How To Wreck Your Business
The Customer and Sales Planner
Stop Guessing. Start Knowing.
This is where we get serious about turnover. Not just WHAT you want to achieve, but WHERE IT'S ACTUALLY GOING TO COME FROM.
The Customer and Sales Calculator works backwards through the numbers that create revenue:
Marketing Reach → Enquiries → Qualified Leads → Quotes → Customers Won → Turnover → PROFIT.. Everything is about profit.
Build your targets month by month for the full year, across one or multiple areas of your business.
Anyone can say: “We want to do £1 million next year.”
Great...
Now show me the numbers that are going to make it happen.
Move from GUESSING to KNOWING.
You Need To Watch This FIRST...
Sorry to have to subject you to me for 5 minutes, but it will be worth it. Here I run through the numbers that build the planner and what each one means. I'll also cover how to create additional planners for multiple product or service options your business may offer. Please note that I do not get to see your numbers, they are confidential to YOU, so be sure to download the PDF report at the end.
How To Use The Customer and Sales Calculator
The Customer and Sales Calculator works backwards from the results you want to achieve and shows you the marketing and sales activity needed to get there.
Start by selecting your starting month, then work through each month of your 12-month forecast.
For each month:
Marketing Reach
Enter the estimated number of people your marketing will reach and how much you expect to spend. Reach means everyone exposed to your marketing, whether that comes from social media, email, direct mail, advertising, networking or any other activity.
Initial Enquiries
Estimate what percentage of your marketing reach will generate an initial enquiry. These are the early conversations, including the simple "do you do...?" enquiries that show whether your marketing is getting attention.
Qualified Leads
Estimate what percentage of those enquiries will become genuine qualified leads. These are prospects who are
ready, willing and able to buy.
Proposals and Quotes
Estimate what percentage of qualified leads will progress to a quotation, proposal or defined next step.
Sales Won
Enter the percentage of proposals you expect to convert into actual customers or sales.
Turnover and Profit
Add your average order value and projected profit margin. The calculator will then show the turnover and projected profit those sales should generate.
As you enter your figures, the calculator automatically works out your cost per enquiry, cost per qualified lead, cost per proposal and customer acquisition cost.
More Than One Part Of The Business?
If your business has different products, services, departments or divisions, you can create up to four separate forecasts and calculate each independently.
The calculator will then combine them to show the projected performance of the whole business.
The Important Bit
This is not simply about creating a forecast.
Once the year starts, compare what actually happens against what you predicted.
If the reach is there but the enquiries are not, investigate the marketing. If enquiries are coming in but they are not becoming qualified leads, investigate the audience and message. If qualified leads are requesting proposals but not buying, investigate the proposition, pricing, sales process and follow-up.
Knowing where the numbers break down tells you where to look for the problem.
Complete all 12 months, review your annual totals and save the finished calculator as a PDF to create your Customer and Sales Forecast for the year ahead.
Ready To Get Started? Crack On Below...
Customer and Sales Calculator
knowing your numbers makes everything predictable
Where should we send your result?
Enter your name and email address to unlock the Customer and Sales Planner. Your details will also be used to personalise your finished PDF report.
SEE WHAT SOME NICE PEOPLE ARE SAYING ABOUT my STUFF
Testimonials And Nice Things About My Book
I have been running my own business for over 10years now and I took away numerous nuggets that I will be implementing in my business.
Cost me £9.99 and 1 week of reading but I believe will add value of tens of thousands of pounds....actually scrap that..... some of the things in this book may just save MY business one day!
I cannot explain how refreshing I found this book. Often business books talk all about what you HAVE to do for a successful business - well this book flips that on its head. The author is so honest about ALL the mistakes made in his business that you cannot help but sit up and take notice. Lot's of humour and examples thrown in for good measure makes this a really readable book. Totally recommend to anyone on a business journey.
A business book that makes you smile and laugh out loud. Sound business advice delivered with honesty, humility and humour.
Stuart is refreshingly honest about the mistakes he made first time round and I think they are mistakes that any of us could/would make/are making. With this book Stuart gives us the opportunity to be "wiser" and learn from his experiences.
