Ultralight Co https://ultralightco.com/ Data-Driven Sales & Marketing That’s Done For You Sat, 26 Nov 2022 01:53:16 +0000 en-US hourly 1 https://wordpress.org/?v=6.1.1 https://ultralightco.com/wp-content/uploads/2022/01/Ultralight-Co-Icon-Blue-1.png Ultralight Co https://ultralightco.com/ 32 32 What Is Customer Marketing? Definition, Strategies, and Metrics https://ultralightco.com/blog/what-is-customer-marketing-definition-strategies-and-metrics/?utm_source=rss&utm_medium=rss&utm_campaign=what-is-customer-marketing-definition-strategies-and-metrics https://ultralightco.com/blog/what-is-customer-marketing-definition-strategies-and-metrics/#respond Sat, 26 Nov 2022 01:53:15 +0000 https://ultralightco.com/?p=5017 Customer marketing creates strategies that are specifically designed to engage, nurture, and retain existing customers.

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What Is Customer Marketing?

Customer marketing is the practice of creating marketing strategies and campaigns that are specifically designed to engage, nurture, and retain existing customers. This type of marketing focuses on understanding customer needs and preferences in order to create personalized experiences that will drive loyalty and lifetime value.

In consumer marketing, there are two important focuses:

  1. Retention
  2. Growth


This type of customer marketing focuses on engaging existing customers and developing programs that will encourage them to continue buying from the company or brand. In other words, it’s about forming lasting relationships with customers in order to keep them coming back for more.


Growth-oriented customer marketing is designed to nurture existing customers and drive additional purchases over time. This can involve upselling and cross-selling opportunities or launching loyalty programs that reward customers for their repeat business.

Customer marketing also involves understanding customer data to create targeted campaigns and offers that are tailored toward each customer’s individual needs. By leveraging data analysis and insights, companies can craft highly personalized experiences that increase engagement and conversions.

What Are Key Customer Markets?

customer marketing

Consumer Markets

Consumer markets are a type of customer market that focuses on selling mass consumer goods and services, including travel, cosmetics, consumables, and more.

Business Markets

Business markets involve companies that focus on goods or services within the business industry. The customer in these markets is the businesses themselves.

Global Markets

market data

Global markets are international customer markets that involve selling goods and services to customers located in different countries. This type of market requires extensive knowledge of cultural differences and global regulations in order to be successful.

Governmental and Non-Profit Markets

Governmental and non-profit customers include organizations such as churches, universities, government agencies, and charities. These customers can come with large contracts, which is why retention of this customer segment is critical.

Benefits of Customer Marketing

customer marketing

If you’re getting started with customer marketing, here are the benefits of implementing a customer marketing strategy at your organization:

Greater Propensity to Buy

A Greater propensity to buy is one of the major benefits of customer marketing. By leveraging data and insights, companies can create personalized experiences that show customers they are valued and appreciated. This, in turn, leads to increased loyalty, engagement, and conversions.

Get to Know Your Customer

getting to know customer

Existing customers exhibit natural patterns in their browsing and purchase history, and customer marketing can reveal these patterns for future marketing benefits. You can also get to know your customer better by looking at data that shows things like demographic information and which products are most popular.

Customer Retention

By understanding customer needs and preferences and creating tailored offers, companies can drive loyalty and retain customers for longer periods of time.

Customer Advocacy

Because customer marketing can help you learn more about your customers and their patterns, you can also use this information to advocate better products and services tailored to your current customer base. This can improve loyalty with returning customers and can make a good first impression on new customers.

Keys to a Successful Customer-Driven Marketing Strategy

marketing numbers

Leverage Buyer Personas

Properly leveraging buyer personas is key to a successful customer-driven marketing strategy. This involves researching and understanding who your ideal customers are and what they want from their experience with you. You should have a unique buyer persona for each of your product offerings.

Provide Exemplary Customer Service

Showing dedication to providing excellent quality customer service expresses to the customer that you care about their experiences when purchasing from your company. It’s important to be as informative and concise as possible when answering customers’ questions and concerns. Create customer service processes to hold your team to the highest support standards.

Listen to and Engage with Customers

engage with customers

Customers appreciate being heard and will be more likely to support your company when their feedback is considered. It’s important to listen to customer feedback and then create a plan that takes their suggestions into consideration.

Incentivize Loyalty

Prioritizing customer loyalty is key to making sure customers keep coming back. Offering incentives and rewards for loyal customers, such as discounts or free merchandise, can help increase the number of returning customers and encourage repeat purchases.

Generate Referrals with Systems and Strategies

Referrals are a powerful way to drive more sales and grow customer relationships. Make it easy for customers to refer friends by creating systems and strategies that make it simple for them to do so. This can include offering incentives or discounts when referring other customers.

Customer Retention Metrics

marketing contract

The pinnacle of success for any customer-focused marketing strategy are retention and loyalty. To measure the effectiveness of your efforts, consider tracking the following customer retention metrics:

Customer Retention Rate


The percentage of customers who remain customers over a certain period of time.


Before calculating customer retention rates, you will want to determine a time period to use as a measure. This can range from the past week to the past year. You will also need to gather data, including the number of customers at the start of the period, the number added during the period, and the number at the end of the period.

The customer retention rate equation is:

Retention rate = (number of customers at the beginning of the period – (number of customers at the end of the period – new customers for the period)) / (number of customers at the beginning of the period)



Churn is a term often used in customer relationship management (CRM), and it refers to the percentage of customers who leave a company in a given time period.


To calculate churn, you will need to gather data, including the number of customers at the beginning of the period, the number lost during the period, and the number at the end of the period. The churn equation is:

Churn rate = (number of customers lost during the period – number of customers at the end of the period) / (number of customers at the beginning of the period)

Customer Lifetime Value


Also referred to as CLV, this refers to the way to measure the money that a customer could potentially bring to your business.


Customer Lifetime Value is a measurement of the total amount of money that a customer will spend over their lifetime with your business. The CLV equation is:

CLV = (Average Order Value x Number of Purchases) x Average Life Span of a Customer – Acquisition Cost

Customer Centric Growth Metrics

growth metrics

There are a variety of different metrics that can be tracked in order to measure the success of your customer-centric efforts. The most important thing is to track the right metrics, so that you can make data-driven decisions about where to focus your resources in order to grow your business.

Customer Acquisition Costs


Customer acquisition costs, or CAC, measures the cost to acquire one new customer.


