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There are only two ways to increase your billing: sell more clients or sell current clients more. We'd all like to double our billing in 2011. Where do we start?
Take a look at your last three months billing:
- What was your total monthly billing?
- How many clients did you have on each month?
- What was the average $ per client?
Now that you have a number, you may proceed. One way to double your billing looks like this:
Month 1: Your billing is $30,000. Your average billing per client is $1500. You have 20 clients on.
Month 2: Your billing is $45,000. Your average billing per client is still $1500, but you have 30 clients on.
Month 3: Your billing is $60,000. Your average billing is STILL $1500, but you have 40 clients on.
There is an easier way to double your billing!
Month 1: Your billing is $28,000. Your average billing per client is $1400. You have 20 clients on.
Month 2: Your billing is $42,000, your average billing per client is $1750 and you have 24 clients on.
Month 3: Your billing is now $56,000. Your average billing per client is $2000 and you have 28 clients on.
Instead of doubling the NUMBER of clients you have, it is much easier to sell the sold. You do need to find more clients, but you also need to sell your current clients more.
What new idea can you bring them?
- Can they add a day?
- Can they add a daypart?
- Can they add another of your stations?
- Is there a sponsorship you might sell them?
- Have you included them in your Internet offerings?
Our customers respond to good ideas. They will give you more of their advertising budgets if you give them a way to increase their return on investment.
As you plan your year, plan to double your billing. But, plan to do it the SMART way!
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