2016.05.03+Revenue+Trifecta 30+Profit+Multipliers+Checklist
2016.05.03+Revenue+Trifecta 30+Profit+Multipliers+Checklist
Abrahams
30 PROFIT MULTIPLIERS CHECKLIST
How to recognize and Exploit Dormant, Unrealized
Revenue Streams in YOUR Business--for Explosive
Business Growth!
Copyright @ 2016 The Abraham Group All Rights Reserved
Copyright @ 2016 The Abraham Group All Rights Reserved
2. Acquiring Clients At Break-Even Upfront, And Making A Profit On The Back-End
Define how you are acquiring clients at break-even upfront, making a profit on the back-end and what
youre doing to monetize the relationship on the 2nd, 3rd and 4th transactions and thereafter. (We have
identified over 52 ways to do it).
-If you are not acquiring clients at break-even upfront, and making a profit on the back-end, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
3. Guaranteeing Purchases Through Risk Reversal
Define how youre guaranteeing purchases through risk reversal by enhancing the attractiveness of your
product, and removing the barriers for your client to purchase from you by offering guarantees such as:
Guaranteed results or your money back --- or a better than risk free approach like Guaranteed results
or [Double your money back/A free gift for trying us/A free future service].
-If you are not guaranteeing purchases through risk reversal, why not?
Insert Your Answer Below
4. Host/Beneficiary Relationships
Define how you are using host/beneficiary relationships to reach out to others that offer
complimentary/alternative, non-competitive products and services in order to compliment their
products/services with what you offer, allowing you to penetrate new markets through these
partnerships, and gain prominence and preeminence by association. Power Partnering/Relational
Capital over 150 ways to do it.
-If you are not using host/beneficiary relationships, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
5. Advertising
Define how youre advertising online/offline, in store, outside your store, online - via websites, videos,
marketing funnels, banner ads, Facebook ads, LinkedIn ads etc., how youre tracking and improving
these activities to multiply performance, what headlines you have tested, what calls to action you have
tested, what different positioning approaches you have tested, and what bonus incentives you have
tested (there are over 50 leverage or impact points to do it).
-If you are not using more than one (or a few) ways to advertise, why not?
Insert Your Answer Below
6. Using Direct Mail
Define how you are using direct mail currently, and how much research and intelligence gathering
youve done in regards to finding out who has access to the contacts and target companies and
individuals youre trying to reach (list owners/renters), what kind of progress you have made towards
partnering or accessing physical mailing addresses, and what tests you have done? (Believe it or not,
Direct mail can in many cases work better today because of online attention spans decreasing and big
data).
-If you are not using direct mail, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
7. Using Telemarketing
Define how you are currently using telemarketing, how its performing, how youre tracking telephone
activities and how closely you monitor conversions to sales; attention you give to training your sales
teams internally or helping external teams understand your product/service better, and how much you
have studied The Power Of Leaving Messages That Get Responded To. Today there are breakthrough
methodologies and technologies that allow telephone and SMS text messaging to be integrated together
Over 20 different ways.
-If you are not using telemarketing, why not?
Insert Your Answer Below
8. Running Special Events, VIP Campaigns, Or Information Nights
Define how you are running special events, VIP campaigns, or information nights where your company
connects with your clients/prospects to educate them on your product/service. Also explain how you
distinguish prospects/clients/past buyers/partners at a very high level of value to you - using
preferential and VIP treatment. How often are you doing it, and how has it worked? There are
Online/offline, on-site/off-site, thematic, seasonal, technical ways to do it just to name a few.
-If you are not running special events, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
10. Integrating Your Unique Selling Proposition (USP) In Everything You Do
Define how you are integrating, and promoting your unique selling proposition. How you articulate what
makes your company/product/service unique, different, and desirable in comparison to your
competition, and how you are integrating that message into every interaction you have with your
market/staff/vendors. How are you promoting yourself using this same message in every marketing
campaign or sales effort you deploy and how many ways you have tested alternative USPs until
youve reached an optimal position in the marketplace and the minds of your clients/prospect? (This
goes hand in hand with preeminent and preemptive marketing to give you a power position)
-If you are not integrating a powerful unique selling proposition, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
11. Increasing The Perceived Value Of Your Product/Service Through Better Client Education
Define how you are increasing the perceived value of your product/service by explaining and
dimensionalizing how its created, the development behind it, the expertise that supports it, the
features and benefits that outperform the competition (or that the competition doesnt provide or even
acknowledge). Where are you connecting with your customers and prospects, and how are you
educating them about your value? Look into preemptive marketing, contrast marketing, animating
marketing, demonstrative marketing, future pacing, and restatement marketing.
-If you are not increasing the perceived value of your product/service, why not?
Insert Your Answer Below
12. Using Public Relations
Define how you are using public relations and maximizing media access in all forms online articles,
social media, bloggers, books, newspapers, magazines, trade magazines, news reporters, co-hosting
events, collaborating with iconic personages, and public relations consultants and firms.
-If you are not using public relations, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
14. Qualifying Leads Upfront
Define how you are qualifying leads upfront, before you ever communicate with them, by employing
strategies like targeting the right audience, using qualifying forms and questionnaires online and offline,
conveying the right proposition, demonstrating the cost and the benefit, using 2-stage phone call
processes that filter out large volume of inappropriate prospects and escalate appropriate prospects to
the next level sales rep, and using charts and graphs to demonstrate and dimensionalize the impact of
your product or service in a multitude of applications.
