Do you ever ask yourself questions like:

  • How effective is my marketing…….really?
  • How do I ‘Target’ my marketing to be the most effective?
  • Can I get more ‘bang for my buck’ for what I am spending?

Tough questions to answer in selling a future service like Disaster Restoration or Environmental Remediation services. Some potential customers may have a need but it could be weeks, or months or possibly even years away from happening. So what do we do?

First, lets look at two questions you should answer:

  1. What do people really want to buy from me?
  2. What related services are they already buying?

Once you figure this out you will know who is more likely to purchase your products/services. Then, consider finding other non-competing businesses with the same customer base who you can customer share with. Come up with an incentive and arrangement to cross-promote and encourage both of your customer bases to buy your services.

The basic concept is this:

You want to find existing businesses who have the customer profile that you are looking for to market your products/services to.

Then strike up a relationship with those business owners to work out an incentive for customers to purchase from both businesses.

As a result, you have an audience to market to and they generate an added value from their current base.

So, how do you figure this out? There is a exceptional formula from Jay Abraham you can follow with great success.

LV = (P x F) x N – MC

Here’s what it all means:

  • LV is the life time value of a customer
  • P is the average profit margin from each sale
  • F is the number of times a customer buys each year
  • N is the number of years customers stay with you
  • MC is the marketing cost per customer (total costs/number of customers)

Once you know how much you need to spend to attract a new customer, you will know how much of an incentive you can offer to a business to help attract new customers.

So, here’s your step-by-step process:

  1. Find companies who already have the customer base you are looking for.
  2. Negotiate an incentive for them to share that customer base with you.
  3. Focus your marketing resources to this group of predisposed customers.

If you need help working through this process, check out our FREE test drive for the most comprehensive system of marketing tools and resources available at our associated site: