Geometric Business Growth

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WE ARE ALL ABOUT YOU!

Where Do You Want Your Life or Business or Career or Health or Financial Roadmap to Take You?

What do you want in business? Do you have a cherished goal or ambition? A fancy car, a nice house? While you can’t get literally everything in business, it is certainly possible to aim high, dream, and achieve a lot. You will have to form a clear plan, act, and show commitment, discipline, and a sense of purpose, though. Your dreams won’t come true through wishful thinking.

“If you can make the same action, the same activity, the same person, the same capital, the same client, everything produce more yield, greater results-profits and performance, then sustain it, the combined effect is geometric growth. Maximum result, minimum effort, minimum expense, minimum time, and minimum risk.”

The Four Cornerstones of Geometric Busiess Growth and Business Success

Cornerstones 1) To maximise what you are already doing. Get rid of sub-optimal tasks and replace them with far higher performing options.

Cornerstones 2) To multiply your success by going outside your industry, borrowing their success processes and adding them as new revenue streams and activities. Your goal is to be first or only one to borrow and apply something in your industry that hasn’t been done before.

Cornerstones 3) To replace the current mindset in your business with a new one called the “Strategy of Preeminence“. In the past, you only need to have a unique selling advantage over your competitors and you will dominate the industry.

In the present age of the internet, this is insufficient. Instead, you have to be able to articulate your benefits and ability to fulfil your client’s outcome in such a way that they see you as the ONLY viable solution to the problem they have. Not only is the best one against the people in your industry but also better than inaction or other alternative solutions to their problems.

They have to see you as their most trusted advisor in your area of expertise, and not as a seller of products or services. You have to see yourself as a trusted professional advisor and not as a commodity vendor. You have to start treating them as clients and not customers (Go ahead and look up the meaning of the two words in Webster’s dictionary).

Fall in love with your clients and not your product, service or company! When you do that, you will never let them buy from someone else because you know your competitors will not be able to deliver your level of service and it will not be in your client’s best interest to go to them.

You have to develop the “you” (that of your client) attitude. Understand that people buy results. All the clients care about is “What’s in it for me?“.

Cornerstones 4) Never again allow yourself to grow your business incrementally. There are two key elements you can work on that will ensure geometric growth. One is called “The Three Ways to Grow a Business” and the other is called “The Power Parthenon Strategy“. These will be discussed in more details subsequently.

This concludes four cornerstones of business success. Follow the process and they will produce dramatic growth in your business.

Powerful Ways for Geometric Business Growth

A Trick Question: How many ways are there to grow your business?

Not 1000, not 100, not 10. There are only three things you need to focus on:

1) Increase the number of clients.

2) Increase the size of the transaction.

3) Increase the frequency of the transaction.

Apply all three at the same time and you’ll get geometric growth. For example, a 10% increase in each of the three categories will give you a total of not 30% growth, but a compounded growth of 33.1%.

Most companies focus only on the first way. Getting more clients.

This is the slowest and least effective option of the three ways. It takes a lot of effort to find a new prospect and to convince him to buy from you the first time. It is far easier to get him to buy from you again.

WAY [1]: Let’s look at a dozen ways to increase your number of clients:

1) Know your attrition rate and reduce or eliminate it.

2) Formally and systematically train sales staff or people in your company who have direct contact with the public in consultative, advisory selling.

3) Look at the process used to target your clients.

4) Establish a formalised or systemised referral system. A referred client buys the most, refers the most people and costs the least to acquire. Therefore, before you start looking at the other ways to increase the number of your customers, you should look at setting up a referral system.

5) Normally, people will follow what everyone else is doing in their industry for customer creation or revenue generation. Go outside your industry.

6) Acquire clients at breakeven upfront and make profits on the backend. Make it easier for them to say yes by lowering the price or giving them more bonuses. If you recognise this fact, you will have more money to spend on your marketing, advertising, commissions, referral fees, etc.

But first of all, you will need to calculate the marginal networth or lifetime value of a client. Look at your number of active clients (and the attrition rate), how often they buy from you and how much they buy from you. Calculate the worst case outcome and use it as your baseline.

7) Risk Reversal

Every time two people come together to transact a business, one side is always asking (either explicitly or implicitly) the other party to assume more or all of the risk in the transaction.

Here’s a marketing question:

What’s the best way to present a solution to a problem, not a problem ? How can I present method which guarantees results like better muscle tone, better breathing, better health so that they can believe this? certainly is the best solution to them, they see the result, but they don’t believe and they quit. So, how can I make them to believe, to respond better, to appreciate the method, to recommend me to someone,…

There are two simple methods that you can use.