-If you are not qualifying leads upfront, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
16. Communicating Frequently With Existing Clients/Inactive Clients To Get More Referrals
Define how you are communicating frequently with existing clients/inactive clients to get more referrals
by using VIP experiences, prestige based follow up, intangible compensation, tangible compensation,
vertical/relevant application to direct business or consumers situation, holistically dealing with a
broader span, provocative communications, value-added introductions.
-If you are not communicating frequently with existing/inactive clients, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
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18. Educating Your Clients By Giving Reasons Why They Will Benefit From Your Product/Service.
Define how you are educating your clients by giving reasons why they will benefit from your
product/service by using a benefits versus features approach. Not just selling people on the new
gadget, new technology, new shiny object but rather what that new gadget, new technology, new
shiny object will DO for them in a real way. Google: Simon Sinek, or Reality in Advertising, or My Life in
Advertising These all go to the heart and core of how all transactions get fueled and transcends just
this category.
-If you are not educating your clients by giving reasons why, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
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2. Using Point-Of-Sale Promotions
Define how you are using point-of-sale promotions to offer additives, discounts, upsells, complimentary
products and services right at the point of purchase when people are most likely to be still thinking
about, engaged with, and interested in your product or service. See irresistible offer again.
-If you are not using point-of-sale promotions, why not?
-Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
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4. Increasing Prices, And Hence Your Margins
Define how you are increasing prices using preeminent/prominent positioning and how you are finding
ways to increase the perception of your products value to the end user, and areas where you might be
undercharging because youre still focusing on the amount of money and effort it costs you to provide
the product/service--instead of basing prices on the value the client perceives and needs.
-If you are not increasing prices systematically, why not?
-Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
13
6. Offering Greater/Larger Units Of Purchase
Define how you are offering greater/larger units of purchase using the Costco membership concept of
buying in bulk strategy, automatic billing strategy, ultra-support/protection strategy, and
quantity/discount blowout sales and liquidation offers.
-If you are not offering greater/larger units of purchase, why not?
-Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
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2. Communicating Personally With Your Clients
Define how you are communicating with your clients personally, frequently, and on special occasions by
phone, email, social media, hand-written letter, text, Skype etc. to establish deep, trusting, humanized
relationships. Also explain how you are using discussion groups such as LinkedIn, reading rooms or
clubs, interviewing prominent industry leaders, mastermind groups, and sponsoring offline symposiums
to maintain a positive relationship.
-If you are not communicating personally with your clients, why not?
-Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
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3. Endorsing Other Peoples Products To Your List
Define how you are endorsing other peoples products to your list by offering their complimentary,
competitive, corresponding, and alternative products to your list so there is always something being
offered, and your clients never feel like youve forgotten about them or ran out of products/services to
offer.
-If you are not endorsing other peoples products to your list, why not?
-Insert Your Answer Below
4. Running Special Events
Define how you are running special events by using closed door sales, limited pre-releases, priority VIP
events, advanced access, limited releases, limited elite experience to increased the frequency of
transactions and interactions.
-If you are not running special events, why not?
-Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
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6. Price Inducements For Frequency And Combinations.
Define how you are using price inducements for frequency and combinations by packaging high-priced
or fast moving items, with low-priced or slower moving items - using price incentives to increase the
frequency of sales, usage, and liquidation of unsold items.
-If you are not using price inducements for frequency and combinations, why not?
-Insert Your Answer Below
Great job, you have completed the first section!
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Now, before you tally up your score, heres a chance to earn some bonus points. Add 20 points for each
of the areas below to your total score if youre doing them exceptionally well, 10 points if youre doing
them at an average level or just okay, and zero points if youre not doing them at all.
2. Creating At Least One New Product/Service Every Year.
-If you are not creating at least one new product/service every year, why not?
Insert Your Answer Below
Copyright @ 2016 The Abraham Group All Rights Reserved
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Okay! Now its time to tally up your score from all of the questions youve answered above (including
the bonus points). You can use the scoring guide below to see where you are on the spectrum of
marketing possibilities and mindset.
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If its not many, and your pillars looks more like a diving board only supported by one or two pillars
rather than a powerful Parthenon structure, see the graphic below that illustrates what a business looks
like when its built on a solid foundation of several pillars.
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Hopefully you can now see how much more stable and profitable your business can be when its built on
a solid foundation. Now, what would happen to your revenue level and profitability if you combined
and multiplied a wide array of marketing approaches?
Copyright @ 2016 The Abraham Group All Rights Reserved
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There are several methods of achieving growth in each category, and these methods can be stacked,
combined, and multiplied into thousands of possible permutations. Use the chart below to evaluate and
quantify the actual potential each marketing activity has, on the overall profit picture youre looking to
enhance, optimize, and improve.
Hopefully this proves to be an illuminating and insightful document that helps to propel the growth,
stability, and predictability of your business. Keep in mind, these are only some of Jays principles. Jay
also has the 9 Drivers Of Exponential Business Growth, The 34 eXfactors, The 25 Strategy Levers, The 9
Sticking Points that hold most business revenue and profit performance down, and The Performance
Enhancement Quotient process (PEQ).
For purposes of this first introduction to Jay and his methodology and his unique, customized, strategic
business growth approaches - these initial factors, techniques, and concepts will challenge you to think
much more deeply about what your business is NOT doing right now, but should be doing immediately.
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