Latest / Chatting with The Experts with Paula Okonneh / Stop Leaving Money on the Table

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Stop Leaving Money on the Table · Chatting with The Experts with Paula Okonneh

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Hello, and welcome to another episode of Chatting With The Experts where I
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speak with phenomenal women from Africa, from the Caribbean, and in the diaspora.
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Today's episode I'll have an amazing woman, as usual, and
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our title is Unlocking Profits That Are Sitting on the Table.
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And my guest says, "Did you know that you could double your profit
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without spending on marketing?"
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She is dedicated to empowering business owners to achieve exceptional
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results, and her mission is simple: she helps you generate more clients,
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close more sales, and significantly increase your revenue and profits
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efficiently and cost-effectively.
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And with that, I am going to invite Avenice Thompson
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to Chatting With The Experts.
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Welcome.
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Thank you.
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Thank you.
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I'm delighted to be here, Paula.
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thanks.
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I deliberately did not expand on your very impressive bio because I want
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you to talk about that, because I know you have an expertise in profit
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acceleration and growth strategies, and you said you will talk about mindset
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over money and so many other things.
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So let's begin.
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Yes.
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What do you say that there are some common mistakes that business owners make?
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Yeah, certainly.
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I wanna start by first saying during my corporate world I had interaction
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with several small vendors, and that is what really prompted me to do what
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I'm doing, because I saw the gaps.
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Many of them were leaving money on the table.
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they would submit their invoices, for example, and I would look at
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the invoice and say, "They can't be making money from this service-
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… because it's crazy in terms of the pricing," right? They were underpricing
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themselves in some regard. And in other situations you would realize, this is, two
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months and I haven't received an invoice".
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So you know they're having problems managing their cashflow.
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And I remember one day I saw one small business owner.
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On the side of the road, his car was broken down, but I knew that weeks ago
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I was going through my statistics and realized I had paid him $1.2 million.
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No.
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I'm telling you.
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No.
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So I stopped and I said, "What's going on?"
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"Oh, my car's broken down." And I said to him, "Why do you have a broken car
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when I just paid you $1.2 million?" He's "You did what?" I kid you not.
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He was shocked.
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At that point, it proved to me he wasn't managing his funds
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Could you imagine me paying you $1.2 million?
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You can see I'm speechless.
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Exactly, and I was too, right?
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But he was even more speechless than both of us put together because
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he clearly- … didn't realize how much money he was making.
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Okay.
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And I said to him, "Let's talk." So we spoke.
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I saw him maybe about three months ago, and I said, "How is
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business going?" "Good, man, good."
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And I have some goose pimples just thinking about it because I know his
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business is going good because of the strategies I shared with him.
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And so that is what prompted me.
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Now, he had money leaving on the table.
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He wasn't managing his cashflow, and that's a common mistake
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that many businesses make.
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They don't manage their cashflow.
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They have invoices outstanding.
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They don't put the systems in place to make sure that when the money,
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when the service has been offered or the good has been sold, then the
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payment does not coming on time.
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And so that then prevents them from growing.
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Sometimes it's because of the amount of financial expenses, their
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interest rates, all of that happens when you don't manage your cashflow.
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A lot of them are doing that.
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So that's why I started doing what I'm doing now.
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Awesome.
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So are you using some software for that?
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Because, you may know, some people may know that they are, leaving
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money on the table, but they still don't understand what they can do.
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They need a tool, they need some understanding.
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Is there a software that you help them with?
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So there's a proprietary software-… that assists me
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… to a certain extent.
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Okay.
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to the extent to which I can actually do that proper assessment
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of their current business,
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… benchmark it against the industry standard.
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If you're a painter, if you're a builder, we can see, okay, fine, your current
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profit margin is 40%, but the industry standard is 60, just drawing a reference.
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So at that point in time, I have benchmarked the industry, where you
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are versus the industry standard, and then we can determine, okay, you're
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at 40, we need to get you in line to where the industry standard sits.
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And that's the extent to which the software is.
