Increase Your Revenue By 107% Through Incremental Improvements - Rod Moore

I am often asked by people how it is that I am able to help my clients to dramatically increase their business in a short space of time. Today I want to give you the answer. It is learning to focus on the fundamental drivers of your marketing .... and the good news is anyone can do it.

Jim Rohn once said that there is usually about a half a dozen things that make up for 80% of the difference in results. If you want to improve the results then you need to go to work on these half a dozen things.

So it is with the marketing system in your business. I have found that there are usually about 5 key areas in your marketing system that you need to go to work on. The good news is that you do not need to make massive gains in these five areas. In fact I am about to show you how making incremental improvements will lead to a 107% increase in your revenue.

So what are these five key areas?

1/ Size Of Your Database - This is a key element of any marketing system. As it gets more difficult to gain the ATTENTION of your target market, the need to build your own database of prospects that you can market to repeatedly is critical. So the sizre of your database today will effect your marketing results. Usually with clients there is not much I can do about the current size of their database ... it is what it is.

2/ Monthly Growth Of Your Database - The next most critical element is how many people are you adding to your database on average each month. Now this is definitely an area we can go to work on to generate some immediate results. If your database is not growing each month then chances are good your revenue is not growing as well. Now just because someone is in your database does not mean they will turn into cash in the bank. At this stage they are just suspects.

3/ Conversion To Leads - Next we look at how many of the people in our database do we convert into leads. It is important to know the % conversion rate you have and the number of actual leads you generate for your business. Key question is ... do you have a system to convert suspects into leads? The way we do this at Profit Minute is to offer a complimentary Marketing Audit valued at $297 to people on our database. If someone requests this marketing audit it usually indicates they are a good lead for us.

4/ Conversion Of Leads To Clients - The next key area then is what percentage of these leads do you now convert into paying clients. In a sales sense this could be thought of as the closing rate. Now the key thing here is that if you have the right marketing systems in place then most of your leads will already be pre-sold which reduces the need to use to many closing techniques.

5/ Average Value Of A Client - Lastly we need to look at the average value of a new client to your business in the first year. The good news here is that there are many ways to increase the average value of a client. It usually comes down to how you package your products and services.

So now that we know what these five key areas are lets look at an example. This is a hypothetical example of Mary a Life Coach who has been in business for a year and is doing reasonably. This is how here key numbers look currently in this example:

Starting Database	1000
Monthly Growth Of Database	50
Forecast Database in 12 Months	1600
X Conversion % To Leads	5%
Number Of New Leads	80
X Conversion % To Clients	33%
Number Of Clients	26.4
X Average Value Of Client	$2,000
Revenue	$52,800

I have highlighted our 5 key indicators. Now if we just go to work to improve each of these (remember we can't do much with the size of the database at the start) then through some small increments we can achieve a huge difference in the total revenue.

Wacth what happens if we just achieve a 20% increase in these key indicators:

	Current	20% Increase
Starting Database	1000	1000
Monthly Growth Of Database	50	60
Forecast Database in 12 Months	1600	1920
X Conversion % To Leads	5%	6%
Number Of New Leads	80	115.2
X Conversion % To Clients	33%	39.6%
Number Of Clients	26.4	45.62
X Average Value Of Client	$2,000	$2,400
Revenue	$52,800	$109,486

That is a 107% increase in revenue simply by increasing each of the four key indicators incrementally by 20%. Imagine if we increased each of these key indicators by say 30% or 40% what happens to your revenue.

Now the obvious question is ... how possible is it to increase these four key indicators by 20%?

Well lets look at it. First we have increased the number of new suspects coming into our database each month from 50 to 60 ... or an increase of 10 more suspects. Thats 2.5 a week on average. Do you think with better marketing strategies in place you could ATTRACT an additional 2.5 suspects each week? Of course you could.

Next is our Conversion % to Leads ... here we have increased this from 5% of the database to 6%. This is a 1% increase and is easily achieved simply by helping you to put in place a more effective marketing system. The key here is to know how to lead the people entering your database systematically to wanting to enquire about your product or service. We can easily achieve this sort of improvement in your marketing system.

Then we come to the Conversion % of Leads To Clients ... or closing rate. This is an area that many small business owners feel uncomfortable with. They think that they have to close the prospect. This is really old school thinking and is rarely effective today. A much better approach is to implement a system that allows the prospective client to sell themselves on wanting to do business with you. If you had such a system do you think the above increase from 33% to 39.6% would be achievable? Absolutely it would. You just need the right marketing system in place.

Finally we come to the Average Value Of a Client. This is one area that most small business owners could improve immediately ... simply by putting your prices up. Most small business owners simply do not value your product or service highly enough. But there is so much more you can do .... the key is to look at how you package your products or services together. Think of this ... people do not want to buy your product or service ... rather they are looking to buy SOLUTIONS to their PROBLEMS. So start packaging what you do into solutions and you can easily increase the average value of a client by 20%.

So as you can see ... if you make a few simple incremental improvements in your business you can achieve a 107% increase in your revenue. Will this work for you? Yes of course. Often though we need an independent third party to asisst us to work through our marketing systems to make these improvements.

If you want to find out if your business could achieve a 107% increase in revenue (or better) then the next step for you is to request a complimentary Marketing Audit. We will look at your business and identify where we could improve your business. Find out more here

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