7 clés du succès dans l'Entrepreneuriat
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Comment amener son business à devenir une activité très profitable et capable de fonctionner sans vous ? Business Talents propose aux entrepreneurs ambitieux et réalistes une approche concrète sur comment y parvenir, notamment au travers des sujets suivants : - Améliorer les résultats: avoir confiance en ses chiffres et planifier - 5 voies pour amplifier vos stratégies de développement - Comment mieux prioriser les tâches - Test & mesure: La seule recette d’amélioration - Définir vos forces sur votre segment de marche - Dream team: bâtissez la meilleure et la plus performante
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7 clés du succès dans l'Entrepreneuriat
- 1. 7 clés De succès pour l’entreprenariat
- 2. But Introduction Pitch 7 clés Penser global Avoir la grande image Agir pas a pas
- 3. Chiffres: 24 ans de méthode 5 countries 1,500 business / semaine Business Talents Introduction 7 clés BTN Network Pitch 1to1 coaching Business Growth
- 4. 15 years in Business Coaching +63% profit pour clients 4/5 marathons per year Who is Philippe BONNET? Introduction Pitch 7 clés
- 5. Une activité commerciale PROFITABLE Qui peut fonctionner Sans VOUS Business Introduction Pitch 7 clés
- 7. Employé Free lancer Manager Patron Investisseur Business Angel Entrepreneur Introduction Pitch 7 clés
- 8. Be X Do = Have Idealisation Introduction Pitch 7 clés
- 9. Ligne de choix Reconnaître vs Ignorer S’approprier vs Accuser Apprendre vs se justifier Passer à l’action vs résister Introduction Pitch 7 clés
- 10. Qualité de: vie résultats actions décisions questions croyances et rêves connaissances et éducation parents + professeurs Raison d'être la? Introduction Pitch 7 clés
- 11. Nom Activité Principal enjeu en ce moment Pitch 3 phrases Introduction Pitch 7 clés
- 12. 1/ Anticiper 2/ Securiser 3/Promouvoir 4/ Systematiser 5/ Motiver 6/ Dupliquer 7/ Transmettre Introduction Anticiper Sécuriser Promouvoir Systématiser Animer Dupliquer Transmettre 7 clés
- 18. Ni plan, ni objectif Objectifs verbaux Ecrits 98% de la Richesse Les entreprises qui… 70% 27% 3% Vision Mission Valeurs
- 22. De 86.400 secondes Compte en banque journalier Organiser Produire Contrôler
- 23. Cible du temps • Important + Non Urgent • Important + Urgent • Non Important + Non Urgent • Non important + Urgent 1 2 3 4 1 2 3 4 Organiser Produire Contrôler
- 27. •Telephone •Email •Skype •Reseaux sociaux •Reunions •Voyages Mode « furtif » Organiser Produire Contrôler
- 28. • Dégager • Déplacer • Déléguer • … ou faites le! Organiser Produire Contrôler Créer - pour avoir +
- 29. “La vie est longue, des lors que vous savez vous en servir.” De la brièveté de la vie - Sénèque Organiser Produire Contrôler
- 32. Gain de réaliser mon objectif Gain de ne pas le réaliser Perte de réaliser mon objectif Perte de ne pas réaliser mon objectif Ecologie de décision Organiser Produire Contrôler
- 33. Non préparé a un sacrifice Mauvaise personne Essayer de faire trop Ne pas employer d'expert Succomber a la négativité DON’Ts Organiser Produire Contrôler
- 34. • Point mort • Marge • Suivi budgétaire • ICP DO’s Organiser Produire Contrôler
- 36. INNOVATE COMMODITY Adopters Innover Choisir Implémenter Eliminer la concurrence TIME
- 37. Créer un monopole temporaire Innover Choisir Implémenter
- 38. Ex: HK Visa Centre Innover Choisir Implémenter
- 39. Cohérence Mots/ produits Concision Délimité Clarté Sens évident Crédibilité Assure votre promesse USP en 4C’s Innover Choisir Implémenter
- 40. Pas frustration Obligations légales Poser les règles Assurer la livraison Guarantie Innover Choisir Implémenter
