 This is Tanali. Thank you all for coming out some time for attending today's webinar on the six steps to gain business success. To all the attendees out there, please type in any questions you might have in the Q&A section and we'll try to answer as many as possible at the end of the session. I would now like to introduce our speaker. He's a result-oriented professional with more than 20 years of experience in sales, business development, key account management, training, mentoring and business operations. He has proven abilities in starting an entire business vertical from scratch and in building robust teams. He's a certified business coach at Action Coach and NLP Practitioner. Please welcome Mr. Dhaval Trivedi. Welcome himself. Thank you, Tanali. Hello everybody. Good afternoon. This is Dhaval Trivedi. I warmly welcome everybody to this one of the right seminars called the Six Steps to Gain Business Success. We are very much aware that this is the time when people are quite concerned about coronavirus and how to grow the business in this time of conflict and the fear. According to the scenarios, we have kept this session and I'm sure that you will enjoy the sessions. Let's begin our journey. First of all, to get us started, this is a vital question. Can I be your coach for the next one hour? Please type in your answer in the chat box and I'll appreciate that. Thank you. My purpose today as your coach is to reward your time investment with the simplest, fastest and easiest way to increase sales and profit, free up your time and create an amazing team. This is what the basic conclusion of my session would be today. I'll quickly summary my background to you. All together I'm having around 20 years of experience into corporate with significance experience with national and international exposure and myself an NLP master practitioner and passion for utilizing coaching tools to unlock untapped performance in individuals and team. On top of that, having a kind of a desire to untapped performance in individuals are always there. So learning and spreading knowledge, problem solving and contributing to growth of business community is something which I'm highly, you know, love for. So my love to help people brought me to platform where I can guide ambitious business owners, achieve their maximum potential using the time tested and proven strategies and in turn help the growth of all the stakeholders within the business and consequently help the city, nation and the world in general by the end of my sheer hard work and reason. My engagement with clients is generally through keynote speaking, business coaching, executive, personal coaching, training, seminars and intensive workshops. So I'll ask one quick question. So let's think about your business. Is your business driving you or are you driving your business? This is something which is, you know, everybody should ask themselves. And the number one reason for business failures is burnout. And it is interesting because when we look at how to grow a business, really growth of a business has a sad part. The challenge is that most business owners don't know the sad part and therefore the business doesn't grow. This results into business failures and burnout. When businessman starts the business, what do most people go and buy? A kind of a job, something which will keep them busy for the rest of their life. And then they wonder why five years later this business that they have brought isn't turning out the way they wanted to. So today we are going to have a bit of learning. We are going to enjoy ourselves and at the same time learn a simple six steps formula to grow business. So first step is mastery. How many of you know someone who has owned the business for more than five years? Quite a few of you, I think. And how do they generally feel about it after five years of owning it? They are still in love with it? No, why not? Because what happened is that they end up working for the business and it traps them in a cycle. And it's that cycle that we are going to talk about today. How to get a business that actually works for you? So let's start with mastery. Most business owners with, you know, quite a substantial experience will admit that their business is in chaos. They are not in control and they are in there every day trying to catch up, trying to put out fires. So in this COVID circumstances what we are living is stop and face reality situation. We say that business must be commercial and profitable. Well, most business don't do that. It might pay them a wedge but doesn't make any more profit. That work, most business owners have to work so hard is because the business doesn't actually work. It's the owner that works. So if you start with thinking of the business as an investment, not as a job, then you will do so much better. See, the biggest problem with business is that a hairdresser will go and start what type of business? A hairdressing one and the civil engineer will start a construction business and so on and so forth. The big challenge is that the hairdresser is so busy cutting hair and the civil engineer is so busy drawing building plants. So who is running the business? Nobody, I believe. So what I'm going to teach you is a gradual step to step process to get out of working in the business to working on the business. So in this step, we must organize ourselves by working on our priorities such as what to stop, what to continue and what to do more of. And it's rightly said that many times stopping is more important than starting. It's true for this epidemic scenarios too. So let's examine how we do that. We have a six-step process and our six-step process starts with what we call mastery. So what does mastery actually means? We will get into that in a moment. We then step you up to build a niche and then we get to leverage and then we step up to team, then to synergy which is where all of those areas come together to produce growth in the business. Then ultimately we get to results and generally the results for your business should be what? I think most of us, the purpose