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US $47.00 Retail

An Entrepreneurs How To Manual For Harvesting $5,000-$100,000 in Added Profit Streams from Their Existing Business - in the Next 30 Days!

Same Customers. Same Employees. Same Products and Servicesall without spending a dime.

Scott Hallman, founder of the 59th Fastest Growing Private Company in America*, Reveals Instant Profit Marketing Strategies Inside

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

Dear Fellow Entrepreneur: In working with thousands of companies (from start-ups to billion dollar companies), in over 250 industries worldwide, one thing is certain businesses are needlessly leaving a ton of profit on the table. Therefore, I created this special report because I am passionate about helping business owners optimize their profitability - all with little time, money, effort or risk! Although most business owners know many of the fundamentals of marketing, sales conversion and selling more to their existing customers, the vast majority are not implementing these within their business and almost none do it systematically to guarantee that they maximize the results and cement in the changes that will earn them hundreds of thousands or even millions in profits over the life of their businesses. My personal clients shell out $1,250 per hour to work with me and are required to sign a one-year minimum $37,500 agreement. They range from leading food producers, to medical practices, to manufacturers, to retailers, to home service providers, to pure online companies. The #1 reason they make this hefty investment is to learn how to systematically implement. Sound familiar? Well, you are not alone.

980 Business Owners Found Over $10,000 in Less than 90 MinutesWhat About You?
At two high-end business seminars, the collective companies uncovered over $80,000,000 in new profit streams they expected to generate from my 90 Minute Workshop many of the profit strategies they learned are included in this report. How could these highly committed business owners not be fully implementing these simple success strategies? The answer is likely one of these three reasons: 1) They are exclusively focused on getting new business from new marketing and sales methods. 2) They mistakenly believe that once they implement something, they are finished. 3) They know the WHAT but not the HOW.

My Promise to You
In the following 16 easy to read pages, I am going to share four (4) time-tested profit generating strategies that EVERY business can easily deploy. And I promise you that if you have an existing business, you will absolutely generate at least $5,000 just from what I teach you here.

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

And if you have a start up business, pay close attention because it is critical that you maximize every dollar of profit from day one.

The Catch
There is one catch to me giving this information to you for FREE, and here it is: IF this report delivers at least $5,000 in added profit streams for your business as promised, then I fully expect you will join thousands of other business owners that invest in our Business Growth products, programs and coaching services (see www.ScottHallman.com - Business Tools). Fair enough? Ok then, lets get started.

How to Systematically Add 10-20% to Your Business Profits with Little Time, Money, Effort or Risk
As the Founder and CEO of a company named as the 59th Fastest Growing Private Company in America, I faced many of the same challenges (and opportunities) as you do in todays challenging market. In fact, I built my first national company during the worst recession since the Great Depression! My passion is Profit Optimization and it is the difference between an entrepreneur making a nice living and one that creates both wealth and the freedom that comes with it. This report is not a sales gimmick or some bait and switch technique, which is so pervasive in the business training arena these days, but instead a HOW TO manual for helping you actually earn profits immediately. The techniques inside apply to EVERY business on the planet - doesnt matter if you are a novice or a sophisticated business owner. Doesnt matter what industry you are in, or where you are located, or what demographic audience you serve. Now I do not want to over promise. The information in this report is fundamental. The implementation tips are fundamental. But the results you will produce can be significant if you apply the simple techniques I suggest. If you do this, you WILL generate the promised $5,000 in cash. Then I will give you more advanced resources to take your success to the next level and beyond.
Theres no time for big concepts, a lot of hype, or experimental sales and marketing tacticsmany businesses are feeling the real impact from the recession. Savvy companies know when it is time to focus on time-tested proven, resultsbased, low risk marketing/sales methodsand nobody is better at that than Scott Hallman, nobody. - Chet Holmes: Top Fortune 500 Consultant and best selling author of The Ultimate Selling Machine
2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

3 Critical Things You Must Know To Ensure You Generate at Least $5,000 in Pure, In Your Pocket Profit From This Special Report
Before I share the profit strategies with you, I want to ground you on three (3) principles that are critical to your success. They are important so dont cheat and skip them. 1) The HOW is 10 times More Important than the WHAT 2) Its ALL About (Systematic) Implementation 3) The Power of Incremental Improvement

