In episode 81 of the #Add A Zero Podcast, I had the pleasure of sitting down with two insightful guests, Adam Lawson and Steven, co-directors of Swift Tree Services. Over the course of the episode, they shared transformative experiences propelled by the Add A Zero Basecamp program that have profoundly impacted their business.Their story begins with an all-too-familiar scenario for many entrepreneurs: a thriving business operating at full throttle, but with a catch—they were on the brink of burnout, caught in a cycle of saying yes to everyone and struggling to keep up. Like many business owners, they faced the dilemma of whether to continue down this exhausting path or to make a conscious pivot in their approach.Enter the concept they adopted which I like to call "Structured Growth." It’s not just about addressing the immediate challenges but designing a strategy that focuses on key areas critical for sustainable growth. Adam and Steven highlighted how their initial engagement involved completing a detailed 35-question survey that exposed significant knowledge gaps and opportunities for improvement, particularly in financial management and operational structure.Just like an athlete analyzing and refining their technique, Adam and Steven committed to a systematic review of their business processes. The structured approach taken through the Add A Zero methodology—emphasizing clear cash flow forecasts and credit control—became their new practice plan, akin to a musician refining scales or a sportsperson mastering basic drills before advancing to complex moves.The importance of this new methodology was not just the clarity it brought, but the empowerment to shift from reactive firefighting to proactive structuring. Within just three months, their approach saw tangible results: improved profits, a healthier cash flow, and better team morale, as the strain on their staff decreased and their future with the company seemed more assured.Why is Structured Growth significant? Because it’s about calculated, measurable steps that prioritize the wellbeing of both leadership and team, creating an environment where motivation thrives. It’s about moving beyond day-to-day survival to strategized advancement, ensuring that the path to success is sustainable and impactful.For Adam and Steven, the resonance of Structured Growth continues to ripple through their team. As they looked forward to the next 3-5 years, the roadmap provided by the Add A Zero methodology paved the way for balanced growth, more informed decision-making, and the freedom to shape their entrepreneurial journey on their terms.Their experience exemplifies how changing the practice to focus on structure and calculated decisions can transform the trajectory of a business, much like how an athlete fine-tunes their training regimen to leap further, run faster, or play better.So, for all those business owners out there who feel like they are at a crossroads, teetering on the edge of exhaustion, consider this approach. Take the leap into Structured Growth and see how it can not only add a zero to your revenue but also to the satisfaction, impact, and sustainability of your business. Try it out, and let’s shape the future of business success together.#BusinessGrowth, #SustainableGrowth, #CoachingImpact, #LeadershipChallenge, #SwiftTreeServices, #ADAZero, #BasecampProgram, #CashFlowForecasting, #CreditControl, #TeamDevelopment, #ClientPerspective, #BusinessTurnaround, #EntrepreneurialJourney, #DirectorExperience, #OperationalEfficiency

Full Episode Wednesday at 12pm

In this weeks video we're diving deep into one of the most pressing challenges faced by SME businesses in the UK: pricing strategy.

Over the last couple of weeks, we've explored other fundamental issues like marketing and sales processes. Now, imagine your marketing efforts have hit the bullseye and your sales strategy is on point. You're selling, but how confident are you in your pricing model?

Many businesses fall into the trap of using a simple cost plus markup or pegging their prices somewhere between market averages, both of which often underestimate the true costs and potential profit margins.

Join me as we uncover the hidden factors in these pricing models and introduce effective strategies to maximise your profits.

Plus, hear real-life success stories, like a client who transformed their single-figure profit margins into substantial gains by re-evaluating their pricing strategy.

What is the cost-plus pricing model, and how does it function? The cost-plus pricing model is a straightforward method used by many businesses for setting prices. It begins with calculating the total cost of producing a product or delivering a service, including all expenses such as materials, labour, and overhead.

Once the total cost is established, a markup percentage is added on top to ensure profit. For example, if a product costs £100 to produce and the business wants a 20% profit margin, the price would be set at £120.Despite its simplicity, the cost-plus model is not without its pitfalls.

As I discuss in the Add A Zero Podcast, many small and medium-sized enterprises (SMEs) gravitate towards this model without fully understanding their fixed and variable costs, leading to misinformed pricing strategies. Fixed costs include regular expenses like rent and utilities, necessary for keeping the business operational, irrespective of sales volume. Variable costs fluctuate depending on the level of production or service provision, such as raw material costs or hourly wages.