1) Include testimonials from satisfied clients in your marketing materials (sales copy). These testimonials should include the full name and even photos so that readers know that they are real. Have you been asking your existing clients for testimonials?

2) Use risk reversal when you present your solution. One way is by using an unconditional 90 day (or some other time frame) money-back guarantee. E.g.

“Practice our methods for x months, and if you do not get a better muscle tone, better breathing and better health, I want you to tell me and I will gladly refund your entire purchase price on the spot, no questions asked and no hard feelings either.

If after reading about our methods, you think that it will not work for you, just tell me and I will also refund your entire purchase price, no questions asked. You need not even prove to me that you tried out our methods.”

Here’s an example of a sales letter that uses this risk reversal method effectively. Notice how they made the guarantee more sincere by adding an “on the other hand” clause right after it.

An important note. Conditional guarantees can backfire and should not be used as the only guarantee. They should be used in addition to an unconditional one. E.g.

And if you can show me proof that you have tried out our methods diligently for x months, and your health has not gotten better, we will even send you a cheque of $50 to thank you for giving us a try.”

Something like that.

Conditional guarantees, if used correctly, can be very powerful. Of course, the parameters must be measurable.

And if your service/product is expensive, one other thing that you can do to reduce the risk further for them is to allow them to pay by monthly installments instead of one lump sum.

If you can recognise and eliminate the risk, it will give you tremendous growth of new clients.

Help the client visualise what your performance satisfaction looks like, and give them a guarantee on the benefit or the result.

8 ) Host Beneficiary Relationships (Or joint ventures).

9) Advertising.

10) Using direct mail.

11) Running special events and information nights.

12) Acquiring qualified lists.

13) Developing a USP.

14) Use of public relations and articles.

Think about it. If you are currently using X number of ways to get new clients, what will happen if you start using X + Y number of ways?

The Power of Partheon Strategy for Geometric Business Growth

WAY [2]: Increase the Frequency or Amount of Sales

There are three elements of clients:

The people who pay you. The people you pay, both internally and externally. Fall in love with your vendors and team members first.

There are two kinds of business model:

The diving board theory of business and the parthenon theory of business.

Almost every business that we look at operates using the diving board model.

It has one primary method which is generating 90 or 100% of the revenue.

The parthenon method, on the other hand, has different pillars each of which is a revenue generating activity.

If you can move your business from the diving board model to the parthenon model, you will no longer be dependent on that one primary activity. Ironically, that one activity will actually improve as all the other activities will reach out and impact that activity.

If each pillar adds a mere 10% to your business, the overall effect will be geometric. After you have added those pillars, you can then add a sub-parthenon under each pillar.

If you can grow your profits (that are enduring and substainable), then you will have grown your network a multiple of ten or even twenty times that increased profits.

Either you work hard for your business, or your business works hard for you. Your business should be worth a lot more to you when you retire from it, than it was when you were there. If your business is only worth money to you when you are working hard at it, then you only have a high paying job.

About Referrals

A referred client buys easier, buys more, buys more often, is more profitable, negotiates less, is more pleasurable to deal with, brings alot more people like him or her, and costs nothing to acquire.

WAY [3]: Increase Size and Frequency of Clients

Also encourage your clients to buy what they need, not what they want.

Experiment with getting them to buy more at the point of purchase. Upsell them.

Make it more advantageous for them to buy more in quantity even if it lowers your margin. Lock them in to use your products.

Add backend products. A logical product or service that can go with your product. This need not be restricted to your own product, but can be something you license.

Cross-sell them.

Many people see themselves as a widget provider. See yourself not just as one product or service, but see yourself as providing the most productive and successful outcome in the category that your product or service applies. Ask yourself what goes along with what they buy from you before, during and after the sale?

If they don’t buy it from you, they are going to someone else.

You have a business and moral obligation to expand your reference paradigm and think about how your company can help your client get the best combined outcome from the purchases they make from you.

Improve your team techniques for upselling and cross selling. Train them in consultative selling. This will improve sales performance by a minimum of 10% and as much as a 1000%.

Use point of purchase promotions. This will increase the size of your transactions.

Increasing your pricing. Some people price their products all at the same margin. This is unnecessary. Some products might actually have a higher perceived value when you raise the price. Test different prices. Price perception has more with your ability to educate the client about the benefits and outcome of the product. Focus on the transactional outcome and not just the product.