To calculate CAC, you will need to gather data, including the amount of money spent on marketing to acquire new customers, the number of new customers acquired, and the average lifetime value of a customer. The CAC equation is:

CAC = (Marketing Spend ÷ Number of New Customers) x Average Lifetime Value of a Customer

Net Promoter Score


Net promoter score (NPS) is a metric used to measure customer loyalty. It is calculated by asking customers how likely they are to recommend your company to others on a scale of 0-10. Customers who respond with a 9 or 10 are considered promoters, while those who respond with a 6 or lower are considered detractors.


NPS = (Number of Promoters – Number of Detractors) / Total Number of Respondents x 100

Average Order Value


The average order value, or AOV, calculates the average your customers spend on one purchase.


AOV = Total Revenue / Number of Orders

Customer-Driven Marketing Strategies

marketing strategy

Now that you know all of the key metrics you should be aware of, let’s take a look at the strategies.

Case Studies

Creating case studies gives you better insights into your customer’s stories, purchasing decisions, and feedback.

Reviews & Ratings

Allow customers to leave reviews and ratings on your products or services. This can help you gain insights into customer sentiment, identify common pain points, and improve customer satisfaction.

Customer Surveys

Conducting customer surveys is a great way to get feedback from your customers and better understand their experience with your product or service. It also gives you insights into what changes or improvements they would like to see in the future.



Gathering customer testimonials is an effective way to showcase the positive experiences your customers have had with your company. Testimonials can also help you build trust and credibility with potential customers.

User-Generated Content

Encourage customers to create and share content about their experience with your company. This can be anything from pictures and videos on social media, to blog posts and reviews. User-generated content is an effective way to show potential customers what others have experienced with your product or service.

Influencers and Micro-Influencers


Reach out to influencers and micro-influencers with an engaged audience and ask them to create content about your product or service. This can help you reach new potential customers and gain the trust of existing customers.

Referral Programs

Create a referral program to incentivize your customers to refer others. This can be a great way to increase customer loyalty and get new customers.


By tracking the right metrics and using customer-driven marketing strategies, you can grow your business more effectively. As you continue to gather data, track trends, and adjust your strategy accordingly. With a customer-centric approach, you can be sure that your customers are at the heart of all decisions you make. With this approach, you can acquire new customers efficiently while also building greater loyalty from existing ones.

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19 Fashion Marketing Tips to Beat Your Competition https://ultralightco.com/blog/19-fashion-marketing-tips-to-beat-your-competition/?utm_source=rss&utm_medium=rss&utm_campaign=19-fashion-marketing-tips-to-beat-your-competition https://ultralightco.com/blog/19-fashion-marketing-tips-to-beat-your-competition/#respond Sun, 20 Nov 2022 15:38:16 +0000 https://ultralightco.com/?p=4989 Fashion marketing is the process of understanding consumer behavior and applying it to promote fashion products and services.

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Every vertical has unique marketing tactics and strategies. The fashion industry is no different! Fashion marketing is the process of understanding consumer behavior and applying it to promote fashion products and services.

Fashion marketing is key for any business related to the fashion industry, from small shops to enormous designer corporations and brands. If you want your fashion company to succeed, you first need to grasp what fashion marketing is and what it entails.

What Is Fashion Marketing?

Fashion industry

As the name suggests, fashion marketing is a specific niche of marketing that focuses on the fashion industry. As a fashion marketer, you are responsible for using your marketing knowledge and skills to promote fashion products and services. This could include anything from clothing, accessories, and shoes to beauty products.

A general knowledge of marketing is a great start to understanding what is needed in fashion marketing. It’s also important to pay attention to the industry’s fashion trends and have the creativity to aid in the marketing process.

Your fashion marketing strategies will have many moving parts, and you’ll need to carefully manage and test them all.

Top fashion marketers also are responsible for building and maintaining relationships with distributors and retail partners as they will help to secure the best distribution routes for your company and products.

What Does a Fashion Marketer Do?

The primary role of a fashion marketer is to understand their target audience and utilize their marketing strategies to promote products and services that are relevant to them. This can include developing marketing campaigns, managing campaigns across digital platforms like social media, and creating content that resonates with the target audience.

Here are some things a fashion marketer might do:

Strategy Creation

Determining how a brand will be presented and marketed to the public is one of the top priorities and jobs in fashion marketing. Your strategy should be divided into both short-term and long-term objectives that the company will work towards.

Provide Consumer Insights

Digital marketing in the fashion industry

A crucial responsibility for fashion marketers is to decide who will be the focus of marketing campaigns and promotions. This includes understanding the target audience, what they desire and don’t want, as well as how best to reach them.

Fashion marketers also need to rely on consumer research to understand how best to communicate with their target market, as well as what messages are most likely to resonate. This includes understanding fluctuations in the fashion landscape and being able to anticipate changes in consumer behavior.

Creation of Marketing Materials

Fashion marketing is a complex field that frequently makes use of multiple platforms, including radio, TV, print media, and digital channels like websites and social media. To be successful in fashion marketing implies an ability to create compelling materials for each medium.

This requires an artful blend of creativity and technical know-how to craft advertising materials that really resonate with consumers. Designing visuals, writing copy, taking photographs, and producing videos are all part of the job description for fashion marketers.

Develop Brand Image

marketing for fashion

In fashion, having a strong brand image is key to achieving success. This attractive force pulls in the target customers, retailers, and distributors that send the correct message to appeal to the masses. Every decision made while marketing a product or service in fashion is done so according to the brand guidelines.

Fashion marketers need to be cognizant of the brand image and ensure that all marketing content is consistent with this image. This could include everything from ensuring the right kind of models are used in campaigns, to choosing certain colors and design elements for packaging or advertisements.

Predict and Track Trends

A critical component of fashion marketing is to track and anticipate trends. As fashion markets are very dynamic, it’s important for marketers to know what’s in and out at any given time. This requires understanding the trends that have emerged in the past, as well as predicting what will be popular in the future so that product design and marketing can stay ahead of the curve.

A fashion marketer should be able to develop strategies that take into account all of these trends and ensure that the company is always in front of the competition. This requires a deep understanding of both current and upcoming trends, as well as being able to identify which ones will have staying power.

Maintain Marketing Budget

Fashion marketers must be adept at managing budgets, as marketing can quickly become expensive. This means understanding the costs associated with each platform and campaign, as well as finding areas to save money where possible. This could involve working with vendors or suppliers to find cost-effective materials or services, negotiating better deals or discounts, and ensuring that campaigns remain within the allocated budget.

Fashion marketers also have to consider how much money is spent on each platform, and if adjustments need to be made to ensure that the most resources are being used efficiently. This includes allocating funds where they will yield the highest returns, while at the same time ensuring that all campaigns are complementary to maximize the overall effect.