of doing business is have a more money and time. We find a lot of business owners who have a lot of money but no enough time and sometimes one who have no time and no money. So these challenges can be overcome by following these six steps. So but it's about the process of setting up your reasons, goals, plans and of course action. So most of us will have a planning, procrastination, justification of anything or everything they are doing and how great they are doing but many a times there's a planning of mediocrity but actually what we need is a plan of action. I'm sure that you must be agree with that. So as an action plan it must be short and sweet with at most a 90 days plan and a goal with KPIs. So what we believe is the key to great execution is nothing but many a times business owners who remain stagnant are those who mess it up with reasons, goals, plans and execution of things. So they are the one who are poor and couldn't be able to achieve much things. So it's all in the strategy. So if you can't be number one or two get out that is what number one general electric CEO Jack Welch has said but why should we be out if we are not the number one or number two? Not everybody can be number one and two? Are you agree with me that? So strategy is nothing but to be different. It's not worth competing on price but to be different. So once again be different and once you define the strategy of being different then forget the competition. So the competition is nothing more than the scorecard never benchmark a competitor. So only ever benchmark is the customer. So strategy is more about not merely adding but subtracting what we want to and wants so means defining the target market. So in short master is all about how I will take you from chaos to control to make it your enterprise commercial. So chaos is nothing but poor financial management and there's underperforming. So now I'll take you from chaos to control to far-sighted artful financial management and that will augment your collect, track, save and spend the money you earn. You must be in a control of your money. So let's cover four different areas in the mastery. Whatever I'll work with you there are four fundamentals to work on and we will cover it up this definitely in details. So first one is all about where are you going or defining directions. So they can move fast because whenever there is a clarity there is a strong action which leads to success. It's all about where are you and where you're going. The second one the next is the money mastery where we look after our historic numbers and create future ones and lake of data is one of the key reasons of lake of decisions for many businessman. To improve something we need to measure it through KPIs then measuring results. In money mastery here is an interesting question on average what percentage of business owners get the profit and the last statement at the end of each month and know how to make decisions about the next month. It's about seven percent it's right it's about seven percent. So the money mastery is about taking care of several things. To find profit we look at the cash gap in the business. So this is the period between when you buy stock or pay wages until your customers pay you. This is why most businesses go broke because they have to trade in our craft but they have got a heap of money owed to them from other companies. We look at strategies to improve the bottom lines of your business how to examine the margins and profitability of your company. So money mastery is knowing the numbers and improving those bottom line numbers. Best way is to define goal and then budget which will improve your growth. Do you think it's more important to improve the profit or the revenue of the company doubling your turnover if you are already trading at a loss is not going to help. So do you think that a coach looking from the outside in is going to sport things which you may not. Yes we must know all revenues and fixed costs and total expense net profit and variable cost. Here is an event more vital numbers to know is at what time of the day their business break even. So as a business owner after about four o'clock is when you start making any money up until then you have been paying your expenses and wages. Once we know this so how much money has to come into the business before we start making a profit and the ultimate aim with business owner is to get to this point here which is called the maximum utilizations. In another words utilizing the assets of the business to the maximum profitability possible. I'll give you one example. Think of the last time you go to take your haircut where all of the seats in the saloon being used or not. If not they are not running at the maximum utilizations. If they are not they need to change the way they are running the business. So the next one is the time mastery. Now we are looking to build the team and the owner's productivity. On top of that you want to coach them on an urgency and timeline. Focus on the timelines of high priority tasks. Simple thing like invoices should be sent on time collections updates knowing KPIs positive cash flow activities and high productivity and activity is the outcome here. So the most business owners spend the majority of their week in these two areas which is distractions and delusions. So they spend their life in what seems urgent and important. So how many of you have spent the day rushing around and go to the end of the day and realize that you have achieved absolutely nothing. That's what happened when you are in a distraction and delusion. Our aim is to get you to the point when you are operating in demand. So you are doing the things which will make a difference and ultimately in the zone where you are planning. So let's move in the planning and the growing the business activities. So this is about making long term money. So most business when we start working with them do you think we start with a long term strategic straight away. No why not because they have got short term needs. So one needs to work on the urgence not urgence