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Electrical company triples revenue within 3 weeks at no extra cost

by ewenmack
8 replies
You've seen the fuss about the Yellow Pages ad hauling in
an extra $183,203...

so what does your client say on the phone to get em' to book or buy
when he/she has all these people phoning in?

Well we are all about optimizing the different parts of a business for profit...

and one of the most overlooked parts is what they say on the phone.

Here's an example...

A electrical service company was spending just short of $80,000 a month
on advertising to keep all their vans on the road.

Owner was asked what his conversions from phone calls to bookings was...

He proudly said between 70 and 75%.

He agreed to track all calls to bookings from all people
who answered the phone over 2 weeks.

He was an angry boss when the numbers came in.
It was only 14%!

He was getting the high conversion rate because people would ask to speak
to him because they already knew him.

So the staff were all made to follow a script.

3 weeks later the team were converting callers to bookings at a rate of 48%.

That tripled the business just like that...no added expense
to bring in more leads through advertising.

Imagine tripling the leads for these offline businesses,
just by optimizing their Yellow Pages ads...

and training them in the right way to answer the phone
which adds another tripling of their business...

and they didn't spend an extra dime to make it happen.

Folks, learn how to optimize what they are already doing
because it's not only free to implement, it happens fast.

Best,
Ewen
#company #cost #electrical #extra #revenue #triples #weeks
  • Profile picture of the author RobbieT
    Hi Ewen,

    Yep, if you are spending a truck load of money on ads and not getting a good conversion rate on enquiries then you're bleeding badly.

    Isn't it funny how the simple, old fashioned marketing techniques are often overlooked, probably coz they were too busy to think about it.

    When I've used this in the past the staff get a bit paranoid coz they think they are under the microscope so it doesn't hurt to incentive and reward whoever has the best performance stats for the week.

    Was your company able to be paid on a results basis. i hope so.

    Take good care of those that you love.

    Robbie T
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    • Profile picture of the author ewenmack
      Robbie it was actually a company in your fair country.

      Building a profitable business is simply working on 5 parts together.

      They are...

      Leads
      Conversion
      Dollar Value
      Frequency of purchase
      Margins

      Know the lifetime value of a customer/client and you go out and buy them.

      Best,
      Ewen
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  • Profile picture of the author racso316
    Another awesome example. If I had 10 thanks I'd give them to ya Ewen. I love this part of marketing and business development where you take existing assets and test them, track them, modify them if necessary and optimize them, without added resources or money.

    It shows how businesses, specifically in this example, need to optimize their sales process, track the calls, test the copy of the scripts, know the LTV of the customer, (among other things) to know if their advertising is working.

    Sadly, for business owners, most don't do any of these.

    Fortunately, for us, we can grow their business substantially by showing them the way, by tracking, testing and modifying what's not working.

    Simple, basic, tested and proven marketing rules will always make a difference in a business that's not even aware of them. The field is wide open.
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    • Profile picture of the author ewenmack
      Originally Posted by racso316 View Post

      Another awesome example. If I had 10 thanks I'd give them to ya Ewen. I love this part of marketing and business development where you take existing assets and test them, track them, modify them if necessary and optimize them, without added resources or money.

      It shows how businesses, specifically in this example, need to optimize their sales process, track the calls, test the copy of the scripts, know the LTV of the customer, (among other things) to know if their advertising is working.

      Sadly, for business owners, most don't do any of these.

      Fortunately, for us, we can grow their business substantially by showing them the way, by tracking, testing and modifying what's not working.

      Simple, basic, tested and proven marketing rules will always make a difference in a business that's not even aware of them. The field is wide open.
      Thanks.

      Yes offline business owners can be blinded by the shiny new objects as well!

      Would of another method tripled that business in 3 weeks?

      Probably not.

      If it could, it would require added investment in advertising
      or buying out a bigger competitor.

      Now you are talking serious at risk money.

      So yes, optimizing existing assets is the least risky, most certain way to add sustainable profits.

      Best,
      Ewen
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  • Profile picture of the author Aussieguy
    Actually it's funny, I was just thinking more along the lines of this post today.

    First to say: nothing wrong with specialised services of course, and I'm very interested in online methods for offline businesses. But I realised from the start that different marketing methods are going to be appropriate for different businesses.

    But from a more general marketing perspective, I was thinking about local consumers and the usually limited area they travel for many services and purchases (certainly not all, but many). I was thinking about how a lot of small businesses can simply improve their bottom line without spending any extra. Obviously this is the realm of the 'business consultant', and not everyone is one of those (nor do they need to be)...but it's a field that interests me in how much you can help a business right from the get go, by helping them to see that they need to manage their business, not just operate it.
    Sorry for the ramble...another way of saying it would have been, "good thread!" lol
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    • Profile picture of the author ewenmack
      Originally Posted by Aussieguy View Post

      Actually it's funny, I was just thinking more along the lines of this post today.

      First to say: nothing wrong with specialised services of course, and I'm very interested in online methods for offline businesses. But I realised from the start that different marketing methods are going to be appropriate for different businesses.

      But from a more general marketing perspective, I was thinking about local consumers and the usually limited area they travel for many services and purchases (certainly not all, but many). I was thinking about how a lot of small businesses can simply improve their bottom line without spending any extra. Obviously this is the realm of the 'business consultant', and not everyone is one of those (nor do they need to be)...but it's a field that interests me in how much you can help a business right from the get go, by helping them to see that they need to manage their business, not just operate it.
      Sorry for the ramble...another way of saying it would have been, "good thread!" lol
      Yes, bit of a ramble Aussie!

      Business owners and the people selling them marketing methods,
      simply don't know what they don't know.

      And not knowing limits, their growth and clients profits.

      Best,
      Ewen
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  • Profile picture of the author Preeti
    Ewen--just wanted to say that I love your posts with your "short and sweet" points that really hit home and give us marketers something to really ponder! This no doubt can be implemented with any client that offliners are working with.

    Keep the "short, sweet yet powerful" stories coming!!
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    • Profile picture of the author ewenmack
      Originally Posted by pinkele View Post

      Ewen--just wanted to say that I love your posts with your "short and sweet" points that really hit home and give us marketers something to really ponder! This no doubt can be implemented with any client that offliners are working with.

      Keep the "short, sweet yet powerful" stories coming!!
      Look out for the next one, it's for a Internet Directory using
      direct mail to get 40% response rate.

      Best,
      Ewen
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