Skills Needed in Fashion Marketing


In fashion marketing, you are already working in a creative industry, so naturally, even marketers would need a sense of creativity to do their work. Marketing requires being able to think out of the box, come up with fresh ideas, and develop strategies that are both creative and effective.

Competitive Mindset

Fashion marketing is a highly competitive field, where every brand and retailer is vying for customers’ attention. Marketers need to have the right mindset and be willing to go above and beyond to create campaigns that will stand out from the crowd.

Research Abilities

Fashion marketing analytics

Since fashion is ever-changing, and marketers need to stay on top of the latest trends, they must possess strong research abilities. This could involve researching competitors’ campaigns or tracking market trends to ensure that all marketing efforts remain relevant and effective.


Since marketing involves working with people, fashion marketers need to have the right personality and charisma. This means being able to build relationships, interact with customers, and come off as both personable and authoritative.

Analytical Skills

Fashion marketers also need to possess strong analytical skills to plan, analyze data, and make informed decisions regarding campaigns. This could involve using analytics tools or software to track how campaigns are performing or looking at past trends to determine future strategies.

Communication & Collaboration

Finally, fashion marketers must be able to communicate effectively for any campaign or strategy to be successful. They should have excellent verbal and written communication skills to collaborate with other stakeholders such as vendors or suppliers.


Fashion marketing professional

Having a business background will be helpful when working in fashion marketing. You should be able to look at how to generate sales and increase profits through marketing since that is the primary goal of marketing. You will also need to know how to spend money responsibly within the marketing budget.

19 Key Fashion Marketing Tips to Remember

If your goal is to grow your fashion business and be successful in marketing, here are some key tips to remember:

1. Reach Out to Influencers

Fashion model

Influencers are a powerful tool for driving engagement and sales. By reaching out to influencers who align with your brand, you can tap into their audience to reach more potential customers. Influencers get offered many brand deals, so it’s important to come up with an offer that is unique, professional, and will help you stand apart from competitors.

2. Develop Brand Storytelling

Storytelling is an important part of fashion marketing. It’s not just about selling products; it’s about conveying your brand story in a way that resonates with customers and makes them feel connected to your brand. Focus on building an emotional connection with your audience by being creative, honest, and authentic when crafting stories.

3. User Generated Content

User-generated content (UGC) can be a powerful tool for fashion marketers. You can increase engagement and build trust in your brand by leveraging content created by customers. This is why it is important to create a strategy that encourages customers to share their experiences with your products or services.

4. Social Media

Social media is a great way to engage with potential customers, create content that resonates with them, and create campaigns that will capture their attention. By creating content that speaks to your target audience, you’ll be able to drive engagement and build relationships in the process.

5. Test & Optimize Your Strategies

It’s important to test different strategies to determine which ones work best for your brand. This could involve testing different ad formats or trying different content strategies. Once you’ve identified what works, it’s important to optimize your campaigns to maximize conversions.

6. Focus on Quality

Fashion industry

When it comes to fashion, quality is key. Make sure that all of your marketing materials are professional, well-designed, and polished. Invest in high-quality photography for product images and videos, as well as compelling copywriting for blog posts and social media captions.

7. Expand Your Digital Presence

Nowadays, digital channels like social media and email play a huge role in fashion marketing. You need to make sure that you’re using these tools effectively to reach more potential customers. Focus on creating content that is engaging and visually appealing, so that customers can easily find your brand online.

8. Be Mobile Friendly

With the rise of mobile devices, fashion marketers need to create campaigns optimized for mobile. This means ensuring that your website, emails, social media posts, and other digital content are optimized for a mobile experience.

9. Invest in Social Media Ads

Using organic social media can be effective, but it often takes time to build an audience and get results. Investing in paid ads on channels like Facebook and Instagram can help you quickly reach more potential customers and increase sales.

10. Engage With Your Audience

Engaging with your audience is essential when it comes to fashion marketing. Make sure to respond to comments or questions in a timely manner, as this will show customers that you care about them and their opinions.

11. Multiplatform Approach

It is important to have a presence on multiple platforms to maximize your reach. This could include social media, email marketing, or even more traditional forms of advertising. Each platform has its own unique features and benefits that you can leverage to help with your marketing efforts.

12. Offer Incentives

Selling in fashion

Offering discounts, coupons, or loyalty points can incentivize customers to purchase from your business. This is a great way to build customer loyalty and encourage repeat purchases.

13. Copy the Competition

It’s important to keep an eye on what your competition is doing. By analyzing their campaigns and strategies, you can get a better understanding of how they are marketing their products and even gain some inspiration for your own strategies.

14. Analyze Data About Customers

Collecting data about your customers can help you gain a better understanding of their needs and wants. This data can be used to inform marketing strategies, such as targeted emails or social media campaigns.

15. Know Your Brand

Fashion brand strategy

Fashion marketing professionals should be passionate about the story and mission of the brands they work for. Showing customers that you’re dedicated to them through your thorough understanding of what they stand for will likely result in their loyalty.

16. Build Customer Loyalty

Having a great relationship with your customers is essential to the success of any business, and one way to achieve this goal is by implementing reward or loyalty programs. Not only does this provide an incentive for customers to continue doing business with you, but it also helps build brand equity.

17. Create a Buyer Persona

Creating a buyer persona is essential to successful fashion marketing. This involves researching your target customers to determine their purchasing behaviors, interests, and needs. By understanding who your target customer is, you can tailor campaigns and messaging that will resonate with them more effectively.

18. Anticipate Future Trends

Fashion marketing industry trends

The fashion industry is constantly changing, so it is important to stay ahead of the curve and anticipate future trends to stay competitive. Researching current industry trends can be a great way to get ideas for new campaigns or strategies.

19. Stay Organized

As with any business, fashion marketing requires a lot of organization to stay on top of tasks and campaigns. Utilizing tools such as project management software or task lists can help keep you organized and ensure that deadlines are met.

Key Takeaways

Fashion marketing is an ever-evolving industry, and it’s important to keep up with the latest trends to remain competitive. Utilizing influencers, leveraging multiple platforms, offering incentives, analyzing customer data, building customer loyalty, creating a buyer persona, and staying organized are all key elements of successful fashion marketing. By following these tips, you can ensure that your campaigns are effective and help you reach your desired results. If you’d like to speak to an expert in fashion marketing, contact our team for a free strategy session.