Principle #1 - The HOW is More Important than the WHAT

We are in a new age of marketing awareness that I call the age of implementation. We are leaving the age of ideas, and in its path of destruction are millions of beaten down companies that have spent billions of dollars learning hundreds or even thousands of ideas without a clue HOW TO IMPLEMENT them. The fact is that you dont need any new ideas but instead you need to learn the science of systematic implementation. Our survey of companies in 50 industries that had spent $2,500-$25,000 on marketing seminars or training materials, showed that at least 81% of these companies were not systematically using any of the proven profit strategies revealed in this report. Its amazing how McDonalds can generate 20-30% of its profits from just one of these potent marketing techniques and yet few companies duplicate what they have been doing for 25+ years (and it still works as well as it did day one). In fact, I once heard it generates as much as 20% of McDonalds profits! Let me challenge you on this premise. Do you know HOW to systematically implement a new Strategic Alliance (or Power Affiliate) program? How to develop a win-win proposition to take to them? How to approach them? How to structure a deal that works for both of you? How to make them feel protected that you will not damage their customer relationships? How to avoid legal liability? How to dissolve the relationship in a positive way? How to create or avoid creating non-competitive or exclusive territories? And so on? This brings me to

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

Principle #2 Its ALL About Implementation

A few years ago there was a bestselling book called Execution. It looked at the best corporations on the planet and found that the key to success and failure was Execution. Although this book was focused on Fortune 500 companies and therefore a bit complex for entrepreneurs to apply, the lessons it taught are equally applicable to your business.

Principle #3 - The Power of Incremental Improvement How to Earn $12 for Every New $1 in Profit
Forget the promised breakthroughs to triple your business in your sleep. They are smoke and mirrors and dont work. Havent you been a victim to this false lure? This is the same mentality that caused people to buy worthless dotcom stock that financially wiped out so many. Instead, smart companies look for consistent, measurable profit increases that are built on solid factsthose that produce results today and in the futureeven during a recession (like the one we face NOW). Let me use an illustration to drive home the point:

How To Turn $20,000 Into Nearly a $100,000

If you generate just four (4) new, sustainable profit techniques that increase profits by just 5% each, you will produce a 20% profit increase per year. But that is just the beginning of the profit stream that you will receive. For every $100,000 in profit you now produce, you add an extra $20,000 per year Continue following this Success Process and over 5 years that figure = $100,000 in extra profit, or if you prefer to look at it a different way, the $20,000 increase in profits increases the value of your company 5 times (a common way investors value companies) Total impact: $100,000 of in your pocket profit. REALITY CHECK - If you have a systematic method for implementing these proven, time-tested marketing and sales strategies and tactics, and continuously work on refining them, then producing a 5% improvement seems quite reasonable, doesnt it? IMPORTANT: This is not nice theory. It is absolute scientifically based FACT. If you implement a systematic process and it is successful, and you discipline yourself to monitor the results for life, the success procedure will continue to produce profits for years to come. The product you offer may change, records to CDs to MP3 players, but the results will be the same.

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

Now, As I Have You Grounded, Lets Get To The Profit Strategies

At www.ScottHallman.com we teach dozens of profit enhancing strategies and tactics, as well as dozens of specific techniques for acquiring new customers, maximizing profitability and managing your business more effectively all with step by step instructions that require little time, money, effort or risk to produce predictable, measurable results. For this report I selected just four (4) simple profit enhancing strategies that produce sure-fire profits for every business (yes, my sales pitch #1 but dont worry, I will deliver on my $5K promise).

How to Increase Profits From Existing Customers, Clients, and Patients

WARNING: Dont get into the I know this stuff trap. Yes, you may know these strategies and tactics, but are you applying them in your business to their fullest potential? In our full-blown training workshops, we teach companies how to apply our 50+ business growth strategies/techniques in 3 ways: 1) Implement them as a New Application - If you dont currently deploy one of these strategies in your business, then simply doing so will help you immediately increase profits. 2) Optimize the Current Application When was the last time you visited your success procedure to make improvements in order to increase the results? Simple changes can increase results 10-25% or more. 3) Expand Upon the Current Application - Apply the success technique to another product or service you offer. If you have ever ordered Miracle Blade knives from the infomercial, then you have experienced the incredible power of being up and cross sold 13 times! What starts off as a $29.95 purchase averages over $200.00 (or so the sales person told me) or almost 650% more! As I go through these simple profit strategies, first ask yourself, Should we Implement it or Optimize it, or Expand upon it?
Scott, Ive written 31 books that have sold over 20 million copies and you have made me feel like a failure because I have not addressed the simple, duplicatable profit strategies that you teach.

