Common Mistakes

ImprovingBottom

Line

Increasingrevenue

Getting new customers

InefficientUse ofTime.

What Is Marketing?

Is your signage marketing?

Is your signage marketing?

Is your signage marketing?

Is painting your window marketing?

Is window paint?

Is the way your employees dress

marketing?

Are your business cards Marketing?

Wh

at

messa

ge?

What business is in?

What business are you in?There is no one in the:

Financial Planning Business

What business are you in?There is no one in the:

Financial Planning Business

Car Sales Business

What business are you in?There is no one in the:

Financial Planning Business

Car Sales Business

Insurance Business

What business are you in?There is no one in the:

Financial Planning Business

Car Sales Business

Insurance Business

Retail Sales

What business are you in?There is no one in the:

Financial Planning Business

Car Sales Business

Insurance Business

Retail Sales

Real Estate Business

is in the marketing business

NOT:

Which is more important?

B. Being very good at marketing yourself.

A. Being very good at what you do.

Why do people choose to do business with

you?KNOW

LIKE

TRUST

REFERRAL

What is the cost of a new client?

Source:    

    Cost Per

Cost  

Suspect

Prospects

Client

Newspaper

$300

15,000$15.02

2010 $30

QR Code

www.QRstuff.com

QR Code

Amazing Auto2010 Toyota Sienna

MSRP: $24,540 - $37,865KBB value: $21,700 - $32,300Fuel Econ: 17city  / 23 hwyBase engine: 3.5L 266 hp V6Seating: 8 passengers

Our Price: $19,995

QR Code

Amazing AutoCongratulations

You have found the

FREE car wash for the month of August.

Show this message to an attendant for

your coupon.

Source:    

    Cost Per

Cost  

Suspect

Prospects

Client

QR Codes / Give Away

$100

500$1.20

100

20 $5

Source:    

    Cost Per

Cost  

Suspect

Prospects

Client

Cust Appreciation BBQ - TOP 20%

$400

300$2.66$1.33

15075 $5.33

Source:    

    Cost Per

Cost  

Suspect

Prospects

Client

Sincere Appreciation

Thank You Cards

$300

275$7.50$1.11

4025 $12

Source:  

    Cost Per

Cost 100  

Suspects 35000 0.028

Prospects 7 14

Client 2 50

Source:    

    Cost Per

Cost 300  

Suspects 6000 0.05

Prospects 40 7.5

Client 12 25

Source:  

    Cost Per

Cost 500  

Suspects 1000 0.5

Prospects 17 29.41176

Client 8 62.5

August 2011Source:  

    Cost Per

Cost 100  

Suspects 200 0.01

Prospects 100 $1

Client 20 $5

Source:  

    Cost Per

Cost 400  

Suspects 300 $1.33

Prospects 150 $2.66

Client 75 $5.33

Source:  

    Cost Per

Cost 300  

Suspects 275 $1.11

Prospects 40 $7.50

Client 25 $12

Sept 2011Phone book

Radio

Direct Mail Thank you Cards

QR Codes/ Freebie

Customer app.BBQ

Source:  

    Cost Per

Cost 100  

Suspects 35000 0.028

Prospects 7 14

Client 2 50

Source:    

    Cost Per

Cost 300  

Suspects 6000 0.05

Prospects 40 7.5

Client 12 25

Source:  

    Cost Per

Cost 500  

Suspects 1000 0.5

Prospects 17 29.41176

Client 8 62.5

August 2011Phone book

Radio

Direct Mail

August $900

Source:  

    Cost Per

Cost 100  

Suspects 35000 0.028

Prospects 7 14

Client 2 50

Source:    

    Cost Per

Cost 300  

Suspects 6000 0.05

Prospects 40 7.5

Client 12 25

Source:  

    Cost Per

Cost 500  

Suspects 1000 0.5

Prospects 17 29.41176

Client 8 62.5

August 2011Phone book

Radio

Direct Mail

August 64 new prospects

Source:  

    Cost Per

Cost 100  

Suspects 35000 0.028

Prospects 7 14

Client 2 50

Source:    

    Cost Per

Cost 300  

Suspects 6000 0.05

Prospects 40 7.5

Client 12 25

Source:  

    Cost Per

Cost 500  

Suspects 1000 0.5

Prospects 17 29.41176

Client 8 62.5

August 2011Phone book

Radio

Direct Mail

August 22 new clients

Source:  

    Cost Per

Cost 100  

Suspects 500 0.20

Prospects 100 $1

Client 20 $5

Source:  

    Cost Per

Cost 400  

Suspects 300 $1.33

Prospects 150 $2.66

Client 75 $5.33

Source:  

    Cost Per

Cost 300  

Suspects 275 $1.11

Prospects 40 $7.50

Client 25 $12

Sept 2011

Thank you Cards

QR Codes/ Freebie

Customer app.BBQ

$800 295 prospects

135 new clients

0

50

100

150

200

250

300

Prospects Clients

AugustSeptember

Right Product

Right Person

Right Timing

Obtaining new clients

•48% never follow up with a prospect.

Obtaining new clients

•2% buy on first visit.

Obtaining new clients

•10% follow up more than 3 times

Obtaining new clients

•80% of sales had 5-12 contacts before purchase

Lose 10% of your influence

After 1 month?

After 3 months?

After 9 months?

• It is 6 times more expensive to _______ a new customer than to ________ one.

• Translation:•It is expensive to get a new customer.

• There is a cost to keeping a customer.

80/20 Rule

GETKEEP

ImprovingBottom

Line

Increasingrevenue

Getting new customers

InefficientUse ofTime.

Be more effective with

your marketing

What you can’t

track you can’t

measure.

What you can’t

measure, you can’t increase.

Sincere appreciation wins out over self

promotion

Thank You d