1.
Go to https://bit.ly/2JKhY97 to watch
companion video.
(Link NOT Clickable, type in your browser.)

2.
2 Keys to Unlocking
Unlimited
Marketing Budget
Do NOT spend another cent on
marketing until you master
these keys...

3.
A Business has two
functions...
1. Getting customers
2. Keeping customers

4.
If you can buy RM1 with
80 cents, how many RM1
will you buy...?

5.
Answer: You will buy as
many as available for
sale.
If you can buy RM1 with 80 cents,
how many RM1 will you buy...?

6.
If you can buy a customer
with RM8 and make RM10
from each customer, how
many will you buy?

7.
Answer: You will buy
as many customers as
you can and scale up
your business to
handle more!

8.
If you can get customers
& keep customers
profitably, you have an
Unlimited Marketing
Budget to keep growing.

9.
2 Keys to Unlocking
Unlimited
Marketing Budget

10.
Key Number 1
Acquisition Cost (AC)
How much do you spend to get 1
customer?
If you spend RM500 on marketing
and get 10 customers, you bought
each customer with RM50.

11.
Key Number 2
Lifetime Value (LTV)
How long do you keep a customer
& how much he/she spent in that
time?
If a customer spend RM50 per
month & stay 2 years, the Lifetime
value is RM50 X 24 = RM1200

12.
If you can get customers
& keep customers
profitably, you have an
Unlimited Marketing
Budget to keep growing.

13.
Case Study # 1
Client : Project based business
AC : RM30K
(RM10K per RFP, win ratio 1/3)
LTV : RM500K
What other strategies can we
test to get 1 customer at
RM30K or less?

14.
Case Study # 1, con't
Tested offering RM5K free
consultation + design.
Results:
RM30K reached 6 prospects
instead of 3, win ratio 1/3.
A/C lowered by 50%, Sales
doubled with same 30K spent.

15.
Case Study # 1, con't
What other strategies
can be tested to reduce
Acquisition Cost and
increase Lifetime Value?

16.
Case Study # 2
Client : Industrial equipment business
with a sales team of 6.
Challenge:
Not enough sales, “no budget” for
marketing.
Current situation:
Salesperson salary RM3000, generate
average 10 inquiries and close 2 of the
inquiries.

17.
Case Study # 2, con't
Salesperson Salary : RM3000
Inquiries per month : 10
Sales made : 2
Cost per Inquiry : 3000/10 = RM300
Acquisition Cost : 3000/2 = RM1500
Lifetime Value : RM40,000

18.
Case Study # 2, con't
Baseline:
Cost per Inquiry = RM300,
Acquisition Cost = RM1500
1. He tested multiple strategies to generate
inquiries, target RM300 or less.
2. He tested multiple strategies to get a
customer, target cost RM1500 or less.
3. As number of strategies increases, salespeople
headcount reduced, keeping top performers
who beat baseline.

19.
Case Study # 2, con't
Results:
 Maintained Lifetime Value
 Reduced Acquisition Cost
 Reduced sales team headcount to
top performers who beat current
baseline

20.
1. What is your current
Customer Acquisition
Cost?
2. How can you reduce it?
Your turn...

21.
1. What is your current
Customer Lifetime Value?
2. How can you increase it?
Your turn...

22.
What strategies you need to
start testing, stop running,
increase frequency or
tweak, knowing your AC &
LTV?
Your turn...

23.
Only 2 reasons to limit
marketing budget:
1. Strategy being tested.
2. Strategy don't work.

24.
Online marketing?
Social media?
Traditional marketing?
Let the numbers tell you.

25.
Free Trial Coaching Session
worth RM750 if you have:
1. Minimum 3 yrs+ in business
2. Turnover at least RM2 million

26.
http://businesscoaching.works/request-trial