-Jay Conrad Levinson, Guerrilla Marketing Founder

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

Lets Rock and Roll

Power Profit Growth Strategy #1 Increase Your Average Point of Purchase Profit by 10-30% Using The Power of Upsell and Cross-Sell
Have you ever gone to McDonalds and been asked the question, Would you like fries or a Coke with that? Or Would you like to Super-Size your order today? Or have you ever purchased a Phone, or Digital Camcorder, or a Car and been asked if you would like to buy the extended warranty? Or have you ever gone to purchase a basic model appliance, say a washer and dryer, and planned on spending $500 but instead left with a better model to meet your needs, which costs $650? And have you ever found yourself saying sure, why not to such offers? Even though you didnt order or intend to order that additional item when you arrived? The fact is, statistically 30% of people say yes to these questions and the companies effectively employing this simple strategy earn as much as 10-30% of their profits from this time tested marketing tactic (ironically, our survey shows 88% of companies dont systematically use this tactic). That equates to $30,000 in added profit per year if your business now earns you $100,000, $75,000+ per year if you currently earn $250,000, and $300,000 if you earn $1,000,000. The concept is called upsell or cross-sell. Upsell is where you get the customer to purchase more or a greater quantity of what they are ordering and cross-sell is where you get the customer to buy an additional item or service that they did not intend to order. The key to such systems involves timing, proper item selection, understanding of marginal profit and a measurement system.
Before Scotts program we felt like we upsold pretty well. Boy was I wrong. In just one month of implementing the step-by-step process, exactly as Scott teaches, we increased profits an incredible 18%. And for a $3M business thats a chunk of change. The greatest part is these same results will continue for the life of our business. - Marx Rubio-Acosta, One Stop Shop (INC 500 listed company)

Ok, lets get you to start making some money.

Power Action Step:

Offer 10 of your customers an additional item at the point of purchase and see how many say yes (make it a small added cost). Change the way you ask for the offer itself.
2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

Write it down! I know it is simple but if you experience 2-3 saying yes and then calculate how much that will earn you, this will get you excited to formalize a system.

$$ PROFIT IMPACT CUMULATOR $$: Ok, if you do not currently have a systematic upsell/cross-sell marketing program in place, or you do not maximize its potential, lets see how it would impact your bottom line (remember The Power of Incremental Improvement discussed above). Here is REAL-WORLD Example: Retail Rug Store that added padding as a cross-sell A) Current Annual Revenue: B) Times 5% increase C) Gross Profit Margin D) Added Profit Per Year E) Business Value* or 5 Year Profit Stream $1,000,000 $ 50,000 50% $ 25,000 $ 125,000

A * 5% B*C D*5

* A general rule of thumb for small business valuations is typically 4-6 times its annual profitability.

YOUR POTENTIAL A) Current Annual Revenue: B) Times 5% increase C) Gross Profit Margin D) Added Profit Per Year E) 5 Years of added Profit E) Business Value* or 5 Year Profit Stream

$_______ $_______ _______% $_______ $_______ $_______

A * 5% (your %) B*C D * 5 years D*5

If you are like most businesses, you just blew past the $5,000 in profits we promised you from this report (more on the specific implementation details later). Even a 1% impact for our baseline $30,000 business will achieve this modest result.

TIME OUT
I can hear some of you saying, Hey, we already do this or we already know this. But, let me ask you:

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

 Have you optimized it? Rugman was doing it toobut when they optimized, they blew the doors off the results in fact, a 180% increase. Do you track results? Pauls Pet Foods saw sales jump over 20% but then went back to business as usual and watched these results disappear. Have you trained your staff to duplicate your results? GNC owners did it great but the employees produced less than half the results. At www.ScottHallman.com you will learn 10 ways to use this powerful growth strategy - complete with Interactive Workshops that guide you through our 10-step implementation system using templates to assist you through the process.

