30% of one of
the world largest companies profits – and
has for 30 years.

15. Over to you ....... Share
• Discuss
Think of a time when you’ve said YES

16. JUST ASK
• Maybe you worry about irritating them with too many offers to buy more.
Don’t.
Surveys show that most buyers appreciate being told about
additional products or services that might better meet their
needs or about new items that were not offered in the past.
It’s a way of demonstrating that you are aware of their needs
and care about their satisfaction.
Focus on customer needs - not yours.

17. Ideas to improve your opportunities for cross-
selling and up-selling
• Let nature take its course selling tennis racquets, for example, you can also offer a
bag, balls, lessons and accessories.
• Stay relevant. Offering socks with shoes is certainly a good fit.
• Post expert recommendations. When you buy a book on Amazon.com, for
example, the site automatically lists other books purchased by people who bought the same book you just
ordered.
• Train Customers of the benefits. how do the additional products or services
complement the original purchase and further solve the customer’s problem.
• Timing is important. low priced digital camera, =disappointed in a lack of features or
performance,= they may really want a higher priced model.

18. Ideas for a downsell
• Health Club- Off peak
• Chiropractor- Increased business by offering a small number of
scholarships at less favourable times/less flexible
• Mobile phone companies- payments are spread, interval
purchasing
• Business Coach- saw a 300% increase in sales by taking his
year program and just charging for strategy session and 3 small
payments
• Information Marketers- Moving the Freeline
Do you have quiet times in the year?
What options do you provide?

19. Reflect and calculate
How Many Extra
Units Sold Per Year
50
How Many Extra £
£100
Per Unit
How Much Total
£5,000
Added £ In Sales
How Much Profit £2,500
(based on 50% margin)
1 Year Profit £2,500
5 Year Profit £12,500

20. Profit Strategy 3
Increase The:
FREQUENCY
LONGEVITY
Of Client Purchases AUTOMATICALLY

21. 1)Customer Loyalty programs
Debenhams launches loyalty app ffers
mers wit h ‘special’ o
Reward e xisting custo
Invitations to special promotions
Customer appreciation nights and
notifications of exclusive offerings

22. 2)Frequent communication
- Visit customers often
- Keep in touch using Social Media
- Email marketing or newsletter ( keep in touch or else they will
leave)
- Phone calls
- Invitations
• Make an offer on the next purchase
• Run Competitions
• Offer branded promotional gifts
• Offer with an expiry date.

23. Automate
• Health Supplement- Juice Plus
(4 month supply) pay monthly
• Wen- shampoo & conditioner
(Automatic quartely shipment)
What other Subscription services can you think of ?

24. Increased Visits

25. Window Cleaning Service
How Many Extra Units Sold Per Year 20 (extra cleanings)
How Many Extra £ Per Unit £500
How Much Total Added £ In Sales £10,000
How Much Profit (based on 50% margin) £5,000
1 Year Profit £5,000
5 Year Profit £25,000

26. Reflect on your business and calculate
• What would happen if you increased the
number of times a customer buys from
you? Plus keep them longer

27. Reflect and calculate
How Many Extra 20 (extra
Units Sold Per Year cleanings)
How Many Extra £
£500
Per Unit
How Much Total
£10,000
Added £ In Sales
How Much Profit £5,000
(based on 50% margin)
1 Year Profit £5,000
5 Year Profit £25,000

28. Profit Strategy 4
Develop a:
Customer ‘WOW’ program
A 5% change in client retention
IMPACT PROFITS BY 25%-85%

29. Losing customers is devastating to your profits!
Retention is the Key
Studies show - reducing your attrition
rate by just 5% can increase your profits
by 25%-85% or more.
Costs over 6 times to sell to a new customer as is does to sell to an
existing.

30. Example:Grew Business to 38 Million
• Richelle owns the only women owned utility company
in U.S
Wowing welcome – Planned 45 days of Thankyou
Birthdays
Thankyou cards
Gifts-pens
Reactivation process in place- Win back program

31. Following study based on research across a wide range of businesses
Why Customers don’t return
1% die;
3% move away;
5% have other contacts;
9% competitive reasons;
14% product dissatisfaction;
68% indifference by staff.
I’m sure you’ve spotted the fantastic opportunity from these statistics

32. Example:
CUSTOMER RELATIONSHIP SYSTEM
• Are People Going To Refer You If You DON’T Have A Strong Relationship?
• Are They Going To Pre-Buy From You?
“HCC – The 59th Fastest Growing Company in the USA Used A
Systematic 10 Point Customer Service Program and Retained
96% Of Customers Over an 8 YEAR Period!”
Distinctions From The Formula:
First 30 Days: Produce Results That Delight Customers Beyond Wildest
Expectations
CEO Called 250 out of 500 Clients Every 60 Days To Personally Check They
Were OK

33. Richard Branson’s Advice
“Be the best in your field, be better then your
competition, let others see you as the best.”
“Take care of your customers”

34. Reflect and calculate
Reduction in Lost
Customers
20
How Many Extra £
£1,000
Per Unit
How Much Total
£20,000
Added £ In Sales
How Much Profit £10,000
(based on 50% margin)
1 Year Profit £10,000
5 Year Profit £50,000

35. Profit Strategy 5
“Gain more REFFERALS”
By having a process
WARNING: If You Don’t Set
This Up Correctly It Will Fail,
There Are 15 Common Reasons
That Most Referral Systems
Fail.
Do It Right INCREASE PROFITS BY 1300%

36. Referrals
• Growing your business through referrals is both the
least costly and the most powerful marketing
strategy.
However, 94% of small businesses lack a formalized
system. The businesses that do are hugely
successful.