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It also provides us the opportunity to visualize the expected goal.
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What can we do in the next 90 days?
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What can we do in the next 100 days based on the gaps we've
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established in your business?
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So it's called a profit acceleration tool, and so it allows me to
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visualize but also benchmark.
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Love it.
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Love it.
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So there's something I think offline, because you and I have
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spoken of course before we did this.
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Yes.
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And it's mindset over money.
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A lot of us come into or go into business thinking, we have to make money, or
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we have come from a background where you say money doesn't grow on trees,
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Yes.
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And so
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Yes
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… we can come into business with that, and that in itself can
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be a stumbling block, right?
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For sure.
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For sure.
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And many of us are afraid of being successful, and we don't know it.
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Yes.
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Yes, definitely.
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Um, I grew up, you know, in humble surroundings, but because of my mindset,
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I have learnt to embrace, and I'm also a
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child of God.
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Amen.
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And I know definitely… Oh, great.
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And I know definitely that if God was supposed to put
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additional funds in my way-
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… I would be able to use it to build his kingdom.
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Amen to that again.
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So in my mind, there's absolutely no fear for more money.
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None.
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None whatsoever.
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Because I know everything I do is aligned with God's kingdom, and so everything that
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happens to me is what God wants for me.
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And so even if persons are not aligned in my faith, there is a higher being, yes?
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And we don't control ourselves.
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We think we do, but we don't.
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Okay.
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And so we have to condition our minds to say, "Listen, I will embrace what's in
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store for me." Because once I get it, I will use it to empower and help others.
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Yes.
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Take that mindset, and you would see things happen.
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Yeah.
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You would see things happen, and sometimes we have to speak
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it and just make it happen.
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One of the formulas I have created and I've told myself, and each time
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I'm interacting with a business owner as a client or otherwise, I share
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this with them because this is what I believe is a true formula for success.
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I say 2 M, 2 meaning mindset and movement.
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You have to take action.
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You can have all the mindset, but unless you take action… So it's
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2 M plus 3 C. Yes, what is 3 C?
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I'm writing it down, 2 M and-
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Go
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ahead
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and write it down … M,
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okay.
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2 M-
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And 3 C
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… plus 3 C-
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… equals success.
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Okay.
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And that's what I use, and the three Cs, you must be
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competent at what you're doing.
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Competent.
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You must exude confidence.
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And you must be committed.
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Important.
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Important.
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Everything else will flow.
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If you're committed, then you're gonna be consistent, you're gonna
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be… you're gonna be diligent, you're gonna be all of that.
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So that's my formula for success, and I believe as business owners,
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the difference between those persons who succeed and those who don't a
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lot of times starts with mindset.
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Mindset.
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It can be a very lonely world, you know that.
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Yeah.
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It can be very lonely when you're an entrepreneur.
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But if you have the mindset that I'm going to put myself in the right room and
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meet the right persons, if you have the right mindset that, listen, it's not as
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lonely as it feels, I am actually the one who's making it lonely, I have to shift
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my gear, take action, and move forward, you'd realize you make a big difference.
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loving it.
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But something I didn't get, I got the Cs, but what are the Ms for?
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Mindset is?
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Mindset-
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Mindset and movement
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… mindset and movement, okay.
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Movement.
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All right, let me say this now.
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So two Ms, so mindset plus movement, plus three Cs, competent, confidence,
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and commitment give you success.
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I love it, Avenice.
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This is a great formula.
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Who made that up?
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Who came up with it?
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I did.
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With the help of God.
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With the help, of course.
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All right.
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I love that.
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I love that.
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I love it.
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Okay.
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So now I know you talked about how business, we started off by saying
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businesses are leaving money on the table.
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Yes.
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And that example of the man who had $1.2 million.
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I'm telling you.
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Oh, Lord.
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How won't you know when $1.2 million hits your account, except you're not looking
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at it, you're not managing it yourself?
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Exactly.
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Exactly.
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Exactly.
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Exactly.
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But I know you mentioned that businesses can grow without
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spending tons on marketing.