Power Profit Strategy # 2 Increase Profits by Getting Your Customers to Purchase More Often
You are literally sitting on a gold mine this very moment. You'll quickly find your easiest source of new profits using this one simple strategy. Do you realize that your most profitable assets are your current and former customers/clients/patients? Business owners are all too often so busy trying to chase after new clients/patients that they completely neglect what they already have. I see this all the time. A well known study in Fortune magazine revealed that it is 6 times more expensive to get a new customer (or patient) than it is to sell a current one. And theres a good reason for that. Its because your customers trust you, they have faith in your abilities, and they like you. So wouldn't it make sense to become proactive, even "ethically" aggressive in marketing to them? Can a Haircut Really Add 35% To Sales? Lets assume you are a busy businessperson with an uncertain schedule (like all of us). You finally get frustrated with how your hair looks and call to get an appointment. Unfortunately, the earliest available time is over a week away. Rather than looking and feeling great by getting your haircut when you need it, you often fight through two or three weeks of bad hair days. Sound familiar? If so, you are one of the 50%-70% that follows this very pattern when it comes to their hair. And is your hair the only thing that you run this pattern with? What about your oil changes, tune up or transmission services? Or your regular medical/dental check-up? Or your annual eye exam? How about when it comes to getting your carpet cleaned? Or doing your will or estate plan? Or having your insurance reviewed? Do you tend to have these services performed later than you should?

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

Lets Look at the Numbers More Closely Lets use our simple hair salon example to illustrate the profit impact potential. If you got your hair cut every three weeks (when you wanted and needed it) versus every five weeks (when you are looking a bit raggedy), the revenue to the salon would go up a whopping 70%. If we assume that only 50% of the customers do not diligently schedule their appointments, then that revenue increase to the salon is a whopping 35% overall! (50% of the customers increase sales by 70%.) Even if the salon could get only half of these folks to come in more often, the impact is still over 15%. WOW! But HOW Will They Achieve These Incredible Results? How can this be achieved? Well, let me ask you another question. Would you more regularly schedule your appointment if the salon followed up with you after two weeks to set an appointment (when you knew your schedule) - if you really wanted a haircut more often? For the vast majority the answer is absolutely. The strategy of Conditioning Your Customers to Purchase More Often represents one of the most profound and simple business-building strategies for increasing your profits 5%-20% immediately. Yet few businesses or practices utilize it. The power lies in the fact that you already have a relationship with your customers. Why Do So Few Use This Simple Strategy? When we launch a Private Coaching relationship with a company, we first have them fill out a 25 page questionnaire that covers every aspect of their business. One area we ask about is how they follow up to stimulate repurchase. In the vast majority of the cases the answer is We dont or We send them something once in a while. Yet this is critical for building loyalty and trust and for reminding people to buy again. ATTENTION ONLINERS if you ignored this because you have an autoresponder program but do nothing else, then you have a ton of upside opportunity. Simply adding the phone to your follow up process can increase sales dramatically. So what else does your customer buy? What dont they buy that you provide? If you evaluate your current customers buying patterns (there are four specific secrets to mining for dollars), you will find tons of opportunities to sell them more of what they buy. Plus, you can expand their purchase pattern to get them to buy more of what you offer. Heres a simple idea Just keep in constant contact with your customers! But it can't just be any old mindless communication you send out! It has to be selfserving for the customer. It has to be educational. It has to be full of benefits. And it has

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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to lead them to making the only rational decision they could possibly maketo buy your services or product.

Power Action Step:

If you have a repeat nature product or service, then contact 10 clients that have not bought in a timely manner (whether your product or service is typically purchased at regular intervals like a haircut, or if one that is randomly purchased like a restaurant or landscaper or chiropractor). See if you can stimulate them to purchase sooner than later. $$ PROFIT IMPACT CUMULATOR $$: Ok, if you do not currently have a systematic repeat sales program in place or you do not maximize its potential, lets see how it would impact your bottom line (remember The Power of Incremental Improvement discussed above). A REAL-WORLD EXAMPLE: $500,000 Back Pain Clinic A) Current Annual Revenue: B) Times 5% increase C) Gross Profit Margin D) Added Profit Per Year E) Business Value* or 5 Year Profit Stream YOUR POTENTIAL A) Current Annual Revenue: B) Times 10% increase C) Gross Profit Margin D) Added Profit Per Year E) Business Value* or 5 Year Profit Stream $500,000 $ 25,000 80% $ 20,000 $ 100,000 A * 5% B*C D*5