Understanding these cost components is crucial. Companies often fall into the trap of either underpricing or overpricing, both of which can be detrimental. Underpricing may erode profit margins, while overpricing can reduce competitive edge. The significance of a robust pricing strategy cannot be overstated; it supports sustainable business growth, improving both the top and bottom lines. By knowing their numbers and strategically packaging and promoting their offerings, businesses can optimise their pricing strategies, ensuring profitability and long-term success.

The key takeaway?

Know your fixed and variable costs inside out, then tailor your pricing strategy to improve profit margins. It’s all about adding a zero to your bottom line. If you're ready to transform your pricing game, this episode is a must-listen!

#AddAZeroPodcast, #PricingStrategy, #SMEChallenges, #CostPlusPricing, #MarketAverages, #FixedCosts, #VariableCosts, #ProfitMargin, #PricingModels, #Masterclass, #BusinessGrowth, #PricingAndProfit

In this weeks video we're diving deep into one of the most pressing challenges faced by SME businesses in the UK: pricing strategy. Over the last couple of weeks, we've explored other fundamental issues like marketing and sales processes. Now, imagine your marketing efforts have hit the bullseye and your sales strategy is on point. You're selling, but how confident are you in your pricing model? Many businesses fall into the trap of using a simple cost plus markup or pegging their prices somewhere between market averages, both of which often underestimate the true costs and potential profit margins. Join me as we uncover the hidden factors in these pricing models and introduce effective strategies to maximize your profits. Plus, hear real-life success stories, like a client who transformed their single-figure profit margins into substantial gains by re-evaluating their pricing strategy. What is the cost-plus pricing model, and how does it function? The cost-plus pricing model is a straightforward method used by many businesses for setting prices. It begins with calculating the total cost of producing a product or delivering a service, including all expenses such as materials, labor, and overheads. Once the total cost is established, a markup percentage is added on top to ensure profit. For example, if a product costs $100 to produce and the business wants a 20% profit margin, the price would be set at $120.Despite its simplicity, the cost-plus model is not without its pitfalls. As Jay Allen discussed in the Add A Zero Podcast, many small and medium-sized enterprises (SMEs) gravitate towards this model without fully understanding their fixed and variable costs, leading to misinformed pricing strategies. Fixed costs include regular expenses like rent and utilities, necessary for keeping the business operational, irrespective of sales volume. Variable costs fluctuate depending on the level of production or service provision, such as raw material costs or hourly wages.Understanding these cost components is crucial. Companies often fall into the trap of either underpricing or overpricing, both of which can be detrimental. Underpricing may erode profit margins while overpricing can reduce competitive edge. The significance of a robust pricing strategy cannot be overstated; it supports sustainable business growth, improving both the top and bottom lines. By knowing their numbers and strategically packaging and promoting their offerings, businesses can optimize their pricing strategies, ensuring profitability and long-term success.The key takeaway? Know your fixed and variable costs inside out, then tailor your pricing strategy to improve profit margins. It’s all about adding a zero to your bottom line. If you're ready to transform your pricing game, this episode is a must-listen!#AddAZeroPodcast, #PricingStrategy, #SMEChallenges, #CostPlusPricing, #MarketAverages, #FixedCosts, #VariableCosts, #ProfitMargin, #PricingModels, #Masterclass, #BusinessGrowth, #PricingAndProfitFull episode Wednesday at 12pm