WAY [3]: Frequency of Purchase

Most people buy on their automatically at a certain time. If you become proactive in guiding them in what’s in their best interest, you can often get them to come back more often. Just by calling them more regularly and providing them with a good education, the more times they will purchase.

Attriction

If you have a 25% attriction rate and you can cut it by half, that’s like giving yourself a 12.5% growth in number of customers.

There are three main reasons why people stop doing business with you.

They have an interruption in their life that is not because of you. A heartfelt communication to these people will usually get them back.

2. They have a bad experience. Go to them in a non-confrontation way to find out what went wrong and get them to reveal their bad experience. Even if you don’t get them back, you want to make sure their last transaction with you is a satisfying one.

3. They outgrew the need for your product or service. All the more you should go back to them again and refer them to a new business that can serve them.

To sum up, if you can increase the number of clients, their size of transaction and frequency of purchase each by 10%, you will have a combined growth of not 30%, but 33.3%. If you were making marginal profits, this 33.3% growth in revenue could double or even triple your net profit. And this makes your business asset worth much more.

SELF-BUSINESS ASSESSMENT FOR GEOMETRIC BUSINESS GROWTH

If you can’t paint a clear an accurate picture of where you want to go, you can’t get there. There are a lot of different avenues to the same outcome. Define what success means to you, what you want and what you do not want. Ask yourselves these questions:

Your Goals and Vision

What got you started? What was the reason? What’s the goal?

What’s your true market potential?

What is your USP and is it a consistent theme throughout all your different communications?

Your Business

Describe completely what your business or career does.

What were the things that initially drove your success?

Excluding yourself, your family and your clients, Who else will benefit from your success?

How many of your suppliers could be motivated to grow your business?

Can you barter any of your services or assets with other companies?

How has your products/services or methods of doing business changed since you started doing business?

Your Clients and Prospects

What is your business philosophy with regards to your clients?

Why did clients buy from you in the beginning?

Why do they buy from you now?

What primary method of generating clients do you use?

Where do your clients come from today?

How well connected are you with your clients on the ground?

What do your clients really want (be very specific)?

What are the biggest client complaints you receive and how do you resolve them?

Do you know your client attriction rate? What can you do to reduce the problem?

How do you currently capture prospect’s information and what do you do with them? Have you ever analysed them?

How much is your average initial sale to a new client?

Is there a system for you to consistently communicate with your client after the initial sale?

Do you make consistent efforts to communicate to your clients what your company is doing for them?

Do you have an adequate number of client testimonials in various formats?

What does it cost you now to get a new client? If you know this and also the correlation between a prospect and a client (percentage of prospects that convert to clients), you can afford to buy leads all day long.

Your Marketing

Which of your marketing efforts bought you the most amount in revenue?

Do you test the various aspects of your marketing activities and processes to optimize their yield?

What is your single and most successful marketing campaign?

What is your biggest and best source of new business?

In what ways do you try to upsell your clients?

Do you need to make money on the first sale or can you just break even?

Do you actively solicit referral business?

Your Competitors

Who are your biggest competitors and what do they do differently from you?

What are your competitors biggest failings?

Do your clients buy only from you or from your competitors as well?

Have you tried selling your lists of unconverted prospects to your competitors?

Why are your clients buying from you and not your competitors?

Joint Ventures

Do you have strategic joint ventures with other people?

When you create a new client, who else have you created a new client for?

Risk Reversal

What kind of a gurantee do you give your clients and how does it compare with your competitors?

How many better and more effective ways could you reduce the risk of the transaction for a prospective client?

The Power Of Testing

Testing is about putting to a vote one against the other.

When you comparatively test one approach of doing something against another, you will always find that one will outpull the other by a margin. Sometimes this margin can be as much as 21 times.

Don’t you think you owe it to yourself to test?

Test everything. Don’t rely on your intuition.

The first and most important thing you want to test is the headline.

80% of the impact or outcome is determined by the headline.

Anything that articulates the opening communication is a headline.

The purpose of the headline is to convey the benefit or the reason why the prospect would want to know more about your product or service.

In a sales presentation, it could be the opening one or two paragraphs of you speech.

In a retail store, it could be the way your sales people greet customers.

On a website, it could be the opening sentence that strikes people immediately.

And so on.

The next thing that you want to test is the pricing. Changing one number in the price could enhance the effects by 5 times.

If you randomly pick a price, you could be missing out on maximizing your revenue.

You can also test guarantees.

Test the call to action, etc.

If you test just 10 variables and each one can give you a 20% growth, you get a combined exponential growth.

Every organisation has within it a number of processes at work that combine to drive the business. Your first job is to isolate and identify which of the critical processes are, measure them, and then to constantly improve and enhance them.