* Based upon a typical valuation of 4-6 times its annual profitability

$_______ $_______ _______% $_______ $_______

A * 5% (your %) B*C D*5

Again, you should blow the roof off my $5,000 promise with this one application easily. This Power Strategy applies to every business and industry.
"I firmly believe that every business in America should own The Power of ONE program by Scott Hallman. It simply is a work of pure genius. - Dr. Joe Vitale, Best Selling Author and Panelist on The Secret
2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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Clearly the examples and exercises are basic here. In our training programs we provide specific examples of a dozen different business typesfrom doctors, to businessto-business oriented companies, to service businesses, to retail establishments and even one time purchase businesses (yes, it applies there too). Plus, you will learn how to systematically develop a new client generation program; increase your sales conversions; and manage your business way more effectively.

Scott, these seem pretty basic so far. You bet. But make no mistake. If you do not have a system in place to OPTIMIZE and MAXIMIZE the results from these simple techniques, you are leaving enormous money on the table. One client that sells Computer Equipment grew from $500,000 to $12,000,000 in sales in just a few short years. They had eight sales repsbut one rep generated 322% more sales than the second best performing rep. Why? Because he is reselling to existing customers SYSTEMATICALLY. Without a system, you cannot duplicate results. Before we continue, there are

3 Secrets You Must Know To Guarantee Effective Implementation

Secret #1 - Using the Power of Modeling. If you use the exact formula that thousands of ultra-successful companies use to implement a marketing strategy or any successful procedure(s)I mean step-by-stepyou will be guaranteed similar success. Here are three easy steps to achieve this: 1) Speak with non-competitive companies that are using the strategy or tactic in question and ask what they do, specifically 2) Then test out that exact formula 3) Then modify it to your unique business Secret #2 What is Your Expected ROI? The next secret is for you to determine the financial impact that successfully implementing a new program in your company is worth to you. This is important because it both ensures that it is a worthwhile thing to invest time and resources into AND it motivates you to work diligently to make sure you fully implement the strategy or tactic. Secret #3 Stay Focused Grasshopper. Lastly, if it is worthwhile to implement, then be willing to stay focused on it long enough to get it perfected in your business before jumping to the next great idea on your list. We entrepreneurs love to jump on new ideastons of them. Why? Because it is FUN! It stimulates our creativity and makes us feel smart. But it kills results. Nothing ever gets fully implemented and therefore results either never happen or quickly fade.

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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Am I talking about YOU? Do I have a hidden microphone in your office? No. But I do hear the same challenge from almost every business owner I talk to.

Power Profit Strategy #3 - Start to Finish Total Customer Satisfaction

This Power Strategy represents perhaps the most important business growth system on the planet. In fact, I like to call it The Boring Way To Riches. When I first started teaching Start to Finish Total Customer Satisfaction it represented a powerful way to differentiate your company. But in todays recessionary economy, it represents a powerful survival strategy! After all, everything you do to attract, maintain, and expand your customer hinges upon your ability to deliver your promised benefit consistently. Can a Lost Customer Really Cost Me Over $100,000? You bet. A lost customer is so costly that it is almost indescribable. If your average customer has a lifetime value of say $1,500 and you lose just one, it costs $1,500 out of your pocket. In addition, you also lose the $500+ they represented in future up-sell opportunities, and other products and services you could have provided as the need arose. So thats a $2,000 lossperhaps you could have used this money to purchase a new computer, a short vacation or college tuition for a year. But it doesnt end here. You also lose the 2-3 new customers per year that you would have gotten from their referrals, each with $2,000 lifetime values. Over 5 years that is $32,000. And, those 10-15 new customers will also not be around to refer 2-3 new customers to you a year. Take this formula out 10 years and you have lost hundreds of thousands of dollars. And you also suffer from what I call the Reverse Referral Impact. That is, where these dissatisfied customers each discourage 10-20 people from doing business with you. This, of course, starts the whole profit loss cycle all over again. And finally, you must now invest substantial money and time to replace this lost customerwhich costs 500% more than keeping your customers. Said another way: statistics show that just a 5% reduction in your customer turnover will increase your profits a whopping 25%-85%, depending upon your business! If you do not walk your talk and provide consistent friendly, timely, high quality service, then you cannot possibly expect your clients to buy from you more often (as we just discussed); refer you to their friends, family, clients, patients and associates; buy other expanded products and services you provide (which I will discuss); or do business with recommended strategic endorsement partners (as I will discuss).