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What Are Marketing Audits? The Expert’s Guide to Auditing https://ultralightco.com/blog/what-are-marketing-audits-the-experts-guide-to-auditing/?utm_source=rss&utm_medium=rss&utm_campaign=what-are-marketing-audits-the-experts-guide-to-auditing https://ultralightco.com/blog/what-are-marketing-audits-the-experts-guide-to-auditing/#respond Thu, 17 Nov 2022 20:29:50 +0000 https://ultralightco.com/?p=4950 Regularly scheduled marketing audits are critical to your organization's ability to launch new marketing campaigns and scale.

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All businesses require some marketing to reach their target audience. However, a marketing strategy needs to change to accommodate a business’s natural changes and allow room for growth. Regularly scheduled marketing audits are critical to your organization’s success.

What Are Marketing Audits?

A marketing audit definition states that it comprehensively analyzes how a business is being marketed and takes an in-depth look at the current strategies. The audit allows business owners, partners, and teams to understand the impact of their marketing efforts, what needs to be changed or improved, and what is working to their benefit.

Marketing audits are necessary, because they allow you to fully understand the components of your strategy, and how to incrementally improve those strategies.

Your marketing audits are a tool to help you make better decisions about the performance of your campaigns. The purpose of a marketing audit is to:

  • Help set goals and future objectives
  • Gather information about the business assets, overall performance, and environment
  • Analyze information and gathered data
  • Use the analysis results to develop new and improved strategies

Marketing audits are also split into categories, which include internal audits and external audits.

Internal Audit

Conducted by staff within the business or company. Because this type of audit is conducted in-house, they are also conducted and finished typically faster than external audits.

External Audit

Conducted by an outside party that is a separate entity from the company or business. Although an external marketing audit can take longer to complete, it’s still an effective marketing audit because the outside perspective can offer a fresh pair of eyes with little to no bias to influence the new marketing plan.

Who Is in Charge of Conducting a Marketing Audit?

Business professional working on a marketing audit

Most marketing audits are conducted by outside sources, such as a third-party company. This is often done to avoid bias when the auditor analyzes the data.

Components of a Marketing Audit

These are the components of successful marketing audits:


One of the first steps to ensuring your marketing audits are successful is to ensure they are comprehensive. A comprehensive marketing audit will include and evaluate every aspect of a marketing strategy.


A marketing audit should also be systematic, meaning that it is well organized, documented, and the auditors follow a process. For a marketing audit to be systematic, every operation that affects marketing efforts and performance must be evaluated.


Running audits independently allows you to avoid bias by the team responsible for implementing the marketing plan, which protects the integrity of the analysis.


Lastly, marketing strategy audits should be a recurring feature in a business. Marketing strategies will change as the business continues operating and will need to change to maintain a positive influence.

Having regular marketing audits performed also helps to prevent problems in the business before they have a chance to arise. A business should conduct a marketing audit report at least twice per year.

Do I Need a Marketing Audit for My Business?

marketing systems

Every business should have a marketing team and a marketing strategy in place. Therefore, you should also consider having a marketing audit conducted. There are many benefits to a marketing audit as well.

Audits allow you to pinpoint impact with better accuracy. Even when a business is young, audits can show what areas need more attention and improvement. The more regularly they are conducted, the easier it is to course correct.

How to Conduct a Marketing Audit

Conducting a successful marketing audit is split into multiple steps and will be a unique experience and report for every business and company. This is because every business and company has different goals and visions and will have different information to include and analyze in their marketing audit.

Step 1: List Marketing Goals and Objectives

A proper marketing strategy audit isn’t complete without prepared goals and objectives your company intends to achieve. Using the SMART goal system is typically one of the best ways to start this process. SMART is an acronym for Specific, Measurable, Achievable, Realistic, and Timely.

This goal system can be used as a checklist for meeting each goal. There are a multitude of goals that your business can strive toward, including:

  • Increasing marketing performance and effectiveness
  • Increasing audience reach
  • Diversifying from competing brands and companies
  • Increasing visibility, etc.

When establishing a list of objectives, you want to achieve, it is crucial to diversify and set both long-term and short-term goals. It is also important to keep the budget, labor, and priority requirements in mind when creating goals.

Step 2: Creating Customer Personas

Marketing audits breakdown

Creating personas of your customers helps you uncover who your ideal buyer is. To create an effective customer persona, you will need to look at factors, including job titles, industry types, company size, geographical locations, and other demographic information.

Step 3: Identify Your Competition

Every industry has competition, so one of the best ways to combat competitors and stay on top is to understand your competition. Start by identifying the top 3-5 competitors to your business.

When evaluating and learning more about your competition, you should take note of how each competing company functions and their assets, including their website, products, services, and so on. This step allows you to compare your company to others in your industry, and to benchmark your marketing performance and marketing strategies.

Step 4: Describe Your Products and Services

Next, take time to properly and thoroughly describe what your products and services entail. When doing so, ensure to include every detail, including pricing, benefits, distribution methods, etc.

From there, you can compare the products and services of competing companies and develop a list of strengths and weaknesses of your products and services.

Step 5: Map Out Your Inventory

The next step is to compile a comprehensive list containing all marketing assets currently in use. This can include websites, inventory, materials, and so on. A spreadsheet will be useful in compiling this list of information for easy reference.

Step 6: Analyze Data and Draw Conclusions

company marketing audits

All data will have been compiled and documented by this step, so the next step is to analyze what you’ve gathered. Again, this step also involves finding the strengths and weaknesses in your current marketing strategy.

Step 7: Make a Plan and Put It into Action

Once all data and other information has been analyzed and considered, the results can be used to create a thorough plan. This plan should be set into motion immediately and should allow your business to avoid potential problems that may have arisen if a plan were not in place.

This step should also point out areas as a result of the audit that could use improvements and areas that are beneficial to the marketers.

What Are the Marketing Audit Examples?

There isn’t a one-size-fits-all marketing audit. There are different types of audits fit for different purposes. To categorize the audits, there are three components: external environment, internal environment, and current marketing strategy.

External Environment

Macro-Environment Audit

One of the two types of external environment audits is the macro environment audit. As the name suggests, this type of audit process focuses on the big picture and outside factors of the business’s marketing strategy. These often include factors related to demographics, economic factors, factors surrounding the culture and environment, and so on.

Any of these factors can influence how well a business is marketed and how the marketing is received. Social trends and beliefs can also impact a business’s marketing strategy, and the marketing team must adapt to continue marketing effectively.

Task Environment Audit

Similar to the macro-environment audit, the task environment audit is also an external environment type of audit. However, this type of audit not only focuses on the external factors mentioned earlier, but also focuses on the operations behind the marketing.

This includes taking into account the size of the industry that the business is a part of. With this marketing audit, you will also look into your company’s competitors and the relationship your company has with its partners, distributors, and retailers.