In this weeks video we're diving deep into one of the most pressing challenges faced by SME businesses in the UK: pricing strategy. Over the last couple of weeks, we've explored other fundamental issues like marketing and sales processes. Now, imagine your marketing efforts have hit the bullseye and your sales strategy is on point. You're selling, but how confident are you in your pricing model? Many businesses fall into the trap of using a simple cost plus markup or pegging their prices somewhere between market averages, both of which often underestimate the true costs and potential profit margins. Join me as we uncover the hidden factors in these pricing models and introduce effective strategies to maximize your profits. Plus, hear real-life success stories, like a client who transformed their single-figure profit margins into substantial gains by re-evaluating their pricing strategy. What is the cost-plus pricing model, and how does it function? The cost-plus pricing model is a straightforward method used by many businesses for setting prices. It begins with calculating the total cost of producing a product or delivering a service, including all expenses such as materials, labor, and overheads. Once the total cost is established, a markup percentage is added on top to ensure profit. For example, if a product costs $100 to produce and the business wants a 20% profit margin, the price would be set at $120.Despite its simplicity, the cost-plus model is not without its pitfalls. As Jay Allen discussed in the Add A Zero Podcast, many small and medium-sized enterprises (SMEs) gravitate towards this model without fully understanding their fixed and variable costs, leading to misinformed pricing strategies. Fixed costs include regular expenses like rent and utilities, necessary for keeping the business operational, irrespective of sales volume. Variable costs fluctuate depending on the level of production or service provision, such as raw material costs or hourly wages.Understanding these cost components is crucial. Companies often fall into the trap of either underpricing or overpricing, both of which can be detrimental. Underpricing may erode profit margins while overpricing can reduce competitive edge. The significance of a robust pricing strategy cannot be overstated; it supports sustainable business growth, improving both the top and bottom lines. By knowing their numbers and strategically packaging and promoting their offerings, businesses can optimize their pricing strategies, ensuring profitability and long-term success.The key takeaway? Know your fixed and variable costs inside out, then tailor your pricing strategy to improve profit margins. It’s all about adding a zero to your bottom line. If you're ready to transform your pricing game, this episode is a must-listen!#AddAZeroPodcast, #PricingStrategy, #SMEChallenges, #CostPlusPricing, #MarketAverages, #FixedCosts, #VariableCosts, #ProfitMargin, #PricingModels, #Masterclass, #BusinessGrowth, #PricingAndProfitFull episode Wednesday @ 12pm

In this weeks video we talk about one of the intriguing concepts mentioned in the latest episode of the #Add A Zero Podcast is the idea of "sales as a service" and the dynamics of the buyer-seller dance. This concept revolves around a more holistic and service-oriented approach to sales, rather than simply focusing on closing the deal or boosting commission.

Sales as a service challenges the traditional view that the ultimate goal of sales is merely cash in the bank. Instead, it places emphasis on how a salesperson can be of genuine service to a potential buyer. This involves a strategy where you don't rush the process, but instead, nurture it by understanding the customer's needs, challenges, and the right steps to move them towards a successful purchase decision.

Imagine you walk into a store and a salesperson approaches you immediately with, "How can I help you today?" Your instinctive response might be, "Thanks, I'm just looking." This reflexive reaction is part of the intricacies of the buyer-seller dance, a subconscious "not yet" that many of us default to, simply because we need time to adjust to a new environment and maintain a sense of control over the decision-making process.

Sales as a service recognizes these buyer defenses and suggests slowing down the sales process to improve the overall conversion rate. By allowing a potential customer to move at their own pace, and by providing valuable assistance and information at each stage, you enhance their buying experience and build a foundation of trust.

There are four key stages to this sales process. Firstly, there's education, where the salesperson informs the buyer about potential needs or challenges they may not even be aware of. The second step involves questioning and qualifying, ensuring that both parties understand the problem accurately and are equipped to find the best solution. The third stage is concerned with budgeting and timing, determining whether the buyer is ready and able to proceed with a purchase. Finally, a considerate and timely approach to closing the sale ensures that both seller and buyer end up satisfied with the outcome.

This method aligns with the notion that as a business owner or sales professional, you're also a customer in other aspects of your life. Those previous experiences as a buyer inform your selling habits, sometimes detrimentally. Putting an emphasis on the aim of improving a customer's condition through service means parking those biases, learning from past purchase experiences, and focusing on the customer's journey.

Ultimately, when practiced effectively, sales as a service leads to a more authentic, trust-based relationship between buyer and seller, where both parties feel they have gained value from the exchange. This approach not only improves conversion rates but leads to more meaningful, lasting business relationships. Just like the #Add A Zero Podcast illustrates, by understanding the complexities of the buyer-seller dance and adopting a service mindset, you can turn every sales opportunity into an enriching interaction.

An aligned sales cycle doesn't just boost your conversion rates, but it also means you've made a real difference for your customer. Stay tuned for next week where we'll tackle pricing for profit to ensure you're always on the path of sustainable growth.