Creating Powerful Headlines

The headline is a critical aspect of your marketing as it is the opening statement to a prospect before they decide whether they want to do anything else. You want to convey to the prospect compelling benefits so that he is intrigued to carry on.

Don’t think of headlines as only the title on a salesletter. It can also exist in various other formats:

The opening phrase you use in person or on the phone to greet a prospect

The banner you use

The signage on your shop or vehicle

The subject heading in your email or fax

The beginning of your advertisement or brochure

Here are some examples of test-tested headlines. You can think of modifing some of them to suit you needs. This is the fastest way to create your own headlines.

The Secret of Making People Like You

A Little Mistake that Costs a Farmer $3000 a Year

Advice to Why Husbands Don’t Save Money

Are You Ever Tounge-Tied at a Party?

How I Improve My Memory in One Evening

Discover the Fortune that Lies Hidden in Your Cellar

How I Made a Fortune with a Fool Idea

Whose Fault is it When Children Disobey

How a New Kind of Clay Improved my Complexion in 30 Days

6 Types of Investors – Which Group Are You In?

How Much is Worker Tension Costing Your Company?

If you want to craft your own headline from scratch, here are some methods of framing you can adopt in writing it:

Measure the size of the claim

Measure the speed of the claim

Comparing the claim

Metaphorise the claim

Sensatise the claim

Demonstrate the claim showing examples

State the claim as a paradox

Remove limitations from a claim

Associate the claim with other people whom the prospect can identify

Show how much in detail the claim does

Offer information how to accomplish the claim

Tie authority to the claim

Before and after claim

State the claim as a case history question

The last two aspects of a direct mail package are the lift note and the order device.

Lift Note

To summarise and restate the entire essence of the offer and the payoff for the reader.

Order or response device

Can be an order form they can fax or email back.

Don’t just think of direct mail as a one-dimensional tool for getting sales.

Among other things, direct mail can be used to uncover leads, setup appointments, sell a product or service, presell a call, follow up on a call, follow up on a sale, provide continual updates, the announcement of new products and promotions.

Applying The Geometric Business Growth System to Your Business

Starting a business can be very difficult for many people, but in reality, there are 3 things that need to be followed. The success of any business is explained and brought down to just 3 pillars of revenue.

How To Grow Your Business Using the 3 Pillars Of Revenue

There only three basic ways to grow a business.

Increase the number of clients who can potentially turn into paying customers.

If you want your business to become bigger and generate more revenue, then you need to increase your client base. Having cheap, discounted items will not matter if you don’t have clients to buy them.

Get the client base that you have always wanted by following these 5 tips:

Keep your website content unique and informative
Use social media to promote your website
Offer a free newsletter
Provide excellent customer service
Ask your clients to accomplish a survey

So why is it important to get more clients? Well, these prospects can turn into paying customers. When it comes to marketing, the more, the merrier.

Increase the average transaction so that your customers buy more products every time.

While it’s good to have a high number of clients, it’s useless if they don’t buy enough (or a lot) from you. It’s harder to have 10 clients buy one item each than to have one client buy 10 items at one time.

That being said, you must encourage your customers to purchase more items every checkout.

Here are some easy tactics that can help you increase the average number of purchases:

Host promotions or sales
Offer discounts for bulk purchases
Offer free/discounted shipping for a minimum purchase
Place “add on” options at checkout
Show items related to the client’s purchase/s
Offer more expensive or high-ticket items

Increase the frequency that the average client buys from you so that your customers buy from you more often.

Having many clients that buy several products at a time is a dream. But if you really want your business to grow, then you need to have these customers buy more from you repeatedly.

Here are some ways that can help you gain more revenue from your existing clients.

Offer something unique and extraordinary. A one-of-a-kind product that they could not buy anywhere will prod your customers to buy your products again and again.
Use FOMO. The fear of missing out is real! Saying that your offer is only for a limited time will drive your clients to buy again.
Hold promotions or sales for repeat customers. Buyers melt at the mention of discounts. Giving coupons usable for the next purchase will motivate your clients to buy something again!
Create rapport with your customers. Sending warm e-mails and text messages – all the while using your client’s first name – makes your business very appealing to the client.
Show that your products are better. Having clients review your products will show the others why your company is better than the competition. Your costs may not be as cheap as the others, but the five-star reviews show that quality often comes with a price.

The 3 Pillars of Revenue for Geometric Business Growth

How do you know your business is successful or not?

Simple…

If it’s generating profit, it is successful. If it’s not generating profit or not generating money, then some problems need to be handled.

