Three To Get Ready!

have an expression that I coined (yes, I have a lot of them!) but this one fits our last few days...

 

"Smart skims the surface...but genius goes deep"

 

You can use that one freely...just give me quotation credit!

 

Notice I say that smart people skim the surface.

  

If you are successful in sales you are smart!  If you are able to meet your financial obligations by "the sweat of your brow" then you are already above average...smart.

 

Smart comes from attention, study and experience.  Some of it text book...some comes from the school of hard knocks...anybody feel me?

 

Genius comes from enlightenment.  A revelation.  An inspired thought that takes everything you have experienced and "elevates" it to a higher level. 

  

It shows you a new and better way...genius!

 

Smart people earn good livings, but geniuses get rich!

  

Now I have your attention...right?

  

Now that we are focused on the metrics of sales and marketing what if you could get a little better in a few categories...

  

What if you could become a sales and marketing genius...on your level?

  

How would that change your business?

  

Imagine, if you closed one more sale in our scenario, you would generate THREE SALES...

  

How would that impact your results?...let's take a look (improvements in black - for profit!!!);

  

  

Activity	Metrics	Terminology	Analysis
Cost of Direct Mail	$400	Acquisition Costs	Same
# of pieces	1,000	Reach	Same
Response Rate	1.1%	Response Rate (RR)	Tweaked the income metrics for target audience a little higher
Number of leads	11	Leads	Cost per lead 400/11 = $36.36 CPL
Appointment Rate	65%	Lead to Appt Conversion Rate	Did a better job selling appt and not trying to "sell over the phone"
# of Appointments	7	Opportunities	Cost per Opportunity 400/7 = $57.14 CPO
Closing Rate	45%	Conversion Rate	Did pre-call planning for each client rather than "wing it" at kitchen table
# of Sales	3	Closed Won	Cost Per Sale 400/3 = $133.33 CPS
Gross Revenue	$1,200	Gross Revenue before costs and expenses deducted	# of Sales x Commission  3 sales x $400 = $1,200 GR
Operating Revenue	$800	Revenue generated - Cost of Acquisition	$1,200 - $400 = $800 OP
Return On Investment	$800 or 200%	Return On Investment	ROI = Acquisition Cost/Operating Revenue $800/$400   200% ROI

 

  

All it took was THREE TO GET READY...

  

That would make you TWICE as PROFITABLE!!!

 

Excited about the possibilities...want more...?

 

You guessed it...let's get FOUR TO GO!...

   

Until tomorrow, I wish you Money, Power, Success!