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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Power Action Step:

Start by ranking your customers satisfaction on a scale of 1-5, with 5 being totally happy. This creates a baseline to improve upon. If you have a lot of customers or do not interact with them often, you may have to guesstimate this rating. Then develop simple procedures to raise the low rated ones up to the next level. It is a simple step but it will make you aware of where you stand and motivate you to take action. See the example below. $$ PROFIT IMPACT CUMULATOR $$: This Power Growth strategy does not produce instant profits. But I assure you it is capable of massive profit increases (and avoiding profit loses). In fact, a major industry study shows that reducing customer turnover by just 5% will impact long-term profit 25%-85%! So 10% seems pretty low, wouldnt you say? REAL-WORLD EXAMPLE -$1M+++ - My Health Care Services company. We had stellar customer satisfactioneverywhere but in our own backyard. We had placed so much focus on our new national business that we neglected the clients that we right in our local market. In fact, our Satisfaction Index had dropped below 80% (our national average was 97%). So we ranked all 42 of the local hospitals. Then we visited everyone that had less than a stellar ranking. My guess is we saved $1,000,000 or more in annual revenue we would have lost if we did not rank the customers. YOUR POTENTIAL A) Current Annual Revenue: B) Times 5% increase C) Gross Profit Margin D) Added Profit Per Year E) Business Value* or 5 Year Profit Stream

$_______ $_______ _______% $_______ $_______

A * 5% (your %) B*C D*5

Following the customer retention strategies that Scott teaches at the Small Business Growth Club, we have been able to set our prices 13% above our competitors that sell the exact same products, and actually increase our volume by millions of dollars! - Mark B, CEO Utah

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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Power Profit Strategy #4 - The Power of an Active Referral System(s)

The fact is that it is 500% - 1000% more cost effective to get a new customer from referrals than outside marketing. Yet, this is the most underutilized marketing tool there is - mainly because it has been totally misrepresented by the gurus. The fact is that most businesses rely on referrals for somewhere between 20%-50% of their business. Yet these same businesses give no thought whatsoever to having a system in place for these precious referrals. Our survey showed that 35% of businesses claimed to have a referral process but when pushed on whether it is formalized and systematized, the number dropped to less than 5%! Do you have a formalized referral system in place? Weve always been taught that if we do a good job, then referrals will automatically occur. Sorry, thats just not good enough. Of course you will gather a few haphazard referrals but to really increase your referrals, you need a proactive system. That is, a way to compel customers to happily provide their friends and colleagues names and addresses to you and then a way to drive these referred prospects directly to your business (and a little sign next to your business card wont do it). We teach a workshop called, 16 Common Reasons Why Referral Systems Fail How These Simple Changes Unlock a Floodgate of New Customers. The fact is that most businesses fail to produce results in their referral system due to one or more of our 16 Reasons. These occur in three categories 1. They fail to get referrals. 2. They fail to convert the referral prospects. 3. They fail to maximize successful referral income once they get them as customers.

The 8 Reasons Businesses Fail to Get Referrals Here are the first three (3) #1 Failure to set up your customer to want to give you referrals you need to get your referring friend to lay the groundwork for you so you are a warm caller, not a cold caller. #2 One try and youre out not following up and continuing to ask. You must be diligent in following up in asking your happy customers for referrals. They may be busy or often do not think about someone that needs your service until something occurs with their friendthey are getting married (hey, now they need a dress) or they bought a new car (hey, now they need insurance). #3 Failure to have more than one referral system. You should have 3-4 systems in place because getting referrals happens at different times in the client life cycle.