Internal Environment

multi-person marketing audits

Marketing Organization Audit

One of the three internal environment marketing audits is the marketing organization audit. This type of audit looks at the staff and labor behind the company and evaluates their performance by what is benefiting and hurting the company.

Marketing Function Audit

Another internal environment marketing audit type is the marketing function audit, which looks at the company’s abilities. This audit evaluates pricing, communication, distribution of goods and services, and the sales force. When conducting this type of audit, looking at the competitor’s data for comparison is worthwhile.

Marketing Systems Audit

The marketing systems audit evaluates the current marketing system in use. This includes the marketing information system, the marketing control system, and the new product development system.

Marketing Strategy

Strategies required for marketing audits

Marketing Strategy Audit

This marketing audit evaluates the current strategies in use, as well as the business vision and purpose or mission. Marketing strategy audits evaluate if a strategy is appropriate for the business.

Marketing Productivity Audit

The marketing productivity audit evaluates the company’s productivity of marketing strategies. This type of audit will also evaluate if the strategies are cost-effective and their profitability.

Other Marketing Audit Tips to Know

researching marketing results

Before starting the audit process, it is a good idea to list the marketing goals your company or business wants to achieve between audits. Goals can include increasing profit margins, expanding your target audience, and building or increasing brand awareness.

Also, get a clear picture of your target customer and how you compare to competing brands or companies. Taking a moment to look inward and evaluate your company’s marketing department will allow you to truly gauge what you need from a marketing audit.

To best benefit from the audit and improve your marketing plan, a marketing audit should be conducted at least twice a year. Still, businesses can also benefit from quarterly audits. Depending on the length of time it takes your company to pivot, twice-yearly audit is typically the perfect amount of time to see the before and after of a new strategy.


Marketing audits are great tools for any and every business and company to improve marketing plans and find ways to implement new strategies. Having a marketing audit checklist ready for yearly, semi-yearly, or even quarterly audits will ensure that your business will be ready to prevent any potential problems that might arise in any strategy or environment.

It’s important to remember to invest time examining multiple factors surrounding your business to ensure that your marketing audit will provide the most comprehensive snapshot. If you’re interested in learning more about conducting a marketing audit, contact Ultralight Co.

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What gets measured gets managed | How to Implement Task & Process Automation at your Organization https://ultralightco.com/blog/what-gets-measured-gets-managed/?utm_source=rss&utm_medium=rss&utm_campaign=what-gets-measured-gets-managed Fri, 04 Feb 2022 02:09:48 +0000 https://ultralightco.com/?p=4189 There are over 30,000,000 businesses in the United States, so I figure there’s no risk in sharing our secrets.

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The goal of task and process automation is to improve the efficiency of your organization.

Many companies, departments, and executives rely on their email inbox as a to-do list. However, there are simple tools used by millions of companies that can bring your organization out of the stone age. If you adopt the tools outlined in this post, you’ll lose track of an action item, have complete organization-wide visibility, and have unparalleled collaboration capabilities.

When implementing these tools into your organization, there are many strategies and best practices. Still, I’m going to share with you the high-level strategies that will get your organization pointed in the right direction.

Of course, if you know that you don’t have the time, resources, and patience to implement these technologies into your organization, we can take the heavy lifting off your shoulders and do this for you. You can read more about our Task & Process Management solution here.

The Three Tools You’ll Need

There are unlimited ways that your existing apps can be integrate using Zapier.com, but to keep things simple, the three tools I’d recommend starting with are:

1. Asana

2. Process Street

3. Slack

Task Management with Asana

Asana was created by an original founder of Facebook and is now a publicly-traded company. Today, they are the global leader in task management software that is simple for organizations of any size to use.

Here is the foundation of how we recommend configuring your Asana account.

Step #1: Create Your Teams

If you don’t have clear teams within your organization, think of teams as departments. You may have “Sales” or “Client Success.”

You can overwhelm your employees if you create too many teams. Instead, try to simplify your organizational units into the fewest number of teams possible.

Step #2: Determine Your OKRs

OKRs is an acronym that stands for Objectives and Key Results.

The simplest way to understand OKRs is to remember this phrase: “I will achieve [objective] as measured by [key result].”

OKRs should be created from the top down. Start by defining your organization’s OKRs, followed by departments, and finally assign OKRs to each employee.

Asana gives you the ability to track OKRs throughout your organization, making it easy for you to see who’s on track to reach their objectives.

Step #3: Create Projects

Talk to the people in your teams to determine what is the best way to organize their work into projects.

Although we think of projects as temporary, try to only create projects that live indefinitely. For example, creating a “Content Creation” project for the marketing team is better than creating a new project titled “Year in Review eBook.” If marketing has a “Content Creation” project, a “Year in Review eBook” task should be placed inside the broader topic.

Step #4: Create Templates

Boil every repetitive task down into the action steps required to complete the task. Then, create a task template. Task templates will standardize tasks in your organization and make them easy for anyone to complete.

Step #5: Pick Your View

In Asana, you’re able to pick how you view your tasks. Your options include a task list, board, timeline, or calendar. Each project is unique, and your team should choose the view that works best for them.

Our favorite is to use a board consisting of the following columns:

  • Discuss (Tasks that need to be reviewed by the team before deciding on a course of action)
  • To-Do (Tasks that need to be completed)
  • In Progress (Tasks that someone is actively working on)
  • Pending Approval / Action (Tasks that are waiting for approval or another action before it’s able to move forward)
  • Completed (Tasks that have been completed)
  • Future Ideas (Tasks that aren’t important, but the team would like to take note of to reference in the future)

Step #6: Create Tasks

Set a rule at your organization that any task created must have a due date and be assigned to someone. If a task doesn’t have both of those requirements, then the team will lose track of the task.

Step #7: Automate

Asana has plenty of automation capabilities that will eliminate repetitive work. Take advantage of these automation features early on.

Step #8: Measure

Asana offers detailed reporting and dashboards for OKRs and specific tasks. It’s a manager’s responsibility to keep track of these metrics to monitor team progress, resolve bottlenecks, and ensure adequate workloads for every member of an organization.

Process Standardization and Training with Process Stress

Employee training is expensive and time-consuming. Using a tool like Process Street, you can automate much of that training.

You have to think of your business as a franchise, even if you have no plans of adopting a franchise model.

Procedures, best practices, and processes all must be documented so that new employees can quickly be brought up to speed on how your organization operates.

Have everyone at your organization document the processes that have the largest financial impact. Then, work backward until their daily activities are so well documented that if they were to leave their desk tomorrow, someone else could fill in and begin working that same day.