but the important zones and that is what the important and crucial things goes. So then we work on the delivery. So how many of you have been into a nice restaurants because you saw a good advertisement or that then you go there and you realize that you know after seeing the nice flyer but the food was not that good. There is no point doing great marketing if your product and services is delivering badly. Will your customers tell you the truth about your product and services. No about one in 10 will actually tell you not all of them. So now I am not sure how true those statistics are but I know from my own experience that when I get bad service I don't always complain. What do I do. I just don't go back. Now the difference when you put a coach into the mix the coach is honest with you and about how your services. So with many of my clients I have done a mystery shop to see what really happens and tap what happens on the other end of the form. So before we bring in new customers we want to make sure you can hang on to them through delivering a consistent service. So with all of that in play what we are achieving is the mastery level. So we now know that if we put a customer in we know they are going to get a decent service and a decent price and we are going to make a profit out of it. So does everyone agree that's a good point to start. Yes do you think there are business owners who would be happy just to get to that point. So ultimately consistency is about the foundation for healthy growth is what I was trying to emphasize here. Then comes is the niche. Nothing but the product innovation. Goal is to become once again a different as mentioned with these companies which we are aware about. It's all about innovation and market transitions not merely competition. It's mainly marketing which keeps you stand apart. As it is rightly mentioned marketing rules. So these are the fourth stage marketing. We all know product and service distribution public city and the brand. If you can't say nothing nice shut up means try to find something nice to highlight in your marketing. That's what we call the mom's rule. Neesh is also about managing sales. It's also about sales sales and sales. Then niche is also about profitability. Neesh is where we go into the marketing of a business. Do you want to see your definition of a niche. It's a no price competition. How many business do you think compete on price and especially in this time of epidemic. How come because they have never worked out how to do their marketing properly or how to differentiate themselves from their competitors that one step alone. What does that do to the profitability of the business. If you didn't have to discount anymore. Lot of companies say well we use quotes or tenders. Do you write them with the price in mind or do you focus on the value that you offer. Well the bottom line is always the price. That's what customers ask about. Out of many things search for one which is truly where you need things test out of many which work best through measurements. Single line phrase can be used in holistic marketing. Neesh is mainly finding your USB's and guarantee. So it's all about marketing benchmarking rules internal customers product innovation sales value propositions and community. So from a coaching perspective we teach you to look at it as an investment. So for every rupees out in marketing more should come in. The challenge is that most business man don't do the two things which are vital if you want to have successful marketing. Things is called the test and measure. So do you need to be a marketing genius. Not if you are testing and measuring. So just start 12 different ads and run the ones which work the best. How long do you run it for until it stops working. Some of my client says that we had an ad that worked really well once and we stopped using it. Why we got bored of it. That is what they says. You might get bored. The clients don't. A lot of marketing crises is not about being creative. Marketing is mad. If the rupees adds up it is good piece of marketing. If they don't it's not. Now do you have to think they look good. No they just need to work. Bring money in. What's the worst thing to do in an advertisement. Put your own name at the top. The only people that care about this are you and your mom. So what we teach here in the five ways of growing a business is most business owners know how many customers and revenues and profits they have. So start making your marketing and investment by starting to test and measure. Put simply if you don't know the numbers you can't improve them. So let's explain me one formula here quickly. But when I said that they know only the customers revenue and profit and that is what the research is. This is where it's get exciting. Let me go to the next slides. So this is just one example. By taking an example of a number of leads is say four thousands. If your conversion rate is 25 percent that becomes your customers thousands. Your number of transactions are to average rupees sale is rupees hundred. This is just the hypothetical examples. Revenues are two hundred thousands. Then profit mark jeans is 25 percent. Then your profit is for example 50 thousands. So by just increasing 10 percent of increase your profit is going to increase from 50 thousand to 80 thousand five hundred and 25. So that's a 46 percent increase in your revenue and then a massive 61 percent increase in your profits. So now here my questions to you is what would you do with an extra 30 thousand five hundred twenty five or 61 percent more profit. It is just a hypothetical example. If you put it in your figures you will realize that you have increased your profit to lakhs of rupees. So what will you do with that profit which you have got. Get a new car. Get a room with a view. What would you do with an extra 300 hours this years. Of course more time with important people. So it's rightly said by Warren Buffett. It's not necessary to do extra ordinary things. Things to get extraordinary results but do ordinary things in a systematic and proven way. So next