Direct Marketing Mastery: The Link Between Profits and Success! (It’s Stronger Than You Might Think)

“Good Marketing can’t overcome bad math.”

Dan Kennedy.

Good marketing is all about getting better response rates, but if your math isn’t good then you’ll go broke.

Now, math basically means profits. If you make $1,000 when you put a bum in a seat at a seminar it had better not cost you $2,000 to do it.

That is really bad math. It can be fixed. Find higher priced options to sell to them at the seminar, get sponsorship – you can change the math more readily than you can change the response rate.

The better your math the more you can spend to get a customer and the more you can make from a given transaction.

Assuming the percentage margin is the same, do you think you’ll make more selling the $50 product or the $100 product?

The close rate isn’t; going to be that different when you actually know how to sell. And that is often the catch – the businesses relying on being the cheapest are the ones who don’t know how to really sell. In fact the additional profits allow for more sophisticated selling and they allow for more sales effort on the back of this you may very well sell more of the $100 than the $50.

You need to be able to sell value and show that the extra investment is worth it. I’ve got a client who sells hosting and support for enterprise software applications. I can tell you right now that he is at least double the price of the ‘cheapest on the market.’

Now in lieu of differentiation, every buyer will resort to comparing price and buying the cheapest. We’ve worked very hard to explain why his solution is better and is actually a steal in terms of the additional value he provides. We can probably raise his prices further on the back of this.

However, most people act as if their math is fixed. NEVER assume this. Because it means you are now consigned to the better marketing camp. Personally, I would rather have terrible response rates and awesome math than great response rates and terrible math. I’d take a $15,000 cost of sale on a 80% margin in a $100,000 product – even if it was happening at a 1/1,000 response rate.

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