Improve Communication with Slack

If your organization is task-driven, then 99% of communication should be about specific tasks. Many companies spend far too long on company meetings that serve no purpose or brainstorming sessions that lead nowhere, but if you create a task-focused organization, you’d be amazed at how much unproductive communication decreases and task-communication increases.

Instruct the leaders of your teams to direct all communication through Asana tasks. If someone sends an individual a question regarding a specific task, respond politely and have them restate their question within the chat functionality below each task in Asana.

However, there are times when non-task communication may be required. For those use-cases, we recommend Slack.

Slack is the most popular company communication application, and many organizations use it as a replacement to email altogether.

Final Thoughts

Implementing organizational-wide task and process management can be a heavy lift. However, in a few short months, your teams will be looking back on the way you used to operate and wondering how they ever got any work done. If you need assistance with proper implementation, you can submit the form below.

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Content is King | Real Life Example of How to Consistently Produce Continent That Generates Meetings and Ranks at the Top of Google https://ultralightco.com/blog/content-strategy/?utm_source=rss&utm_medium=rss&utm_campaign=content-strategy Thu, 03 Feb 2022 01:32:03 +0000 https://ultralightco.com/?p=4107 There are over 30,000,000 businesses in the United States, so I figure there’s no risk in sharing our secrets.

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Content is king.

You can use content to nurture leads, drive organic traffic, increase your conversion rate, become a thought-leader, capture contact information, and provide your sales team with marketing collateral.

Here’s how we produce content that uses data to determine what your ideal buyer persona cares about, and has the highest probability of ranking on the first page of Google.

How We Rank #1 On Google in Three Simple Steps

Step #1: Identify Keywords You Want to Rank For

We may think we know what our target audience is searching for, but real data can tell us with certainty what’s actually being searched.

To determine what keywords your target audience is searching for, we use Ahrefs.com. You’ve probably never heard of Ahrefs.com, but many of the top SEO and content creation tools are built using integrations with Ahrefs.com databases.

Type in the keywords that you THINK your target audience is searching for.

Although this strategy works with any industry, healthcare, IT, accounting, legal, software, consulting, construction, etc., in the example below, I’ll be using “Weight Loss.”

After searching “Weight Loss,” Ahrefs.com provides me with exactly 811,528 keywords that I could target.

To identify the best keyword to rank for of the 811,528 provided, we’ll need to filter the available keywords.

KD = Keyword Difficulty. KD is a measure on a scale of 0-100 of how difficult it will be to rank for a specific keyword.

Volume = Monthly Searches Per Month. Knowing keyword volume will ensure you’re creating content targeting keywords your target audience is actually searching for often.

If you are a newer company or don’t already have a significant SEO presence, I’d recommend setting the KD to be less than 20 and the Volume to be no less than 1,000 searches per month.

Once you’ve applied these filters, sort the content by volume, and you’ll be able to quickly identify target keywords.

Our list of 811,528 keywords has now been reduced to 418 keywords, which is a much more manageable list.

Step #2: Determine the Ranking Criteria for chosen Keywords

Over 90% of web traffic will only ever look at the first page of the search results. That’s why it’s important to know a specific keyword’s ranking criteria, otherwise you’ll never make it to the first page of any search engine.

To determine the ranking criteria, we use a tool called Surfer SEO.

The Surfer SEO algorithms tell you exactly what you need to do to rank for a specific keyword. Surfer SEO’s recommendations include related keywords to include keyword frequency, word count, heading count, paragraph count, image count, and more (see image below).

Surfer SEO also tells you what other keywords to include in your content and how frequently.

Step #3: Create the Content

Now that you’ve picked your target keyword, and you know the ranking criteria, it’s time to produce the content.

Writing the content is easy since you know all of the criteria you’ll need to reach to rank on the first page of Google. If you’re ever in doubt, it’s always best to exceed the content requirements Surfer SEO provided.

After all, if you do manage to rank for a specific keyword, it’s likely that you’ll continue ranking for the specific keyword for months or years to come.

Once you produce the content, you can use Surfer SEO to grade it on a scale from 0-100.

In the example above, a score of 83/100 inside Surfer SEO was enough to rank our client #1 in Google for their target keyword (see the blue outline on the image below).

This was the first piece of content we produced for them, and after one month, the blog we created for them became their largest driver of organic traffic. It’s so popular, that the black outline on the image above is their homepage, which gets a third of the traffic our blog generates.

Final Thoughts

If you need help producing content monthly that drives results as measured by real data, please contact our team by submitting the form below.

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Behind the Scenes | The $15,000/Month Revenue Growth Consulting Engagement Enterprises Pay My Mentor That You Can Do Yourself https://ultralightco.com/blog/tell-all/?utm_source=rss&utm_medium=rss&utm_campaign=tell-all Thu, 27 Jan 2022 00:50:08 +0000 https://ultralightco.com/?p=4100 There are over 30,000,000 businesses in the United States, so I figure there’s no risk in sharing our secrets.

The post Behind the Scenes | The $15,000/Month Revenue Growth Consulting Engagement Enterprises Pay My Mentor That You Can Do Yourself appeared first on Ultralight Co.

There are over 30,000,000 businesses in the United States, so I figure there’s no risk in sharing our secrets.

If a thousand people end up copying our secret strategies, it’s not like my mentor or myself could ever be out of a job because there are still 29,999,000 other businesses we can sell our services to.

1-Minute Summary

If you don’t have time to read my full blog post, read below to get the 1-minute summary.

Every business needs to do the following:

  • Generate leads
  • Market
  • Nurture leads
  • Convert leads to opportunities
  • Convert opportunities to paying customers

Tools we use and their purpose:

  • Seamless.AI (Get an endless supply of leads)
  • LinkedIn Sales Navigator (Identify list of ideal buyer personas)
  • Dripify (Automated LinkedIn outreach)
  • Ahrefs (Identify popular topics using data)
  • Surfer SEO (Determine ranking criteria)
  • Fiverr and UpWork (Outsource content creation, lead development reps, and other repetitive tasks)

The Strategy Summary

Use Seamless.ai and LinkedIn Sales Navigator to get an endless supply of cheap leads. Import those leads into a CRM and marketing automation software. Continually create new content to nurture those leads. Use Ahrefs and Surfer SEO to use real data to identify what your ideal buyer persona cares about and create content that drives organic traffic. Outsource the creation of the content to Fiverr and UpWork. Create automations that tell an outsourced lead development rep to call or email a contact when a micro-engagement occurs. Track everything with metrics to make faster decisions. Scale-up as needed.

Why am I sharing everything?

Well, as you’ll learn in these secrets, most companies are always asking for something to generate revenue.