one is leverage and bring everything in house. That is called outsource and not bringing everything in house is no outsource. So generally many companies brings new CEOs is nothing but the reason why they bring new strategies must learn to outsource in balance. That is what I'm trying to highlight it here. So deliver do and develop core business in house outsource the peripherals non-core only. We all know the importance of outsourcing and its global impact but focusing on core is the mantra. That's very true. Go for knowledge and not price. Invest in the technologies. We all know a gradient age where the land acquisition was the purpose. Industrial age where production efficiencies has targeted in an information age we are seeking the knowledge and usage of it. So make the most of it is what I'm trying to emphasize here and put it simply if you don't they will. A better product can easily be copied while a better systems gives you dramatic advantage. Copycat kind of a company cannot imitate your technology. So next is the leverage is nothing but efficiencies. Our defined strategies has to work. Leverage is nothing but it's all about system. How we define the system as nothing but saving yourself time energy and money. So let's move on to the next thing which is again how to leverage through outsourcing technology systems, sacred cows and investment. It is all about when and why to an outsource to invest or not to invest in technology that people can and will use the systems what has to stop bringing the sacred cows and in the productivity of the future is the investment. The team is a very very crucial parameters in order to augment your company's growth. Most people start in business as a self-employed person and what's it look like to start with it's a see saw kind of things isn't it do the see saw the action chase the work chase the work chase the work do the work do the work do the work sell do sell not laughing now are you then you go and hire some people and of course your recruitment strategies are great when you first start in the business aren't they you hire your next door neighbors sisters cousins a dark walker who is out of the job how many of you have done that someone recommended them and you think I'll put them on for a few months you end up ruining the day of yours why because in small business the right people are vital the best people is what you must eye for so prepare for your number one asset which is unless they aren't then they can be your biggest distraction so if the set statistics show us that 80% of business go under in the first five years so most people then get to the point when they go to hell with it it was loads of easier when I had the job so why is your first business the hardest because you don't know what you are doing not only have you got to run a business but you have got to run to run business whilst you are doing it is it the cheaper to learn by your own trial and error or somebody else that's why coaching is a fundamental to business growing and succeeding team calling rightly said first who has to come and then what why or how we ultimately want to get people to the results stage where they are really a business owners and can buy back what of course the freedom so for those of you with a business where is it right now where you are right now you think about yourself in your head guys on your own or with your business partners that where you are now currently jack welch rightly said the rule of 2070 and 10 10 percent of your people need to leave 70 percent are workers and need to be nurtured trained and tested engaged and motivated and 20 percent of your people produce 80 percent of your results of your results so praise reward give train and promote those 20 percent right so Marcus bunkingham said that the right people are self-motivated and if not you have the wrong people or the right people in the wrong positions so it takes anywhere from six months to fires to go through this process for me to go through in your company depending on where you are in your business now but would that be worth it to work towards that so that you don't have to work again so remember we are not buying a job we are aiming to buy a business something that works without you reason is not the team event it is the leaders job and it must define how you will win in the business it must enroll and inspire so it has something to come from the top down bottom today's problem came from yesterday's training a lake of it a company can only grow as fast as its people so remuneration for results use the jackwell system 20 70 10 your top 20 should be massively rewarded based on results a salary should be made up of three things a base wage team results and an individual results percentage is very based on seniority and department bring in outsiders that's just catalyst to help with your change outsiders can help shift the culture much faster than you put on your own this is one of the key obstacles which I have noticed working with business owners injecting some new blood in the system is helpful for change so marshal goldsmith says that leaders also reach the levels of incompetencies so leaders need a coach to find their blind spot and that is where I come into the picture so next says the team means without you so as your coach I'll help you build your team I'll work on you you will work on your team they will work on the customers and ultimately it will work for your business and this is how the entire cycles goes so the key to winning team is the strong leadership common goal rules of the game action plan support risk taking and 100 percent involvement and inclusion in all different perspective team is a common key for growth so winning the team knows how to get the right people on the bus if it is easy it's not a reason you have to challenge people and then sell them that it can be done you have to talk about it show it leave it and be it keep the reason alive in short it's walk the talk so make the change a routine scenario everyone has to be used to the fact that things will change times change and