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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IMPORTANT NOTE: It is important that you are picking up the incredible value of our extensive, worldwide research here. Now, it is true that what we are sharing with you lacks the comprehensive, step-by-step implementation program, as well as our 10 specific proven referral methods, but make no mistakeif you just concentrate on making the small distinction where your program is deficient, you can increase your referral success significantly from what I am revealing here. 5 Reasons Businesses Fail To Win Referrals Ok, you are now getting referrals but you are not converting them into customers? Why? Well there are five primary reasons. Here are the first two (2): #1 One try and youre out Failure to follow-up with referrals you receive. You must be diligent in following up with them, just like with any prospect. Dont worry about being an annoyance; if you have a great product, then your referring friend wants you to be persistent. #2 Failure to motivate, educate, and have a compelling call to action for the referral prospects. Treat them like any other prospect. Often I see business owners assume that the referred prospect is an easy sale. Dont make this mistake. Ok, you have a program that worksgreat. But is it all that it can be?

Power Action Step:

You can begin benefiting from referrals right away by simply asking your customers or patients that you are most comfortable with for referrals. NOTE: The word referral is negative for many people, so instead simply ask them, Who else do you know that we can help $$ PROFIT IMPACT CUMULATOR $$: Ok, lets see what profit impact a referral system (or vastly improved referral system) can have on your business. A $61,000 REAL-WORLD EXAMPLE: Boat Rental Side-Business I want to use this example because it is simple and demonstrates that even small improvements can create significant profit impact. The local ski shop owner also rented out his personal pontoon boat on a nice lake. But he seldom rented it unless someone knew about it from his shop (a tiny sign). So, with some advice, he contacted homeowners that rented their lake front houses and filled up his summer rental weeks.
2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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A) Current Annual Revenue: B) New Rental Income C) Gross Profit Margin D) Added Profit Per Year E) Business Value* or 5 Year Profit Stream

$2,000 $9,000 80% $ 5,600 $28,000

YOUR POTENTIAL A) Current Annual Revenue: B) Times 5% increase C) Gross Profit Margin D) Added Profit Per Year E) Business Value* or 5 Year Profit Stream

$_______ $_______ _______% $_______ $_______

A * 5% (your %) B*C D*5

Clearly your results will depend on where you are now in the process, but it is not uncommon to see 10%-25% profit increases from implementing a systematic referral system.
Scotts systematic approach enabled us to increase our renewal maintenance business by over $200,000, without adding any customers. These systems include reports that enable me to instantly identify any slippage in results and enable us to train staff easily. - Bob Lousy, CEO of Source-Data

Drum Roll Please. And the Total is Ok, I have provided you with just a few ways to generate more profits from your existing customer base. By now you should clearly be convinced that the $5,000 is a drop in the bucket if you apply The Power of Incremental Improvement. And I agree that what I have shared consists of an idea and some basic get started implementation advice. This was done intentionally. Why? Because: 1. Self Serving Reason: I want you invest in our Business Growth Training Programs to take your business to the next level. Selfless Reason: I know that if you apply what I taught you above, whether from my ideas or simply because it sparked an idea you already had, you will absolutely generate the promised $5,000. Not necessarily tomorrow but over time as I taught.

2.

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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So go ahead, add up each of your answers to your calculations above. ENTER TOTAL EXPECTED PROFIT INCREASE HERE $__________ See, I told youa no brainer. Now, if you are a start up business or have few clients, then you are lucky. You get to avoid years of wasted profit opportunities that can never be recovered. You get to do it right from day one. Ive Done My Part, Now it is Your Turn I have illustrated a few simple ways to dramatically increase your profits from existing customers by $5,000 or more. But that is just the tip of the iceberg. Our training programs fit any company with any budget. Whether you are interested in our low cost self-study membership site, or prefer hands-on scheduled group training conducted by me personally, or want to go all out and get one-on-one coaching to help take your business to the next level you will find it all at: http://scotthallman.com/ultimate-success-library

To your success

Scott D. Hallman
PS My goal in this special report was to provide you with powerful distinctions that you can apply in your business - immediately. If you are an existing business with at least $100,000 in revenue, by now you should clearly see how implementing what we revealed here today will produce at least $5,000pain free, with ease.

2006-2012 by Scott Hallman and Business Growth Dynamics, Inc. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited.

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