Instead, sometimes it’s better to give.

You can open a lot of doors by giving away your best stuff, so that’s what I intend to do.

Quick background – My Rich Neighbors

I grew up in a wealthy neighborhood, surrounded by executives of brand-name companies, lawyers, doctors, and a lot of entrepreneurs.

My best friend’s Dad was even making $10,000,000/year selling computer equipment.

As an innocent kid, I didn’t think much of my surroundings.

After all, you can’t control the circumstances you were born into, and that reality becomes the de facto “normal life.”

Here’s why this matters.

Over 20+ years of dinner parties, family vacations, and talks with my neighbors, I was able to gradually pick up little “golden nuggets” of wisdom, strategy, and tips.

One mentor, in particular, was a business coach, consultant, done-for-you marketer, and sales trainer. He charges upwards of $15,000/month for his services, and if the company wants him to be in-person, he charges a lot more.

His knowledge is so diverse that he could never hire any employees. It would take years to train someone because he was a human Swiss-Army knife.

However, since I grew up around him, I ended up interning and eventually working for him.

Every time he would sell another customer on a $15,000/month package, I was the one doing ALL the work behind the scenes… and that’s no exaggeration.

Now, he has the “gray hair,” as I like to say, and a reputation for consistently generating results for his clients. One thing you should know, the process he takes his clients on to grow their revenue is incredibly simple.

The process just takes doing.

You can take everything I’m about to share and do it on your own.

I’ve seen it generate millions of dollars for clients many times over.

To show you I’m truly giving everything away, as a promise, if you think I’m holding anything back or want clarification, just message me at the bottom of this page, and I’ll personally answer your questions.

Step-by-Step Deliverables of a $15,000/month Revenue Growth Engagement

Here’s the 100% Complete, Holding Nothing Back, Step-by-Step Deliverables of a $15,000/month revenue growth engagement that I’ve consistently seen generate $1,000,000+ in revenue for companies.

Quick Breakdown – The Setup

  • Every business needs leads
  • Every business needs to market itself
  • Every business needs to nurture leads
  • Every business needs to convert leads to opportunities
  • Every business needs to convert opportunities to paying customers

Every business needs leads

What most people do

Business owners think they need to run advertisements to get leads, spend a fortune on lists from ZoomInfo, or create a ton of content to attract leads organically.

You could do all of that, but those strategies are typically expensive and take a long time to implement.

What you should do instead

There are services like Seamless.AI and similar competitors, which will pair with LinkedIn to extract contact information.

If you sign up for LinkedIn Sales Navigator (<$100/month), LinkedIn’s paid service, you can run extremely detailed searches on people and companies (see screenshot below).

Note: You can learn more about the search criteria here.

Using Seamless.AI (<$100/month) or a similar tool, you can scrape the contacts you searched inside of LinkedIn Sales Navigator. This will give you their email, phone number, and any other information they willingly provided when setting up their LinkedIn profile.

Upon purchasing Seamless.AI, you can install their browser extension, which adds a few additional buttons to the right side of LinkedIn Sales Navigator (See Image Below).

Simply search for your ideal client persona, and then click the “Find All” button to get the name, email, and phone number of every contact on that page.

You can scrape thousands of contacts per week, which, if you were to buy your leads from ZoomInfo, literally could save you over $100,000 on lead generation each year.

Basically, this software gives you an endless supply of leads, which is often a huge problem for businesses.

Seamless.AI also offers its own search functionality outside of LinkedIn Sales Navigator, which is less robust in terms of search capabilities but also gets the job done.

Once you get the list of leads you like, you can export them from Seamless.AI.

If you plan on importing the leads into a CRM or Marketing Automation tool, I’d recommend running the leads through a service like NeverBounce.com, which verifies the email addresses.

If you don’t clean your lists before mass emailing leads, you risk a high bounce rate, which harms your email deliverability and can get you kicked off of your CRM or marketing automation software.

Every business needs to market itself


You’re going to have to check the boxes of professionalism in the client’s head.

If you don’t have a website, get one. If your current website sucks, get a new one.

Beyond that, you don’t need much.

LinkedIn Outreach

When marketing your business, look for the low-hanging fruit first.

One strategy we often implement is automated LinkedIn outreach.

Using tools like Dripify (<$100/month), you can automatically send messages to leads through LinkedIn.

Ever wonder how you and I connected on LinkedIn? It was through a Dripify campaign.

For less than $100/month, you can be connecting with and messaging hundreds of people weekly who fit your ideal buyer persona.

If you are worried about cluttering your LinkedIn, you can also find outsourced virtual assistance or sales reps and pay them a monthly fee to leverage their LinkedIn accounts for your marketing efforts.

This strategy is becoming more popular and therefore saturated, but I assure you that it still works.

Personalized Email & Calling

You need someone on your team to pick up the phone or send custom emails to your new leads.

For example, if you connect with someone on LinkedIn, I recommend using a tool like Zapier.com to set up an automated message to go to your lead development rep to call or email the person.

Another example is if you see that a lead is opening all of your emails, also create an automated message to go to your lead development rep to call or email the person.

The good news is these lead development reps can be outsourced, so there’s no need to worry about hiring a full salaried person with benefits.

Sites like Fiverr.com and Upwork.com are a great source of talent for outsourced lead development reps.

However, don’t expect these folks to build a process and script for you. You need to be very precise about what they need to do and say.

It may take some trial and error to settle on someone who does an exceptional job. Be prepared to fire fast. You won’t hurt anyone’s feelings by pushing for better results.

Advice: Hire a native English speaker. You can find plenty of talent in Asia or Eastern Europe who speak English and work for a fraction of the price as a lead development rep from the United States, Canada, or Great Britain. However, their phrasing and understanding of subtle verbal cues almost always miss the target, which can leave a bad impression on your lead/opportunity.

You need to track the lead development rep’s performance. You can’t rely on what they say. You need them to report their activity in a spreadsheet or track their activity using software.

If you want to start out simple, track everything in a simple spreadsheet. Require the lead development rep to report their daily activity. By doing so, you’ll quickly be able to identify bottlenecks in your sales process that need to be modified, or you can fire them for underperforming.


Google, YouTube, LinkedIn, Facebook, and all the major advertising platforms make running high-converting ads seem easy.

It is easy to create a basic ad, but if you want to truly invest in a proper cost-effective ad strategy, be prepared to either make that your full-time job or outsource it.

I personally dread doing ads the right way because it takes an enormous amount of time, and the cost-per-lead can be incredibly high.