• #SMEChallenges, #SalesStrategy, #BuyerSellerDance, #SalesAsService, #CustomerCentric, #PsychologyOfSales, #SlowSalesProcess, #ImproveConversionRates, #SalesCycle, #SoundBusinessSteps

In this weeks video we talk about one of the intriguing concepts mentioned in the latest episode of the #Add A Zero Podcast is the idea of "sales as a service" and the dynamics of the buyer-seller dance. This concept revolves around a more holistic and service-oriented approach to sales, rather than simply focusing on closing the deal or boosting commission.Sales as a service challenges the traditional view that the ultimate goal of sales is merely cash in the bank. Instead, it places emphasis on how a salesperson can be of genuine service to a potential buyer. This involves a strategy where you don't rush the process, but instead, nurture it by understanding the customer's needs, challenges, and the right steps to move them towards a successful purchase decision.Imagine you walk into a store and a salesperson approaches you immediately with, "How can I help you today?" Your instinctive response might be, "Thanks, I'm just looking." This reflexive reaction is part of the intricacies of the buyer-seller dance, a subconscious "not yet" that many of us default to, simply because we need time to adjust to a new environment and maintain a sense of control over the decision-making process.Sales as a service recognizes these buyer defenses and suggests slowing down the sales process to improve the overall conversion rate. By allowing a potential customer to move at their own pace, and by providing valuable assistance and information at each stage, you enhance their buying experience and build a foundation of trust.There are four key stages to this sales process. Firstly, there's education, where the salesperson informs the buyer about potential needs or challenges they may not even be aware of. The second step involves questioning and qualifying, ensuring that both parties understand the problem accurately and are equipped to find the best solution. The third stage is concerned with budgeting and timing, determining whether the buyer is ready and able to proceed with a purchase. Finally, a considerate and timely approach to closing the sale ensures that both seller and buyer end up satisfied with the outcome.This method aligns with the notion that as a business owner or sales professional, you're also a customer in other aspects of your life. Those previous experiences as a buyer inform your selling habits, sometimes detrimentally. Putting an emphasis on the aim of improving a customer's condition through service means parking those biases, learning from past purchase experiences, and focusing on the customer's journey.Ultimately, when practiced effectively, sales as a service leads to a more authentic, trust-based relationship between buyer and seller, where both parties feel they have gained value from the exchange. This approach not only improves conversion rates but leads to more meaningful, lasting business relationships. Just like the #Add A Zero Podcast illustrates, by understanding the complexities of the buyer-seller dance and adopting a service mindset, you can turn every sales opportunity into an enriching interaction.An aligned sales cycle doesn't just boost your conversion rates, but it also means you've made a real difference for your customer. Stay tuned for next week where we'll tackle pricing for profit to ensure you're always on the path of sustainable growth. #SMEChallenges, #SalesStrategy, #BuyerSellerDance, #SalesAsService, #CustomerCentric, #PsychologyOfSales, #SlowSalesProcess, #ImproveConversionRates, #SalesCycle, #SoundBusinessStepsFull Episode Wednesday at 12pm

In this weeks video we talk about one of the intriguing concepts mentioned in the latest episode of the #Add A Zero Podcast is the idea of "sales as a service" and the dynamics of the buyer-seller dance. This concept revolves around a more holistic and service-oriented approach to sales, rather than simply focusing on closing the deal or boosting commission.Sales as a service challenges the traditional view that the ultimate goal of sales is merely cash in the bank. Instead, it places emphasis on how a salesperson can be of genuine service to a potential buyer. This involves a strategy where you don't rush the process, but instead, nurture it by understanding the customer's needs, challenges, and the right steps to move them towards a successful purchase decision.Imagine you walk into a store and a salesperson approaches you immediately with, "How can I help you today?" Your instinctive response might be, "Thanks, I'm just looking." This reflexive reaction is part of the intricacies of the buyer-seller dance, a subconscious "not yet" that many of us default to, simply because we need time to adjust to a new environment and maintain a sense of control over the decision-making process.Sales as a service recognizes these buyer defenses and suggests slowing down the sales process to improve the overall conversion rate. By allowing a potential customer to move at their own pace, and by providing valuable assistance and information at each stage, you enhance their buying experience and build a foundation of trust.There are four key stages to this sales process. Firstly, there's education, where the salesperson informs the buyer about potential needs or challenges they may not even be aware of. The second step involves questioning and qualifying, ensuring that both parties understand the problem accurately and are equipped to find the best solution. The third stage is concerned with budgeting and timing, determining whether the buyer is ready and able to proceed with a purchase. Finally, a considerate and timely approach to closing the sale ensures that both seller and buyer end up satisfied with the outcome.This method aligns with the notion that as a business owner or sales professional, you're also a customer in other aspects of your life. Those previous experiences as a buyer inform your selling habits, sometimes detrimentally. Putting an emphasis on the aim of improving a customer's condition through service means parking those biases, learning from past purchase experiences, and focusing on the customer's journey.Ultimately, when practiced effectively, sales as a service leads to a more authentic, trust-based relationship between buyer and seller, where both parties feel they have gained value from the exchange. This approach not only improves conversion rates but leads to more meaningful, lasting business relationships. Just like the #Add A Zero Podcast illustrates, by understanding the complexities of the buyer-seller dance and adopting a service mindset, you can turn every sales opportunity into an enriching interaction.An aligned sales cycle doesn't just boost your conversion rates, but it also means you've made a real difference for your customer. Stay tuned for next week where we'll tackle pricing for profit to ensure you're always on the path of sustainable growth. #SMEChallenges, #SalesStrategy, #BuyerSellerDance, #SalesAsService, #CustomerCentric, #PsychologyOfSales, #SlowSalesProcess, #ImproveConversionRates, #SalesCycle, #SoundBusinessStepsFull episode Wednesday at 12pm