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Yes.
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Let's talk about that.
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Yes, for sure.
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and in my wheelhouse, there are like 40 different strategies.
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Okay.
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Yes, it sounds a lot, but that just tells you that there are so
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many gaps that we can plug, right?
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There are like 40 different strategies, but I like to go
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after the low-hanging fruits.
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Love
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that.
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And some of the low-hanging fruits I really wanna drop today because I
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want your listeners to get some value.
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And at the end of this podcast, when they walk away, I want them to just go and
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just make these small changes and watch what happens without spending anything.
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Look at their cost of goods sold.
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Just reduce your cost by 5%, just a measly 5%.
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5% is really child's play, and so that's not too much to ask.
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Look at your cost of goods sold by 5%.
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Look at your overheads.
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Sometimes we have a lot of expenses that we don't pay attention to, but
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make a deliberate and intentional effort to look at your costs.
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Try and reduce that by just 5%.
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Those are two areas, the cost of goods sold, 5%, you reduce that by 5%, but
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you also reduce your overhead by 5%, and then increase your revenue by another 5%.
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I call that, I like formulas, right?
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Because they're easy to remember.
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I call that the three 5s formula.
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The three 5s.
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Because it's making small changes in these three areas
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that can make a huge difference.
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Now, if they were to do that, I guarantee they'd find at least
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25% increase in their profit.
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I'm not saying revenue, I'm saying profit.
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And that's clearly the big difference.
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Because all my strategies are geared towards profit.
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As we say, revenue feeds your ego, but profit feeds your family.
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I like that.
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We want to feed your family.
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That's what we wanna do.
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So just make those, for all the listeners out there, go right ahead, look in your
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business, reduce your cost of goods sold by 5%, reduce your overheads by
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5%, and increase your revenue by 5%.
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You may ask, how can I increase my revenue by 5%?
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Here is one strategy.
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Look at all the clients you've ever had from the minute you
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started your business until now.
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Look at all of them.
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Go back and reach out to 20 of them.
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Just 20.
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Just 20, because I guarantee you that they're not all
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still doing business with you.
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We have that funnel that's just there filled with leads, filled with customers,
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but we have not been touching them.
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Go back, reach out to 20 of them.
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Ask them some engaging question.
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Whatever your business is, give them an offer.
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Make them an offer.
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Invite them to do business with you again.
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Send them one of your promotional items and look at things turn around.
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You'd realize there must be a few of them that will come and say, "Ah-
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I didn't even remember Paula had that.
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That's good.
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They'll take action.
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A lot of times we're not top of mind of our clients because we're, we
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get them as a client and that's it.
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Our goal should be to extend what we call the C- V- L the Customer Value Lifespan.
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We should aim to do that so they continue to do business with us
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longer than they currently do.
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That costs us nothing.
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It costs us nothing to go in your inbox and look at those clients, or in
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your CRM, and see your list of clients that have not done business with
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you for a while and re-engage them.
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Costs you nothing at all, but it can bring a lot of profit.
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So true.
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So that's part of the low-hanging fruit.
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They're already there.
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They're already in your contact.
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Exactly.
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Already there.
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Already there.
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Already in your contact
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That's a good one.
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That's a good one.
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Okay, you said there were 40, so you've given us one strategy.
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Can you give us, two more?
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Sure.
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Show me two out of the 40, three out of the 40.
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Sure.
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Let's look at cutting costs.
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That's a big one because oftentimes we've signed up for a lot of,
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especially now that AI has all these, I call them shiny tools.
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We sign up for this and we sign up for that, and we have this ongoing
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subscription that we don't even use.
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so easy.
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Make that deliberate effort.
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It could be a subscription to a magazine.
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It could be a subscription to even an association that you thought
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you would have been attending or being a part of that you've
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never really taken advantage of.
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Look at those costs.
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Eliminate them totally.
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And once you do that goes straight to the bottom line, so that's
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money right in your pocket.
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When was the last time you actually negotiated your rent
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for your property where you live?