The only ways to make money inside your business and make it grow are represented by the 3 pillars of revenue and they are

Get more customers
Do repeated business with those same customers
Sell higher ticket products to increase revenue

Most of the time, businesses focus on getting more customers only. Well, it’s not bad because if you manage to bring in more customers, in a way, your total number of sales will increase. But the growth is only ‘Linear’.

What if you are not able to provide repeated sales or no interesting high-value products or services to your customers? Some of your customers can leave you for another business.

Let’s have a look an example.

Geometric Business Growth Example:

A particular business has 200 customers. Let’s assume that each customer buys products for a value of $100, twice a year.

So,

number of customer = 200

Repeated business = 2

Value of product sold = $100

If we calculate the Annual Revenue (or Turnover), we will get = 200 * 2 * 100 = $ 40,000 in Annual Revenue

Part 1

What will happen if we increase any one of the 3 factors responsible for increasing the revenue of a business by 10%?

a) Number of customer by 10%

220 * 2 * 100 = $ 44,000

b) Repeated business by 10%

200 * 2.2 * 100 = $ 44,000

c) Value of product sold by 10 %

200 * 2 * 110 = $ 44,000

The Annual Revenue is $ 44,000 for any factor out of the 3 factors that are increased by 10%.

Part 2

What will happen if we now process on increasing any two of the 3 factors responsible for increasing the revenue of a business by 10% each?

a) Number of customer and Repeated business, increased by 10% each

220 * 2.2 * 100 = $ 48,400

b) Number of customer and Value of product, increased by 10% each

220 * 2 * 110 = $ 48,400

c) Repeated business and Value of product, increased by 10% each

200 * 2.2 * 110 = $48,400

The Annual Revenue is $ 48,400 for any 2 factors out of the 3 factors that are increased by 10%.

Therefore the increase in sales is =21 %

Part 3

What will happen now if we increase all 3 factors responsible for increasing the revenue of a business by 10 % each?

220 * 2.2 * 110 = $ 53,240

For all the 3 factors that are increased by 10%, the Annual Revenue is $ 53,240

Therefore the increase in sales is =33.1 %

Geometric Business Growth Results Explanation

Part #	Number of Business Factors increased by 10 %	% increase in Annual Return	Surplus %	Type of graph
1	1	10	0	Linear
2	2	21	1	Exponential
3	3	33.1	3.1	Exponential (steeper)

When only one of the three factors is optimised, the annual revenue growth is linear. However, as you start you optimise 2 factors, the growth is no more linear but exponential. When all 3 factors (the 3 pillars of revenue) are now optimised, the growth exhibits a steeper exponential growth.

This extra 3.1% can further be raised if all the business resources are used efficiently and this is what we call the power of leverage.

Final Notes

From the example given above, it can be noted how important and how the 3 pillars of revenue affect the growth of a business. A list of businesses that follow the 3 pillars of revenue is given below.

	Get More Customers	Do Repeated Business with Those Customer	Sell High Ticket Products to Increase Revenue
9 – 5 Job	NO	NO	NO
Real State Flipping	YES	NO	YES
Brick and Mortar Business	YES	YES	NO
E-Commerse like Shopify and Amazon	YES	YES	NO
MLM	YES	YES	NO
Low Ticket Products Affiliate Marketing	YES	YES	NO
High Ticket Products Affiliate Marketing	YES	YES	YES
Digital Products	YES	YES	YES
Coaching and Consulting	YES	YES	YES
Events and Mastermind	YES	YES	YES

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CONCLUSION

If you want to learn more about how to set up, grow and scale your business to have it follow the 3 pillars of revenue, contact us.

Join us to get started to make this your best year ever to build a life, career, business, or financial assets in just a few days with our signature, expert, proven world-class systems and see your dreams become a reality!

Research Shows Huge Upside to Hiring a Business Coach

“Business Coaching is the ultimate short cut to reaching your goals. Research has demonstrated a 570% return on initial investment in coaching.” Here are a few of the benefits and tangible business impacts of investing in a Business Coach.

* Productivity (53%)
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* Top-Line Revenue (14%)
* Reduced turnover (12%)

Start thinking in business success and abundance. Start working to become the person who’ll achieve the big goal(s) you promised yourself. And then imagine how your future self will look back a year from now and think, “This was my best year ever!”

Sydney Reitenbach

Michael Kissinger

Phone: 650-515-7545

Email: mjkkissinger@yahoo.com

Phone: 650-515-7545

Email: mjkkissinger @mjkkissinger

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