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    Up Your Value: How to Really Grow Your Business
    Up Your Value: How to Really Grow Your Business
    Up Your Value: How to Really Grow Your Business
    Ebook107 pages1 hour

    Up Your Value: How to Really Grow Your Business

    By Dennis O'Neill

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    About this ebook

    UP YOUR VALUE...How to really grow you business.


    This book offers entrepreneurs and business owners a real boost. It tells you that the only way to increase your sales and profits is to increase your value to someone else and how to do that.


    Learn how to up your value in 3 different areas...


    1. you personally as a manager, a marketer, as a person


    2. your product or service


    3. the valuation of your company...asset value


    Learn about the value formula...how people subconsciously evaluate. Why they buy or dont buy.


    Learn a whole raft of how-to tools and skills to make yourself a value expert.

    LanguageEnglish
    PublisherAuthorHouse
    Release dateMar 1, 2002
    ISBN9780759675452
    Up Your Value: How to Really Grow Your Business
    Author

    Dennis O'Neill

    Dennis O'Neill was born in Chicago, Illinois, in 1947. He received his education in the seminary system of the Catholic Archdiocese of Chicago and was ordained a priest in 1973. He graduated with a Bachelors Degree in English Literature from Loyola Universtiy in 1969 and a Masters of Divinity from St. Mary of the Lake Seminary, Mundelein, Illinois, in 1973. In 1974, he received an S.T.B and an S.T.L. from St. Mary of the Lake Seminary. Since ordination, he has served in four parishes in Chicago and is currently pastor of St. Martha Parish, in Morton Grove, Illinois. He is author of Lazarus Interlude: A Story of God's Love in a Moment of Ministry (Notre Dame, IN: Ave Maria Press, 1982). And he has written either the introductions of the texts for several books published by British Celtic Artist, Courtney Davis: the Introduction to Celtic Illumination: the Irish School New York: Thames & Hudson, 1998); co-authored St. Patrick: A Visual Celebration (London: Blandford, 1999); and Celtic Beasts (London: Blandford, 1999), and authored 101 Celtic Crosses (Newton Abbot, Devon: David & Charles, 2004).

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      Book preview

      Up Your Value - Dennis O'Neill

      ights reserved.

      No part of this book may be reproduced,

      stored in a retrieval system, or transmitted by any means, electronic, mechanical, photocopying, recording, or otherwise, without written permission from the author.

      ISBN: 978-0-7596-7545-2 (ebook)

      What’s in it for you…(index)

      introduction…Why this book?

      Appreciation

      WHAT ENGINES Drive your Business?

      I.  Value Objectives

      1. Mission Impossible!

      2. The value of your VISION

      3. Reframing Change as value opportunity

      4. Value on purpose. GOALS

      5. Show me your business MAP

      II.  Value Defined

      6. Value patterns

      7. The value formula

      8. Values…basis for all our decisions

      9. Value-Added…How?

      10. Value in a new suit

      III.  Value Strategies

      11. What business are you in?

      12. Most valued customers-20/80

      13. Lifetime value

      14. Your value monopoly…niche

      15. Value In-your-face

      All Business is Show Business

      IV.  Value Tactics

      16. The 5 BASIC value tactics

      1. Identify

      17. Sitting on a goldmine?

      2. Satisfy

      18. Value expectations

      19. Your customer service system

      3. Communicate

      20. Communicating value

      21. Positioning—differentiating value

      22. NAME Value

      23. Break-thru advertising

      24. Value remembered

      25. Value repeated…frequency

      4. Reward

      26. Value loyalty

      27. Appreciating valued employees

      5. Measure

      28. Measuring value throughout your business.

      V.  Cashing in on Value

      29. Maintaining personal value

      30. The value of your time

      31. Winning

      32. Value payoffs

      33. Selling value

      34. Value pricing

      35. The value of implementation…Get it done

      introduction

      Why this book?

      Value is the key word of the new milleniumsuggests my long-time friend Mel Cooper, owner of Seacoast Communications of Victoria BC

      Marketing strategy is ‘how you deliver value’ says Peter Drucker. More than ever, marketing concerns itself with delivering value.

      Now more than ever the value questions stand out front and center.

      The VALUE questions

      What is value?

      How do customers evaluate?

      How do you go about delivering value?

      What are the most effective value strategies?

      Which value tactics prove most efficient and competitive?

      How do you develop the most profitable value-marketing system?

      How do value and your internal values connect?

      My VALUE MISSION

      The only way anyone can increase revenue

      is to increase value for someone else.

      So, what mission motivates Dennis O’Neill,

      the business coach? What is it that I do?

      I ‘UP YOUR VALUE’ (in 3 ways):

      1.  help you become more valuable personally

      …as a person, manager, marketer,

      2.  help make your product/service more valuable

      3.  help make your company more valuable…

      (increasing value of the corporate assets)

      Desired outcome for you

      This book boosts you as…………

      a VALUE EXPERT.

      Appreciation

      I’ve been told I was born on third base since I was blessed with two exceptionally wonderful parents who never stopped doing things for me. I still have my Dad, James Gordon O’Neill who at age 92 is in the process of publishing his memoirs OF OTHER DAYS AROUND ME and also a book of poetry entitled "FURROWS OF FANCY. Dad you inspire me every single day.

      I thank my wife Margaret for her support over 28 years and for her patience during the book writing. Her technology breakthru’s for me really salvaged the project. (I am at times software challenged)

      To the Sage of Allanburg, I offer my deep appreciation for your wisdom and mentoring. Few people have the advantage of ‘learning at the feet of Socrates’ as I have been privileged to do.

      Thank you to my clients who are also my friends. You make my career an exciting and rewarding adventure.

      What ENGINES drive your business?

      % of your total revenue derived from each engine

      [   %] direct sales force

      [   %] repeat business / loyalty plan

      [   %] sustained advertising

      [   %] promotional systems

      [   %] direct marketing / database

      [   %] telemarketing

      [   %] e-commerce

      [   %] location / landmark, drive-by, walk-by, sign

      [   %] reputation / pro-active word of mouth

      [   %] referrals

      [   %] lead generating system. e.g. networking

      [   %] sales development program

      (new products/services)

      [   %] cross promotion partners

      [   %] barter

      [   %] what else?________________

      100% total

      Do you need more engines, or do they need more fuel?

      Dennis O’Neill         the business growth coach

      Chapter 1

      Mission Impossible!

      For sure, because they forgot

      the mission statement.

      How do you feel about boarding an airplane with no definite flight plan which says… destination …SOMEWHERE, Departure and arrival times…WHENEVER… route… WHATEVER.

      What you really wanted was to fly today’s 5 p.m. American Airlines flight 658- arriving New York’s Kennedy Airport at 6:05 p.m.

      So many businesses file no definite flight plan, no mission statement. Why? They’ve seen one of those run-on mission statements cluttering somebody’s reception area. Well-meaning maybe, but with 9 dangling participles, and run-on sentences it’s more of a maze than a mission.

      The effective MISSION STATEMENT has three words.

      Make that three! - 3 words -. Bill Clinton became President with a 3-worder…The economy stupid. No matter what, Mr. Clinton routed discussion back to THE election issue…the economy. It worked.

      The memory factor

      How clear it gets when every employee in an organization knows what we are all trying to do.(in 3 words). They can remember 3 words.

      Fedex

      Fedex has it down. GET IT THERE. That’s it. Excuses don’t count. When I take them a package, what do I want? Get it there. Test them and see! I

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