people will change nothing is permanent so it will change does practice to accept it with a grace has a culture so if your company has trained and learned this principle by your heart in your culture then in today's scenario your yourself as a business owner and your employee should not be demotivated so too much change leads down a slippery slope too little change means you never take advantage of the growth correct change is about wanting until the growth is in the place before you add or more change so change will always happen you have to decide if you will be proactive or reactive Spencer Johnson said that people need to understand how to adapt to change that is nothing but proactive versus reactive synergy needs a strategy a strategy that is about climbing the six levels a strategy that is about many small areas of growth not one genius step a strategy needs a time resource a culture mastery of the basics a system of marketing a system of delivery and a system for the team so how do you pick which strategies will bring the most synergy test measure and then decide like planning you will need to adjust your strategy as you go so next is the synergy is nothing but the growth so first let me quickly go through here that we have understood the mastery then niche then leverage then team and now we are at the synergy the synergy is nothing but growth and that's the reason why we are here on this webinar today every business owners on the planet seeks growth and that is the ultimate reason to being into the business so how to get the synergy maybe through mergers and acquisitions so growth is the growth no matter how you get it of course for that you need to change because you really wanted growth and expansion scaling up growing up and making it big so that is where you know i comes into picture i'll help you to walk you through to the journey where from whatever level you are currently will make you to the next level of augmentation journey so quoting richard branson if you can learn to run one business successfully then there is no reason you can't run any number of business at the same time the principle are still the same so i would like to mention one of the point here that many times we help business owners in the versatile verticals and industries many times they say is that have you done work with the pharmaceutical industries chemical industry food products industries into the insurance industries into the retail industries or into the distribution and whatnot so most of the time you know it is the thing that i try to highlight is that there are the fundamentals of each business and once you hit the fundamentals you can definitely able to revise the numbers revise the clients and profits and revenues so that is something every business owners needs to know you need to be very much open minded you need to be very much learning oriented that is something which is and has to be the keys after spending five years ten years twenty years and then all of a sudden this epidemic came i came across many successful business owners who have said corals of business but all of a sudden because of this one small epidemic has put them on the knees they are calling me and you know cry out loud what to do next i have a lot of employees and investments and lot of things which botherings me at this stage so one thing they have not keep it correct is that they have not been connected with the right person you know they should be constantly learn unlearn and relearn themselves that is something which is very much crucial and if they have been like that earlier all these years then probably this situation which has arrived as a natural calamity should not be bothered them that is very much true with whomever am i working they are very much safe despite of this situation so now here i'll ask you to go in the two directions so one is i'm going to try to improve my business on my own that is the one kind of a people which i just mentioned all these years they believe that i'll do it by my own i can do it by my own and there is no need of anybody else i have a 5 10 20 years of experience and i have done this all these years i have done it a hard way i have grown it from zero to wherever they are now so they believe that i can do it make it happen and possible the second way is i'm interested in getting massive results in my business so now the question is up to you whether you wanted to do it by your own or you wanted to share some heavy burden from your shoulders by reaching out to us and learn some of the times tested proven methodologies and systems so what are my options so what is business coaching coaching is a business learning where we grow your existing business which not only pays for your investment but also in the business education which you get to keep forever so things is a very clear here that once you are in connection with us once i started mentoring and helping you i'll guide you not only to earn my fees but also brings you a lot of profitability and those whatever you learn is absolutely your gain forever so why does business coaching work let me come to that very very crucial point here and the two main reasons one is the extra knowledge you gain but the other is that there is someone on the outside looking in and i used to play a golf and i'd go out and play once or twice a week and never had a coach or a lesson and couldn't understand why i wasn't getting the results i wanted so i want to ask you this question right now that have you ever been in the situation where you face this that why on earth despite of putting a lot of efforts i'm not being able to generate results in my business so this is the reason why it is happening the results is something which brings you the big picture how are you really traveling within your business within your own company the little pictures KPIs what are people accountable for measuring and sharing the vital statistics to know complaints and quality the ugly truth of your company targets actuals variants and projections project management do it well do it right results reporting