Daniel Tardy: License To Sell

Stand out. Use some ink.

Posted in Business, Selling by elephanthunters on June 30, 2009

“Text me”

“Shoot me an email”

“Facebook me”

“Twitter me”

“I’ll forward you the link”

“Just Google my address and it will show up”

“You have a new E-Card”

“You’ve received an E-Vite”

In a digital world the pen has lost it’s value.  Or has it?  I would suggest that the pen has increased in value.  No one writes letters anymore and rarely even quick hand written notes.  What if you did?

What if you took 5 minutes to send somebody a hand written note and mailed it to them stamp and all?  What if you wrote your spouse or a co-worker a written note?  What if the prospect you just got off the phone with received a nice written note thanking them for their time and considering your business before your next follow up call?

Here’s my guarantee: 99 times out of 100 it will be the ONLY one they get all week.  Probably all month. Maybe even all year.

Go down to your office supply store and invest in some pens (yes they still sell them) and a stack of simple stationary.  Leave them on your desk or in your car as a reminder of your new goal to write no less than 2 notes a week.  Try it for a month.  People will actually thank you for the note next time they see you.  When was the last time someone thanked you for an email or text you sent them?

How much is a new customer worth?

Posted in Business, Selling by elephanthunters on June 29, 2009

We often spend too much or too little on prospecting, canvasing and lead generating because we lack confidence in exactly how much a new customer is worth.  When loading up for a big fishing trip how much do you spend on bait?

If we know the monetary value of a new customer then anything spent less than that amount on ‘bait’ yields a return.

There’s not a perfect way to determine this but you can get close with this formula:

Year X Net Profit – Year Y Net Profit  (Where Y = X – 1 Year) / # of new accounts opened between Year Y and X = Value of new account.

This assumes your business model has a residual customer base.  If your customers are single transactions only then the math is much easier.  Just divide annual net sales by annual transactions.