My mentor paid over $30,000 in courses on digital advertisement, and we ran ads “the right way” for a while. Instead of going into a lot of detail about proper ad strategy, I’ll give you a brief overview.

The best advertisers in the world admit they don’t know if an ad will perform well or not. Instead, they rapidly test ads. Then turn off ads that aren’t performing, and replace those bad ads with new versions.

You are split constantly testing, which is a monotonous never-ending cycle. It’s a race against the clock to create new ads and delete the underperformers. Even if you find a great ad, fatigue sets in, and eventually, the ad needs to be replaced.

My Point: Don’t run ads unless you hire someone to do it for you.

If you hire someone, press them on how often they split test. If they aren’t split testing, they aren’t good at running ads.

Lead Magnets

A lead magnet is something of value (an article, checklist, interview, etc.) that is gated behind a lead capture form (typically email collection).

Lead magnets are an excellent way to capture the contact information of your website’s visitors.

However, you’ll want to make sure you actually have web traffic or a social following before creating lead magnets.

Otherwise, you’ll be wasting your time/money on producing a lead magnet, which is typically much more expensive than producing a blog post.

Other marketing strategies

There’s an infinite number of marketing strategies.

Don’t reinvent the wheel.

Research what your competitors are doing, and copy what works.

Also, look for cost-effective strategies, like being a guest on a podcast, speaking at an event, or forming a partnership with a company that frequently deals with your ideal buyer persona.

Every business needs to nurture leads

Nurturing leads can require a lot of heavy lifting.

It’s sometimes difficult to track the value of nurturing your leads, but I assure you it works.

My mentor frequently produces exceptional blog content for his clients. This content is then sent to all leads and opportunities so that my mentor’s offer stays top of mind.

When the time comes for a lead to buy, if you constantly are serving up great content and nurturing leads, you’ll be the first person they turn to.

Most companies don’t know what content to produce, or they produce content that they think their ideal buyer persona will like.

We take a different approach. Using tools like Ahrefs.com (<$100/month), you can identify topics/keywords that your ideal buyer persona is actually searching for.

Produce content on those topics/keywords.

For example, I can see that the topic/keyword “disaster recovery” has a monthly search volume in the U.S. of 5,200 searches. However, I also see that the “Keyword Difficulty” is rated a 58 on a score from 0-100, meaning this keyword would be difficult to rank for if I was trying to produce a blog post that would drive traffic organically.

Using Ahrefs.com, we can quickly filter through millions of topics/keywords related to our client’s business and identify topics/keywords that have large search volumes which are easy to rank for.

Using a tool like Ahrefs.com will guarantee that you never have to guess about the content your ideal buyer persona is interested in. Instead, you can use search data to know that they will enjoy the content you create.

Once we know the blog topic/keyword that the company wants to target, we first look at what content is already ranking for that specific topic/keyword. This can be accomplished by simply typing the topic/keyword into Google and looking at the results on the first page.

Then, we will get a sense of what kind of content is ranking and try to build off what’s already working. We’ll interview a client to extract any unique takes/information they have on the specific topic/keyword we are targeting. We will then hire a writer to review the home page of Google and our client’s interview to build a new blog post that is more detailed than any other article but hits all the same talking points that Google knows web visitors care about.

Bonus: If you want to drive organic traffic to your website, which has a TON of benefits beyond getting you new opportunities, you can use Ahrefs.com paired with a tool called Surfer SEO (<$100/month) to know for certain if you produce a piece of content, it will drive organic traffic to your website.

As an example, if you want to write a blog post on Disaster Recovery, you can outsource that topic to a writer on Fiverr.com, Upwork.com, or about a dozen other websites where blog writers congregate.

However, over 90% of the traffic for a specific topic/keyword goes to the first ten links on page one of Google. That means, if you write a great blog that makes it to page two of Google, you might as well have saved your money paying a content writer because that does you no good.

The Surfer SEO algorithms tell you exactly what you need to do to rank for a specific keyword. Surfer SEO’s recommendations include related keywords to include, keyword frequency, word count, heading count, paragraph count, image count, and more (see image below).

If you meet Surfer SEO’s content requirements for a specific topic/keyword, assuming the keyword is not too difficult to rank for, you can drive a significant amount of traffic to your website by producing content.

Now, my mentor and I would frequently produce content for clients that didn’t make it to page one of Google because it was almost impossible given the competitiveness of the space. Instead, what we did with that content was to email it to the leads inside of our client’s CRM and marketing automation software.

Note: If you don’t have a CRM or marketing automation tool, I’d recommend ActiveCampaign or Hubspot. There are a million of these types of software, and they all do the same thing. If anyone ever tells you, “you have to get this CRM software,” it’s not true. All CRM and marketing automation software have the same core functionality.

Most businesses struggle to consistently produce content, which is understandable. If you don’t know what you’re doing, you’ll spend a ton of effort/time producing content that doesn’t generate any meaningful results.

Use the tools I mentioned above to unload the bulk of the effort.

Every business needs to convert leads to opportunities

The sales funnel varies for every organization.

All I can say is to know your sales funnel and have consensus throughout your organization for when a contact should progress to a different stage in the sales funnel.

Eventually, you’ll have to ask for the sale, and having a clearly defined sales process will help you do so.

If you don’t have a clearly defined sales funnel or sales process, I’d recommend copying what your most successful competitors do.

Then you need metrics for each stage of the sales funnel to track activity in your process.

If you do this, you’ll be able to convert leads to opportunities effectively.

Every business needs to convert opportunities to paying customers

Similar to the sales funnel and sales process points I mentioned above, you’ll need to eventually convert an opportunity to a paying customer.

Have a process in place to submit proposals, follow-up on proposals, schedule kickoff calls, etc.

When possible, if they verbally agree to a deal on a demo/consultation with you, schedule the kickoff call with them before you hang up the phone and send them the contract immediately.

Final Thoughts

As you can see, there’s not much that goes into generating millions of dollars of revenue for a company as a part of a $15,000/month engagement.

I’d highly recommend implementing these strategies into your business, and you’ll see positive results.

However, the reality is you probably don’t have the time to do this. And, like anything, you may stumble for the first few months as you refine your process.

As I mentioned before, my mentor and I are Swiss-Army knives at this process. We also perform what feels like a million other minor value-adds, such as website updates, blog posting, email design, and sales training.

I’ve split off from my mentor and now do this work on my own. My mentor sent me on my way to help other businesses using the same strategies he taught me.

Now, instead of spending $15,000/month, you can get my services at a fraction of that cost and get literally the exact same work that these companies received.

If you want to know more about this process, ask me more specific questions, or need help growing your business using this process, please contact me by submitting the form below.

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