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Sign a five-year lease and negotiate a rent.
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"I guarantee you my rent for the next five years. Things are getting
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tougher, but I want to stay in this location. How about you giving me a
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10% break if I sign a five-year lease and I commit to remaining here?"
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Now, you know you want to be there, right?
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That's a good one.
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That, again, sends right to the bottom line.
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Now, the other one I really, which is my favorite of all the strategies.
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Why is it the favorite?
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Because it's one that people take for granted, and it excites me whenever I
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get the opportunity to work with a client to implement it, and it's called your
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market dominating position, your MDP.
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What is that?
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I'm going to use the example of an accountant.
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You're an accountant.
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There are several other accountants all over the place.
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Ask yourself the question, why should they come to me?
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What makes me different?
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A lot of businesses, they get into business, and they just
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duplicate what's already there.
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They don't aspire to differentiate themselves.
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And working with clients, you'd realize it is what differentiates
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you that helps you to grow.
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That makes you stand out.
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So even though you are an accountant, you can be an accountant that's offering
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an accountant plus other services, an accountant with a difference, right?
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You can be a painter.
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You could be a landscaper.
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You could be a roofer.
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I remember speaking to a roofer a couple weeks ago actually, and he was,
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"Well, I just fix roofs. What else can I do?" And I went the extra mile
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to have this conversation with him.
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I said, "Let me ask you a question.
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Have you ever been in a situation where you're replacing someone's roof, right?
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And in doing so, you mess up their landscaping.
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What happens?
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You leave because you're focusing on a roof, and that person now has to go and
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spend money to replace the landscaping that's around that you've just destroyed.
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I'm not asking you to be a roofer and a landscaper, but what I'm asking you
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to do is build a relationship with a landscaper who can then come to
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your clients and secure, protect the landscaping that other roofers don't do.
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They don't focus on that."
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So collaboration.
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Exactly.
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That's a good one.
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And sometimes when you're seeking to differentiate yourself,
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it doesn't necessarily mean that you're doing it alone.
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It also enables you to collaborate, form joint venture partners,… form alliances.
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Alliances, that's one of the big strategies that
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help you to generate profit.
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That is so true.
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I just, a few, not a few weeks.
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This keeps coming up with a lot of my guests, like if you want to
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go far… was it if you want to go fast, go alone, but if you want to-
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Go alone, but if you want to go far take someone with you
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… take someone with you, yes.
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Yes.
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So that's a great point.
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Alliances, collaboration-
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Yes
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… joint ventures.
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yes.
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The whole burden is not just on you.
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Yes, as you say, you damage-
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Yes
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… like in the example you just gave-
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Yes
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… the roofer damages the landscape, but they just got on the
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landscape, of the customer.
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You get on the phone, you call the person you are in partnership
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or have a collaboration, collaborative, relationship with.
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They come and they fix it.
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You've got a customer for life.
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They're like, "Wow, this just happened. They fixed it." They call their friend.
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exactly.
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Now you've got two customers, two satisfied customers.
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Exactly.
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And you can actually promote that as we don't just take care of your
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roof, we protect your landscaping.
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Yes.
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So you make sure your messaging is reflective of the
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differentiation that you've created based on that joint venture.
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You know what's gonna happen?
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That landscaper, when they're in the area doing landscaping, they look
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up, they say, "That roof is about the 25-year mark to be replaced."
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Yes.
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They're gonna call the same roofing company-
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And say, "Yeah, hey"
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… and say, "Listen." Or they might tell their client, "Listen, I have
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a roofer who I work with who does an excellent job." Here is an opportunity.
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Here is his card, or here is his contact, or here's her
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card, and here is her contact.
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Right away, you didn't pay for that advertisement.
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It cost you nothing other than a relationship to get
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that additional business.
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that's so true.
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That's free advertisement.
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Exactly.
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Free ad.
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Yes, we have to be collaborative, and again, this comes back to the point
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that I made when we began, mindset.
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Yes.
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Mindset.
