I’ve noticed an interesting phenomenon.  Actually it’s not really a phenomenon when you understand the science behind the Law of Attraction, but it’s amazing how it works.

Since everything is energy, and we attract into our lives the things, situations, and people that are in harmony with the energy that we send out, then it would explain why I get more business at certain times of the day.

Whenever I Read the rest of this entry »

One of the most profitable things you can do for your business, is to understand exploiting the actual value of your customer. It’s been called the Marginal Net Worth and the Lifetime Value.

What is the current worth of one of your customers or prospects? It’s the total profit of an average customer over the lifetime that they do business with you. That includes all subsequent sales minus advertising/marketing and your fulfillment expenses.

Let’s say the average customer brings you $75 per sale. They re-purchase 3 more times in a year. Their average order amount is $300. On each $300 reorder, you make $150 gross profit. The average life lasts 2 years. Every new customer is worth $975.

You reach the $975 by adding the $75 initial profit to the 3 other purchases each year of $300. Only $150 is profit, so $150 times 3 equals $450. If they do that for 2 straight years, that’s $900 plus the original $75.

If this is our average customer and they’re worth $975 in profit and it only costs you $30 through your advertising/marketing expenses to get them, every time you spend $30 you receive $975 back.

You would be foolish not to Read the rest of this entry »

Mediocre marketing aimed at a very well selected target will get superior results. Great marketing aimed at a sloppily selected market may, at best, deliver mediocre results.

Selection is where it’s at.

You should create a very, very detailed profile of your current typical customer and your ideally desired client. Your success at attracting or finding the ones you want depends on knowing what you’re looking for.

A lot of money is lost, wasting your weaponry and ammo, hitting targets that don’t matter.

Smart use of your resources can transform a business or sales career almost overnight.

After all, you have a finite number of dollars and hours. You must use them wisely.

In marketing, Read the rest of this entry »

The most important part of getting customers and clients to want to do business with you or continue to do business with you, is to get them to like you and trust you.

Would you do business with someone you don’t like or trust?  Even if they had all the knowledge and what you needed, you probably wouldn’t give your money to someone you don’t trust.

So our goal needs to be to create rapport and get people to trust us. 

How do we do that?  By Read the rest of this entry »

You reap what you sow.  But you don’t always reap in the same season that you sow.  I’ve had many times when clients called me and wanted to do business with me, but often after some follow up, and the timing was right at that moment. Or it was a referral from an old client, but again the time was perfect now.

If you’re marketing with direct mail or an email campaign, it’s important to Read the rest of this entry »

What’s the goal of your marketing?  Is it to simply make a sale, or make money?  It seems like an obvious question, every business wants to make more money, and that is the bottom line, however that’s not what your marketing mission should be.

The only purpose of your marketing should be Read the rest of this entry »