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This is a powerful new approach to marketing that will multiply the impact of every dollar invested. Comprehensive research by Doug Hall details marketing initiatives that will deliver sustained success. What makes this book's teaching more reliable and reproducible than others is its foundation on hard data reflecting customer, industrial, and business-to-business marketing, not "guru opinions." After reading Jump Start Your Marketing Brain, readers will know how to more effectively and efficiently market and sell their brand, their services, their products, and even themselves!
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About the Author
Doug Hall has been named one of America’s top experts on business growth by “Inc. Magazine,” “A&E Top 10,” “CIO Magazine,” “The Wall Street Journal” and “DATELINE NBC.” Doug started his entrepreneurial career at the age of twelve developing and marketing a line of learn to juggle kits and magic tricks. After earning a degree in chemical engineering, he joined Procter and Gamble, where he rose to the rank of Master Marketing Inventor and in one twelve-month period developed and introduced a record nine new business initiatives. After ten years at P&G he retired to pursue his vision of the American dream. With three credit cards for financing and his basement as his office, he founded what is today known as the Eureka! Ranch. Doug’s focus on data-proven methods has earned the Eureka! Ranch an 88% client repeat rate since its founding in 1986. A national study found the average U.S. household uses 18 products or services that Doug and his team have helped develop. Following six years of R&D, Doug founded Merwyn Technology. Merwyn is a patent-pending computer model that helps managers make smarter marketing and business development decisions. “Fortune Small Business” magazine named Merwyn “one of the top emerging technologies in America.” Today, Doug is on a quest to share his data-proven wisdom with owners of businesses of all sizes. The Canadian TV show “Venture” had this to say about Doug: “Hall is a corporate Robin Hood. He takes from his big corporate clients and gives to small businesses. This super consultant helps entrepreneurs rebuild their businesses.” Doug and his family split their time between a 170-year-old homestead in Cincinnati, Ohio, USA, and a 140-year-old farmhouse in Springbrook, Prince Edward Island, Canada. Doug can be reached at email@example.com.
Read an Excerpt
If you wish to grow big, finding new customers is 2.8 times more important than building customer loyalty.A common debate when attempting to grow sales is, Should the primary emphasis be on increasing the number of customers or on increasing loyalty by selling more to existing customers?Common wisdom is that it’s easier to build sales through increasing loyalty than it is by cultivating new customers. For small growth1 to 20 percentthis might be true. But for mega growth25 to 400 percentthe common wisdom is flawed.This truth is based on analysis of 9,804 brands scanned by UPC numbers in grocery, mass merchant, and drug stores. A statistical model was created to explain total annual sales relative to the number of customers the brand had and dollars spent per customer over the year. Analysis found that the number of customers was 2.8 times more important in explaining big-brand success than loyalty was.As a secondary check, the 9,000-plus brands were divided into three equal-size groups based on total annual sales, and the relative importance of the number of customers versus loyalty was compared. Again, the number of customers was found to be about three times more important than the amount purchased per customer.