I’m a marketing guy, so, like many marketing guys, I’m not so much a numbers person. I know I should be, but, there you have it.

All business owners could benefit by much better tracking and measuring of the numbers. Knowing things like how many leads you generate, how many leads you convert, and the average $ amount each customer produces is a minimum starting point for those who want to measure the results of their marketing.

You’ve probably heard this many times before, because it’s a fact - what gets measured, gets improved.

To me, the real magic in number crunching (that’s for my accounting readers) is when you start to understand, measure and focus on what’s called the life time value (LTV) of a customer to your business. In simple terms LTV is what a new customer is worth for the entire time they remain a customers. If they buy $10 per month for 5 years that customer is worth $600 LTV.

This number gets really interesting when you marry it with actual marketing costs or what it costs your business to acquire a new customer. Know this stuff and you can start to understand just how much you can and should spend to get a new client (most people don’t spend near enough.)

But, the reason I really love LTV is that by understanding and focusing on ways to increase LTV through increased offerings, special programs, and strategic partnerships you put all your focus on the most profitable form of business.

Once you have a benchmark for LTV, the game is to find ways to consistently raise the number. When you can do that you will find that you can also confidently and dramatically increase your marketing budget with almost guaranteed returns - now that’s music to a marketing guy’s ears.

12:32:19 AM    

Once you build a little trust with your clients they often come to rely upon you for more than the scope of your products or services. “I know you’re my accountant, but do you know anyone who can fix my garage door?”

Smart providers realize the power in this trust building advice and actively work to build and develop a network of referable products and services. Some people who practice strategy become so important as a resource to their clients they are virtually locked into a relationship.

There is a real estate agent I know who is so good at helping homeowners find great handymen and contractors that her clients don’t make a move without calling her first. (That’s how Angie’s List was created by the way.)

Some people are just naturally wired for this, but every business can tap into the power of a network. The key is go out there and proactively groom your network or resources. Find the “best of class” in a range of products and services that you know your clients may benefit from and send letters to each of these providers suggesting that you have clients that could utilize their services and that you would like to know the best way to refer them.

Do this aggresively and you will start to build up a network of superstars all for the benefit or your customers. And, a funny thing will happen on the way to building your network - you will begin to receive referrals from your new partners.

As always, the best way to get referrals is to give referrals.

12:32:17 AM