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Our mindset would be such that I am open to collaborate with
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those who I can enrich and those who can enrich me in the process.
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Yes.
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Bring in value at all ends.
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Bring in value, exactly.
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And just one other hint, one tip.
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How do you find good joint venture and alliances?
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Ask yourself this fundamental question.
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What do my customers need before they do business with me and after?
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Good point.
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Those persons are going to be excellent joint venture partners because they're
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going to send business to you, you're going to send business to them, and it's
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just going to be a domino effect, right?
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Like a circle too, right?
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And like a circle.
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You're gonna be ending up closing that loop every time.
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So good.
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So good.
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Oh my gosh, Avenice, we could talk forever.
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I know we can.
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But there's something you mentioned about a no-cost strategy as a game changer.
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What exactly is that?
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Is that the same thing?
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Yeah, these are all no-cost strategies.
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Got you.
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Because they cost you nothing to implement.
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Nothing.
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No cost for the client.
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No cost.
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Yes.
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No cost.
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They cost you nothing.
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You have a relationship with someone, you tell them the value you're offering them,
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they tell you the value that they can give to you, and you sign on the dotted line.
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It doesn't cost you anything.
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You move along.
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You get a referral.
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It doesn't cost you anything to sit down and say, "What is
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my market dominating position?"
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Yeah, it costs you time.
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Only.
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Not that only
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But you're spending time, you're spending time scrolling on TikTok
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anyway-… so you might as well spend time
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Get in some business.
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Exactly.
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And spend that time… And again, this excites me, because when
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you start to dig deep and say, "Why you?" You ask the questions.
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So ask yourself your questions.
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For the listeners out there, ask yourself the questions, "Why me?" Okay,
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I'm offering, I have daycare services.
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Then why should they bring their child to me?
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Why me and not the daycare across the road or over in the next city?
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Why me?
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You know they should bring their child to me because I guarantee them that
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their child would read by the age of two.
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That's why they should come to me.
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You know why they should come to me?
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Because I'm not just a daycare, I'm also making sure that the children get food
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that is of nutritional value to them.
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I create specific menus, and I make sure that I pay attention
25:23
to what I'm feeding my children.
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No corn curls and no chips.
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We're feeding them good, nutritious food.
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So nutrition is a big part of my daycare service.
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That's why they should come to me.
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And I notice you personalized it.
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You didn't say, "They should come to me so that their children…"
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You said, "My children- Exactly … are being taken care of." So you-
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Exactly
25:50
… personalized it.
25:51
Personalized.
25:51
They become mine once they're with me.
25:53
Yes.
25:54
Love it.
25:55
And as a parent, we feel comfortable when that person then shows that,
26:02
aha, you are the extension of me.
26:03
Yes.
26:04
Yes.
26:06
I'm leaving my child in a safe environment.
26:10
Safe, yes.
26:11
Continuing on the daycare, why should they come to me?
26:14
Because I have cameras.
26:15
You can look at your child throughout the day.
26:20
Why should they come to me?
26:21
Because all my assistants are certified, trained, and they have
26:28
teachable moments for the children.
26:31
That's why the children who have graduated from my daycare
26:34
can all read by the age of two.
26:37
Wow, I want to send my child there, wouldn't you?
26:43
I love it.
26:44
I love it.
26:46
It's more than just daycare.
26:49
This is
26:50
exactly
26:51
bringing value to the next generation-
26:55
Exactly
26:55
… so they in turn can impact the next generation.
26:59
Exactly.
27:00
Exactly.
27:01
Exactly.
27:02
You bring peace and comfort to that parent as well.
27:05
So again, this is why it excites me, and I sure you can see
27:09
the passion that's coming out.
27:10
Absolutely.
27:11
I'm looking at your face, I'm looking at your smile, I'm looking at your eyes.
27:15
Yes
27:16
… they lit up as you spoke about these things.
27:18
because it costs you nothing.
27:20
It costs you nothing.
27:21
But these are the same strategies that the big businesses use And they
27:28
have us spending our money with them.
27:30
Every day we walk into a Walmart, a Home Depot or whatever, it's
27:34
the same strategies that they've been using over the years, right?
27:39
And we just didn't know.
27:40
We just didn't know.
27:42
As you walk in, they say, "Hi, welcome to wherever."
27:45
Exactly.
27:46
Yeah.
27:47
And you feel, "Oh, they noticed me. Why can't we do the same?"
27:51
Exactly.
27:52
Simple things that we can do.
27:54
Yes.
27:55
Yeah.
27:55
And the same way we run to spend money with them, so people can come
27:59
to spend money with us as well.
28:01
I love it.
28:02
I love it.
28:03
just for the sake of time-
28:05
Yes, for sure.
28:05
We are actually rounding up.
28:07
How can people get in touch with you, those who are listening who
28:10
haven't been able to join us, so that they can ask you questions?
28:14
How can they get in touch with you, Avenice?
28:16
Sure.
28:16
Thanks for asking.
28:17
I'm on LinkedIn.
28:18
I'm also on Facebook, but my website-… is your, Y-O-U-R,
28:24
business, B-I-Z N-E-S-S, bar.com.
28:30
That's my website.
28:31
And at that point in time, you can select a time, just choose a time
28:35
for us to meet, connect, and I'll be happy to do that, yourbusinessbar.com.
28:41
They can send me an email at info, I-N-F-O, @yourbusinessbar.com,
28:50
and be sure to say, "I was listening to Paula's podcast,"
28:57
and you'll be treated like a VIP.
29:00
Because you are.
29:00
So be sure to say that when you connect with me.
29:04
Absolutely.
29:05
Yes.
29:05
I have one-on-one coaching program.
29:08
I have group coaching option, and I have a business academy for those
29:12
persons who just want the strategies.
29:15
They wanna learn on their own time, they wanna do their own thing, and they
29:20
can just go right ahead and get it.
29:22
Obviously, it won't be the same value, but it gives them a start because sometimes,
29:26
again, once you have the mindset you wanna start, you have to take action, right?
29:31
Yes.
29:31
Yes.
29:32
That's where the M comes in.
29:34
Mindset, move.
29:36
You gotta move towards that.
29:38
I love it.
29:39
I love it.
29:39
And you're gonna love it.
29:40
And social media?
29:41
I know you're on LinkedIn.
29:43
Yes, I am.
29:44
I am on LinkedIn, and I'm also on Facebook, Your Business Bar.
29:47
I take it right through, Instagram.
29:50
Don't use Instagram that much, but it's still there.
29:52
It's still active, Your Business Bar all the way through.
29:55
All right, great.
29:56
And for those of you listening or viewing on YouTube- If you'd like
30:01
to be a guest just like Avenice has been, reach out to me on my website,
30:06
which is chattingwiththeexperts.com.
30:09
I'm also on LinkedIn, my business page there is Chatting With the Experts.
30:13
I'm on YouTube.
30:15
Please subscribe to my YouTube channel where you can see this
30:19
episode with Avenice Thompson and all the other phenomenal women
30:25
who have shared their expertise.
30:28
And I'm also on Instagram.
30:31
My handle there is
30:35
@chat_experts_podcast.
30:36
And now we will open up the floor to all who joined us so that they get to
30:41
speak with the wonderful and dynamic Avenice Thompson and ask her all the
30:46
questions that I either forgot or didn't have enough time to ask her.
30:51
Thank you again, Avenice, for saying yes to being a guest.
30:54
Oh, it's been my pleasure.
30:55
It's been my pleasure.
30:57
I hope someone out there can take action, just use those strategies
31:01
and change your business around.
31:04
It's not that you don't have a good product or good service, it's about
31:08
implementing the right strategies.
31:10
I also offer a free assessment.
31:13
If someone wants to, you know, have a free strategy call, we
31:15
can hop on a strategy call.
31:17
I offer that because the truth is the difference between those who
31:21
succeed and those who don't is support, and I'm here to support them.
31:25
So true.
31:28
Thanks.