- 42. Nombre leads x Taux Conversion = Nombre Clients x Nombre Transactions x Panier moyen = Chiffre d’Affaire x Marge = Profit Innover Choisir Implémenter
- 43. 4,000 x 25% = 1,000 x 2 x 1.000 HK$ = 2.000.000 HK$ x 25% = 500.000 HK$ Nombre de leads x Taux Conversion = Nombre Clients x Nombre Transactions x Panier Moyen = Chiffre d’Affaire x Marge = Profit Exemple Innover Choisir Implémenter
- 44. 4,400 x 27.5% = 1,210 x 2.2 x 1.100 HK$ = 2.928.200 HK$ x 27.5% = 805.255 HK$ Nombre Contacts x Taux Conversion = Nombre Clients x Nombre Transactions x Panier moyen = Chiffre d’Affaire x Marge = Profit 4,000 x 25% = 1,000 x 2 x 1.000 HK$ = 2.000.000 HK$ x 25% = 500.000 HK$ +46% +61% Avec +10% par levier Innover Choisir Implémenter
- 45. Local Newspaper Advertising Daily Newspaper Television Advertising Radio Advertising Magazine Advertising Trade Journal Advertising Industry Newsletter Ads School Newsletter Ads Newspaper, Magazine & Newsletter Inserts Public Relations Press Releases Letterbox Flyers Sidewalk Handbills Catalogues Brochures Yellow Pages White Pages Directories Barter / Trade Exchanges Buy Database Lists Direct Mail Piggy Back Invoice Mailings Referral System Gov’t Programs / Contracts Tender Lists Fax Outs Billboards / Posters Taxi Backs Cinema Advertising Sponsorships Post Card Mailings Internet / Web Pages Building Signage Car Signage In-store & Sidewalk Signage Window Displays Passing Trade Point of Sale Material / Displays Product Packaging Video / In-store Displays Shopping Centre Promotions Create an Industry Newsletter Stickers and Tags Fridge Magnets Named Promotional Gifts Blimps, Balloons, Plane Banners and Skywriting Uniforms / Name Tags Business Cards Networking Functions Salespeople Telemarketing Cold Calling Competitions / Surveys Host Beneficiary’s Strategic Alliances Write a Book Seminars & Events Fetes & Shows Open Days & Sign On Days Fundraising Campaigns Trade Shows Party Plan Network Marketing Distributors / Agents Licensees / Franchisees Market Days Change / Open More Locations Trade Longer / Different Hours Open New Territories Test & Measure Provide Team Selling Incentives Team Buying Incentives Génération de leads Innover Choisir Implémenter 83 stratégies
- 46. Written Guarantee Define Your Uniqueness Develop Your Own Product Line Sell an Exclusive Line Increase Range or Variety Provide Quality Products Print a Benefits List Use a Testimonial List Before & After Photo’s / Demo’s Show Samples / Example Photo’s Quality Brochures Information Sheets / Booklets Added Value Offers Make an Offer Start a Trend / Fad Product / Price Listings Team Member Profiles Write Company’s Magic Story Packaging Display Awards / Certificates On-Hold Messages Account Applications Allow Mail Order, Home Delivery Collect all prospects details Stay in touch, cards, newsletters Give away to get back, Reciprocity Factory / Site Tours Target better prospects Company profile &business cards Pre-send Appointment Cards Point of Sale Displays Use Payment Plans & Financing Take credit cards, checks & EFT Daily / Weekly cost Breakdown Flowchart Your Sales Process Audio, Video & CD sales demo’s Reprint Press Articles Re-write Quotes, Tenders and Proposals into Action Plans Print Company’s Vision/Mission Use Prospect Questionnaires High Dress Standards/Uniforms Try Before You Buy In-store Merchandising Sales Scripts Greet Prospects & use their Name Introduce Yourself Smile, Build Trust & Rapport Ask Questions & Listen Provide Ideas and Advice Educate on Value, not Price Provide a Timely Response Increase Product Knowledge Gimmicks with Direct Mail Charge for normally Free Advice A Gift Check towards purchase Always have stock on hand Offer Exclusivity