37. Example ; Devere Group
DeVere has more than
60,000 clients in over
a hundred countries.
world's largest independent
financial consultancy group

38. Referral Partners
Imagine that you had a group of 100
people who were willing to refer clients
to you.
Now, imagine further that this "circle of 100" were people whose own work put
them in touch with your potential clients every day.
Spend 3 minutes Brainstorming
IDEAS

39. Window Cleaning Service
New Customers 12
How Many Extra
£2,500
£ Per Unit
How Much Total
Added £ In £30,000
Sales
How Much Profit £15,000
(based on 50% margin)
1 Year Profit £15,000
5 Year Profit £75,000

40. Reflect and calculate
New Customers
How Many Extra
£
£ Per Unit
How Much Total
Added £ In £
Sales
How Much Profit £
(based on 50% margin)
1 Year Profit £
5 Year Profit £

41. Profit Strategy 6
Increase The Number of
complimentary :
PRODUCTS AND SERVICES
•Expand Purchase Patterns
•Having a Brochure Is NOT Enough
•Be Pro-Active With Your Offerings
YOUR CLIENTS BUY

42. Lifetime Customers
• How will you turn your customers into
Lifetime Customers, while
simultaneously expanding the items
they currently purchase. How will you
get them to purchase more of what you
provide consistently and effortlessly.

43. Window Cleaning Service
Additional
purchases
10
How Many Extra
£500 per year
£ Per Unit
How Much Total
Added £ In £5,000
Sales
How Much Profit £2,500
(based on 50% margin)
1 Year Profit £2,500
Cleaning Drains 5 Year Profit £12,500
& Guttering

44. Reflect and calculate
Additional
Purchases
10
How Many Extra
£
£ Per Unit
How Much Total
Added £ In £
Sales
How Much Profit £
(based on 50% margin)
1 Year Profit £
5 Year Profit £

45. Profit Strategy 7
Create:
LEVERAGE YOUR OWN SUCCESS
An Increase in Close
Ratio From 12% to 13%
=
An 8% Increase in Your Business!

46. Let’s looks at your sales process
Not knowing about potential sales opportunities guarantees
missing out on potential sales
The sales process is a
sequence of events that lead
an identified prospect to
becoming a profitable
customer

47. Increase conversions
Peter Drucker said
“There is only one valid definition of business
purpose: To create a customer”
Eg; New lead
Research
Contact
Define needs
Verify details
Design and present
Negotiate &close
Take 5 Minutes
Repeat business

48. Window Cleaning Service
The Power Of Up/Cross/Down Sell £2,500 £12,500
Conditioning Customers To Buy £5,000 £25,000
Customer Relationship System £10,000 £50,000
Active Referral System £15,000 £75,000
Expanded Purchase Pattern £2,500 £12,500
Leverage Your Own Success £6,000 £30,000
Total Profit Impact £41,000 £205,000
Cost of Implementation: £0

49. Your Business
The Power Of Up/Cross/Down Sell £ £
Conditioning Customers To Buy £ £
Customer Relationship System £ £
Active Referral System £ £
Expanded Purchase Pattern £ £
Leverage Your Own Success £ £
Total Profit Impact £ £
Cost of Implementation: £0

50. And The Winners is....
This Voucher Can Be Redeemed On Any Of The Courses, Programs, Events & Products Offered By
The Fernandes Group

51. Pick Top 1 Strategy to Implement

52. What do we need for Successful

53. Prior to Executing a Plan
• Sell in the Idea Internally
• Check your available resources
• Measure to manage
• Test on a small scale
Implementation is the carrying out,
execution, or practice of a plan

54. In summary
All you need to do is implement these
time tested, proven marketing and sales
methods to achieve the same results
as the ultra successful companies they
were modelled after.
You can take what is proven to work and
adapt it to your business

55. Invitation
Join The 90 Day Fast Track Program
• 3 x Half Day Power Sessions (in person) – Valued £2,250
• 9 x 1-2-1 Telephone Training & Accountability Calls – Valued £1,347
• 3 x Monthly Implementation Blueprints – Valued £1,497
• 1 x Snapshot Pre-Pack – Valued £197
• 3 x Tickets to Monthly Mastermind Event – Valued £147
• 1 x Lifetime Subscription to BB Network – Valued £197 plus
• 1 x i3 Individual Profiling – Valued £47
• Total Value - £5,682.00

56. Today Only Invitation
Join The 90 Day Fast Track Program
1 Time Investment of Just £1,497
Or
3 Easy Breezy Payments of Just £597
Saving You Over £4,000

57. My 100% Double Happiness Guarantee
Generate profits that will pay for this
program at least 5 times over!
Help you successfully implement — all requiring little
time, money, effort or risk.
Help you customise and apply these powerful, proven
growth strategies to your unique business.
Or Your Entire Investment REFUNDED 100%
No Questions Asked!

58. Now, How Much Did You Unlock?
How To Unlock £5,000 - £100,000 Of Untapped
Profits From Your Business In The Next 30 Days.
www.lorrainefernandes.com
With Lorraine Fernandes of The Fernandes Group

59. How we can help
How we assist you with our Business Programs:
• Deliberately increase sales
• Create results in all Business areas
• Stay the course for your decided success
• Get clear on your fastest business Growth opportunities
• Increase real profits, with no or very little money, time, effort or risk
• Find profits that already exist within your current business
• To maximise client conversion opportunities
• To easily generate more leads from within your business
• To maximise client conversion opportunities
• Apply the science of communication for increased sales and service
• To systemise your business so that you can make predictable profits
year after year, and work less hours