Marketing to Existing Clients – new client videocast & audiocast
post # 410 — July 31, 2007 — a General post
In Marketing to Existing Clients, the 19th episode in my live video and podcast series, we’re going to look at four types of marketing and relative R.O.I. probabilities for each. We will also examine why most professional firms choose the least probable investment for their non-billable time.
00:40 — Introduction
01:27 — Investing in existing relationships vs. new sales generation
02:40 — Four places in marketing for non-billable time
03:54 — An R.O.I. comparison of non-billable hours
10:07 — A real world example of the merits of relationship building as non-billable time
14:23 — Why we choose the lowest probability marketing actions
17:19 – Conclusion
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