Allow Prepayment Up sell, Cross Sell & Down Sell Educate How to buy, What to do Use NLP Techniques Sell on Emotion & Dreams Follow Up & Follow Up Again Ask for the Sale, Confirm the Sale 1800 no. & Reply Paid Address Provide Refreshments Entertain, Wine and Dine Competitions, with follow up Make it easy to buy Measure Conversion Rates Train entire team in Sales/Service Provide Team Incentives Survey your past customers Survey people who don’t buy Provide a 1st Buyers Incentive Office, Vehicle &Team Appearance Lighting, Clean Toilets, Air Conditioning, Kids Room, Snack Bars and Background Music Accept trade-ins Bulk Buy Specials Scarcity & Limits, Fear & Pain Hire more/some sales/telesales people Change your Direct Mail pieces Set Sales Targets Taux de transformation Innover Choisir Implémenter 87 stratégies
- 47. Better service, make your customers feel special, give them magic moments Under Promise & Over Deliver Streamline Your Service Deliver Consistently & Reliably Keep in Regular Contact Inform Customers of Entire Range Increase Your Range Increase Product Obsolescence Introduce Upgrades Regularly Always have Stock Offer Service Contracts You keep clients vital information for them, develop your own language Product of the week / month Ask them to come back Use Call Cycling Send out a Newsletter Run a Frequent Buyers Program Create a Membership /VIP card Collect a Database of Past Clients Give out Members Cards or Keyrings Rolling Timeline of Communication Use a Multiple Purchase Card Pre-sell or take pre-payments Contracts Till Further Notice Deals Re-book next visit now Plan Future Purchases with clients Offer on next purchase Reminder System Accept Trade-Ins Increase Credit Levels Offer Incentives / Rebates Target likely Repeaters Post Purchase Reassurance Educate on Full Value Suggest Alternative Uses Special Occasion Cards/Gifts Direct Mail Regular Offers Follow Up & Follow Up Again Telemarket Run Competitions Past Customer Events/Promotions Closed Door Sales Offer Free Trials New Product Launches Train Your Team Calendar Timeline of Communication Fax Sales Named Promotional Gifts Information Nights Free Upgrades for more Loyalty Socialize with Clients Provide a Shopping List Labels and Stickers Direct Mail Special Offers Catalogues so Visitors can re-order Cooperative Promotions Sell other people’s Products & Services Rent / Sell your Database Continually Clean up your database Keep Good Data on Clients Tell your Magic Story Build a Relationship Know your customers Name Tell them Your Full Name Become their Friend Offer a Shareholding in Company Sell more consumables Nombre de transaction Innover Choisir Implémenter 72 stratégies
- 48. Increase Your Prices Up Sell Cross or Add On Sell Down Sell Use a Checklist Use a Questionnaire Allow Payment Terms Arrange Easy Finance Carry Exclusive Lines Rearrange Store Layout In-store Merchandising Point of Sale Material Impulse Buys Product Packaging Sell with an Either/Or Question Build Rapport / Treat as Special Set an Average $$$ Sale Goal Measure the Average $$$ Sale Customer Incentives for Bigger Purchases eg. Fly Buy Points Team Incentives for Bigger Sales Create Package Deals Create Bulk Buy Deals Gift with $XX Purchase Allow EFTs, checks & CCs Make sure clients know your full product and service list Charge Consulting Fees Sell Service Contracts Sell Extra Warranty/Insurance Train Your Team Use Sales Scripts Train Your Customers Stock More High Priced Ranges Create a Quality Image Only Service ‘A’ Grade Customers Sack ‘C’ & ‘D’ Grade Customers Allow Trade-ins/Trade-ups Offer Home Delivery Charge for Delivery/Post & Package Stop Discounting! Add Value Give Away Perceived Value In-store Promotions Red Light Specials Educate on Value, not Price Ask people to Buy Some More 4 for the price of 3 offers Buy one get one Free offers In-store Video Promotions Store, Team & Vehicle Appearance Suggest Most Expensive First Provide a Shopping List Have a Minimum $$ Order Amount Allow Lay-Away Panier moyen Innover Choisir Implémenter 65 stratégies