In this weeks video I had a fascinating conversation with a client during one of our My True North business consultancy sessions. This particular client owned a healthy snack company and was struggling with improving their marketing effectiveness. Now, the client was running advertisements and pushing out content but wasn't seeing the engagement or sales conversions they had hoped for. This resonated with me as it tied back to a fundamental aspect of our Add A Zero podcast that we focus on: understanding what metrics truly matter for your business.

During our consultation, we delved into the intricacies of their marketing strategy. I introduced them to a concept I like to call "Metric Shift Awareness." Often, as business owners, we get caught up in measuring success by revenue alone. However, as discussed in episode 78 of the podcast, marketing's effectiveness isn't just about pounds and pence. The real metric is engagement—how well are we connecting with the right type of client?

With this new perspective, the client began to accurately measure the impact of their campaigns by tracking the number of inquiries, the types of inquiries, and online engagement rather than just immediate sales. The client realized their efforts were reaching a wider audience, sparking more inquiries, and, over time, translating into sales. It's akin to planting seeds and nurturing them to grow into a flourishing garden.

This approach clearly highlighted the importance of patience and proper analysis in marketing, emphasizing that true success isn't immediate but cultivated over time through consistent and engaging interaction with your audience. So, we dubbed this shift in focus "Engagement Cultivation." By focusing on cultivating authentic relationships through meaningful engagement, the client was able to see a significant uptick in their long-term customer base and brand loyalty.

To sum it up, if you're looking to grow your business effectively, embrace Engagement Cultivation. Look beyond immediate revenue and start focusing on how well you're connecting with your audience. Remember, marketing's true job is to make the phone ring or prompt an inquiry. Apply this methodology, and let me know the difference it makes in your business journey.

Forget measuring marketing success by cash alone. It's all about attracting the right customers by tuning into crucial metrics, creating engagement, and making those phones ring. Remember, marketing's role is to set the stage for sales by building relationships and sparking meaningful conversations.

Here's what you can learn:

👉 Measure the Right Metrics: Marketing is not about instant cash returns. Instead, focus on engagement metrics. How many inquiries are you getting? Is your phone ringing? These are the real indicators of successful marketing.

👉 Know Your Audience: To communicate effectively, it's essential to understand your target client. What do they need to hear or see from you? Tailoring your message to resonate with them can make all the difference.

👉 Marketing is Storytelling: Beyond features and benefits, your marketing should be about creating an emotional connection. Inform, educate, and engage your audience through "edutainment" to build trust and awareness.

Jay’s insights are all about helping you craft a marketing strategy that attracts your ideal clients and fuels sustainable growth 📈.

Tune into this episode to learn how to make your marketing efforts truly impactful. 🎧 #MarketingStrategy #BusinessGrowth #SMEs

Feel free to let us know your thoughts or reach out if you need guidance with your marketing!

• #Marketing effectiveness, #Marketing efficiency, #Marketing metrics, #Business scalability, #Job creation, #Marketing measurement, #Ideal client attraction, #A-grade clients, #Marketing strategies, #Marketing myths, #Marketing and sales relationship, #Engagement metrics