shareholders and stakeholders transparency so this is what will brings you results so now by working with me you will learn how to generate more cash flows more profit and of course the more free time which is the reason of every business owners on the earth i asked many a times and 80 percent of people are craving for this things so let's go to the next wisdom everybody knows this gentleman and if not is the one of the renewed golf player the earth has ever seen on this planet tiger wood is the best golfer what he said no matter how tough you think you are good at but you can't do this on your own you know tiger would hit the nail on the head in a recent interview when he asked why it is so important to have a coach and he said a very very profound sentence and it goes like well i can't see my own swing well that's true and also for me if i could see it i still would have known what i was doing wrong when i was playing golf and that was the reason i was not getting the new lessons so guys owners i'm trying to say one thing i can guarantee that next 12 months from today you will arrive at the real question is where so ask yourself where you will arrive after 12 months down the line the answer is with you whether you wanted to arrived at the left side of the presentation or you wanted to arrive the right side of the presentation so guys the choice is very much yours if you really wanted to grow your business you know have a coach have a complimentary two hours business assessment with me and i'm sure that you will come out with a great future which you always seek and hope and expect it i know that the time is tough i know that you know everybody is and only the one word of worry but still i strongly believe that if you start working on your business now then definitely once within few months down the line things are on the track you can apply whatever you have come up with during your engagements whatever you have learned during this complimentary assessments from me and i'm sure that it would be take you upwards forwards and in the direction where you always wanted to be and take your business so it's time to thank you all of you who have given off your very precious time today by listening to me and learn some of the key wisdom concepts which have been you know very much time tested and proven and i would very happily say that this is something which we are working on throughout the more than 80 countries and throughout the thousands of offices around and across the globe but every week thousands of business owners like you are learning and taking their business to the next level so guys please rest assure and start associating with me and definitely it would be a great journey together so here i am with six steps to gain business success as it is almost an hour and little bit you know reached on the time and we are late on the timings so please if you have any questions answer feel free to reach me my numbers and emails are given here and i'm very much delighted to you know help you guide you and support you in this time of you know chaos but i'm sure that once you are with the right people things will definitely be on the track it's all rest up to you so as it is rightly said that you know you can only grow as much up to your competencies so guys now it is up to you that how much competencies you can grow and implement in your day-to-day business life so from this i would put an end to my presentations so anybody have the questions then i'll pass it on sonali up to you thank you guys once again i saw one question here by sort of gurg by stating that employee retainment is the biggest concern at this point and how do you retain employees when the revenues has cut back so much i very much agree sort of on your concerns this is the concerns for almost each and every business owners who are there on the planet right so the the the main concern one has to make is that you need to win the trust of the employees by educating them and make them aware that this is the time where you know i will help you up to the extent you help me also parallely and once things are in the tech it would be going back again to and holding the way it was happening earlier so definitely there are a lot of tools and techniques we use to augment the motivation of the employees which definitely once the time permit will let you know so thank you guys any any other questions if anyone has any other questions please put them down in the q&a section yes we're not getting any more questions so thank you so much sir for your time thank you everyone for your time we hope you are not audible is it better now is my voice better so hello hello hi sir am i audible so i think we there is a one questions called how to increase the sales so we use around you know 80 odd strategies in order to increase your sales and as i mentioned in the five ways earlier that we utilize the different strategies in each steps and that will definitely help you to augment your not only the sales but ultimately the profitability right so it would very difficult for me to mention even a couple of strategies now with the time constraint but i'm sure that once we will interact during this assessment free session we'll complement the session we'll definitely throw some light on that part okay so i think thank you very much everybody for your time i appreciate you can call me anytime after an hour should be fine and according to the time slots and availability mutually we will definitely work to the next level i really apologize if there was any you know presentation view issues happen because you know i was just delivering it and hopefully it should be fine all right thanks a lot guys and have a great day ahead thank you thank you sir thank you stay safe and keep learning for your time we'll see you next time with our another webinar if you have any questions related to this webinar if you want any recordings or anything and if you want to know about our upcoming webinars please feel free to get in touch with me thank you so much and yeah i hope you were able to add some value thank you