- 49. Increase Your Margins/Prices Sell More Big Margin Goods or Services NO Discounting Sell Only Quality Sell Your Own Label Sell an Exclusive Label Sack C’s and D’s Keep an Accurate Database Sell Via Direct Mail/Internet Sell Via Party Plan/Multi Level Commission Only Sales Team Provide Team Training Pay NO Overtime Reduce Team Size Reduce Unnecessary Management Reduce Directors Fees Efficiency, Productivity & Time Management Negotiate Employment Agreements Team Incentives Based on Margins Reduce Duplication Know Your Actual Costs Work out Costs as Percentage of Sales Set Monthly Expenditure Budgets Better Negotiation Skills Reduce ALL Costs by 10% Do it Right the First Time Recycle Decrease Range Take Stock on Consignment Lower $$ tied up in Inventory Only Sell Fast Moving Stock Buy In Bulk, pay & receive overtime Buy Direct Manufacture Yourself Repackage Smaller/Own Label Promote Idle Time Rent Idle Space Work 2 or even 3 shifts Have Smaller Outlets Work from Home Have a Mobile Business Join/Start a Buying Group Re-finance Charge for a Finance Facility 30 Day terms to 7 days Invest in Technology Systemize the Routine, Humanize the Exceptions Automate as much as possible Reduce/Eliminate Taxation Expense Employ People In-House Outsource Move Premises Pay Cash rather than Loan Interest Only Buy what you NEED Use a company credit card for Bonus Points & up to 55 days interest free Rent for maximum tax write off Change Accountants Beg, Borrow or Steal Keep Overheads to a Minimum Stop Running Ads that don’t work Measure Everything Regular/Timely Accounts Get Phone Bills etc Checked Sell obsolete Equipment/Machinery Sell Off Old Stock Only allow your Team to buy with an Authorized Purchase Order Negotiate Fixed not Variable Expense Marge Innover Choisir Implémenter 77 stratégies
- 51. 3 choses que vous feriez si… Innover Choisir Implémenter
- 55. Equipe et trainingFinance + Process Operations & Distribution Systèmes & Technologies Professionnalisation Economiser Valoriser Professionnaliser
- 58. La plupart des employés sont énergiques, motivés, enthousiastes et loyaux.… A part les 8h par jours ou ils travaillent pour vous - Tom Peters Author /Speaker Ecouter Servir Agir
- 67. “Si je suis capable de faire réussir un business, alors il n'y a aucune raison que je ne puisse pas en faire plusieurs: les principes sont les mêmes.” Richard BRONSON Augmenter Former Etre
- 68. Introduction Anticiper Sécuriser Promouvoir Systématiser Animer Dupliquer Transmettre 7 clés Transmettre Préparer Etre conseille Projeter
- 70. (I x V) + P > R Souhaitez vous progresser? Introduction Anticiper Sécuriser Promouvoir Systématiser Animer Dupliquer Transmettre 7 clés Conclusion
- 71. Lisez « Je crois sincèrement, qu’à moins d’être coaché, un individu n’atteint jamais le maximum de son potentiel… » Bob Nardelli (Home dépôt) Introduction Anticiper Sécuriser Promouvoir Systématiser Animer Dupliquer Transmettre 7 clés Conclusion
- 72. Perspective Eric SCHMIDT Introduction Anticiper Sécuriser Promouvoir Systématiser Animer Dupliquer Transmettre 7 clés Conclusion
- 73. Dans 5 ans Introduction Anticiper Sécuriser Promouvoir Systématiser Animer Dupliquer Transmettre 7 clés Conclusion
- 75. Thank You !
- 76. Telephone: +852 53 658 658 Email: pbonnet@biz-tal.com Website: www.biztalnet.com Philippe BONNET