CLIENT SUCCESS
MARKETING HOW-TO
CLOSEMOREDEALS; MAKEMOREMONEY! On Page 3, we talked about why growth stalls out and how to adjust ad spend to ramp growth back up. If you didn’t read that article first, I highly recommend you do so before coming back to this article. As I said earlier in the newsletter, you will have to use an ever-increasing ad spend just to maintain and grow. So, what do you need to do from a sales standpoint to be able to afford an increased ad spend?
“The clients love knowing what’s going on with Dr. Brown, and it’s become obvious that they feel more loyal to him because they’ve gotten to know and care about him. Patients are coming in and talking with us like we are old friends about the things they’ve read about in our newsletter lately. The
coolest thing for me, as the head of marketing, is the massive amount of new clients we receive every month, both from the newsletter and the fantastic new mover campaign!” –Shannon Love, Castlebury Dental
The formula isn’t rocket science, but few will really dig to get this information. You’ll need to know your industry’s version of the following numbers.
1. TOTAL NUMBER OF LEADS 2. COST PER QUALIFIED LEAD 3. COST PER SALES OPPORTUNITY 4. COST PER SALE 5. CHURN RATE
“The Newsletter Pro hasn’t just made the creation process for my monthly newsletter easy; they’ve made it enjoyable. I love that the newsletter gives me a framework to develop my ideas. Every month, I speak with my writer, they turn my concept into a stellar finished article, and I look it over to ensure my message is relayed. The team at The Newsletter Pro keeps me goal-oriented and deadline-focused, which results in my newsletter arriving consistently in the hands of my readers. “The finished product keeps my face in front of my clients, and the quality is nothing short of professional. I get great feedback from the people on my mailing list. Even little details like the recipes that are included have become big hits. Once, I even had a mail carrier find me through delivering a copy of the newsletter. He had seen a television ad I put out but couldn’t remember my name. When he saw the newsletter, he gave me a call and became a client. “As a bankruptcy attorney, it can be difficult to find marketing that works. With The Newsletter Pro, I’ve hit upon a winning formula.” –Eric Kornblum, Law Office of Eric Kornblum
OUR BOOKSHELF
We all know rejection is hard. You put everything on the line to make a sale, it doesn’t happen, and, suddenly, any confidence you had feels misplaced. Add that to the stress of trying to make a sale over the phone, and you have what seems like a recipe for disaster. But it doesn’t have to be. What if you could rise above the fear of rejection and also drastically lessen the likelihood of being rejected as well? ELIMI HAN Hook Your Cus
In his book, “Dialing Strangers: Overcoming Hangups and
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