Blog | Jerome, Bruhn and Associates

An Entrepreneur’s Gamble

DATE 2-5-20 SHARE

Some people think that being an entrepreneur and founding a startup is the path to riches. It can be, but a more certain (and faster) path to riches is the casino. Huh? Most startups need money to grow. About 1 in 50 startups are successful in raising money. Of those that raise money, half fail in 18-36 months, returning nothing to founders. Another 30% fail in 3-5 years, returning less than 1X, and usually nothing to the founders who hold common stock. The remaining 20% account for the profitable returns to investors and entrepreneurs, and generally take 8-13 years. This means that an entrepreneur’s chance of success is roughly 1 in 250, includes years of no or low salary and lots of hard work, and with winning odds about the same as one’s odds of having eight straight roulette spins come up black or red.

An alternative for those who want to get rich is take $10,000 and go to your nearest casino. You just need to decide whether you prefer red or black. Put the $10,000 down on the color of your choice to leave for eight spins. At the end of eight spins, you will have $0 or ~$2.5M. And much like a startup, after seven spins, you may have $1.25M, and go bust on the eighth spin having nothing. Many startups are cruising along, show nice growth, and something totally outside of their control wipes out the company.

There are a couple of takeaways from this. The first is that founding a startup is a longshot at making one wealthy. The second is that even for a startup that appears to be on the path to success, one wrong decision can undermine years of hard work. How can one reduce the chances of this happening? One obvious way is customer traction, as gaining many customers (or a few high-value customers) provides one with revenue, runway, and a customer base for A/B testing. I recommend the book, Traction: How Any Startup Can Achieve Explosive Customer Growth. I also believe that a startup cannot be too early in marketing efforts to start gaining customer awareness.

Mark’s short bio:

Mark Neuhausen is a technology serial intrapreneur with 30+ years of experience successfully launching new products and services for medium-to-large-sized companies. Mark started angel investing in 2015. He enjoys leveraging his experience to help people and companies reach their potential with a passion for the early stage startup ecosystem in the Pacific Northwest. His activities include mentoring, advising, connecting, and educating companies/teams, judging at university business plan competitions and startup weekends, and investing in companies personally, and as part of networks and syndicates.

The Value of Relationship Marketing

DATE 4-17-19 SHARE

by John Jerome

I was reading a blog the other day and came across some very interesting facts about Relationship Marketing. In case you’ve been living under a rock for the past ten years, relationship marketing employed using a drip marketing format is the most effective tool in a marketer’s quiver. So, to start, let’s get a clear understanding of what Relationship Marketing actually is. For this I went to Wikipedia:

Relationship Marketing definition: Relationship marketing is a facet of customer relationship management (CRM) that focuses on customer loyalty and long-term customer engagement rather than shorter-term goals like customer acquisition and individual sales.

We also call it Drip marketing.

Really, when you think about it, everything in our lives that is important to us involves a relationship: our spouses, our families, our coworkers, our clients, everything! The challenge is how do we stay in touch with them on a regular basis? How many times have you had someone come work on your house and a few years later you want to hire them again, and you can’t think of their name or number?

All relationships take effort to keep them healthy. You have to stay in touch to be in touch. You don’t want to be that person who you only hear from when they want something.

Part of the reason relationship marketing works is due to the trend that people don’t want to be sold; they want to be part of the advertising message in the same way someone would recommend a restaurant or a car repair shop.

When we execute relationship marketing campaigns, there are some very basic rules we follow:

Always provide something of value to the recipient. For instance, an article you think is interesting, highlighting something that is new to you or your family, even a quote you like.
Always write it in the first person. It has to sound like you.
Keep it short. People don’t read, we try to keep them to no more than 3 sentences.
Personalize them. That means use their first name or company name in the writing. There are a lot of programs that do this for you if you set them up correctly.
Do not make it look like it’s a professionally formatted email. That means no logos, no pictures, no borders etc. It should look like an email that a friend would send to you.
Be judicious about not over doing it. Don’t you hate emails from places that send two or three every week? Eventually you don’t even open them, you just delete them. Having someone’s email is a trusted privilege. We typically do one every six to eight weeks.
Do it randomly. Have you ever worked in a company that celebrated everyone’s birthday for that month on the same day? It doesn’t make you feel special at all. We will occasionally send two out the same week if we have important news to share.

So now let’s look at some of the statistics about Relationship marketing: I found these on the Internet.

Open rates for drip campaigns are 80 percent higher than a regular email, and average click-through rates are three times higher.
Lead nurturing emails get 4-10 times the response ratecompared to mass email blasts.
Relationship marketing generates 50 percent more sales-ready leadsthrough regular communication with customers.
We have seen a 20% increase in sales after using drip campaignsto nurture leads.
Relevant emailssent through relationship campaigns drive 18 times more revenue than generic emails.
There’s less dating around. Loyal customers don’t go shopping around and they’re far less likely to switch. As an added bonus, they’re less price-sensitive because they’re more focused on value than price.
Relationship marketing is the foundation of a viral marketing effort.Strong relationships are essential to a successful business and a customer will happily refer your business to a friend.
Your regulars are your foundation.Existing customers buy more often and with regular communications. it keeps them engaged and your company top of mind.
Relationship marketing helps you reduce the cost of business development.Happy customers refer you to new prospects, reducing the need for paid advertising and costly marketing campaigns.

So here are a few real-life experiences that have happened for our clients due to a relationship marketing campaign.

A client was referred by an old friend after he had received a relationship drip email. That referral has become our client’s largest customer and caused our client to double in size in under a year. Results: Avg. 53% open rate.
Another client sent out a drip and it triggered $2M in new contracts. This actually happened twice for two different clients. Results: Avg. 44% open rate.
A client who provides home services would have us send them out when ever business started to slow down. He always got new business from it. Results: Avg 37% open rate.
A telecom company purchased a smaller company in the same business. We let their customers know about it through a drip from the CEO with the intention of initiating new brand loyalty through a human touch. CEO received very positive response. 72% AVG. open rate, 25% click through rate.

When you compare this to direct mail where a ½% is considered a very good response rate and we are typically getting 30% – 70% open rates.

This is usually one of the first things we do for a new client, mainly because it makes us look like marketing geniuses. The other great thing is that it is very easy to prove ROI. I honestly can’t understand why any company would choose not to do relationship marketing.

Understanding Long-Tail Key Words in SEM and SEO

DATE 1-9-18 SHARE

By Eric, JBA director of SEO/SEM

How do long-tail keywords work?

– They provide traffic at low volume but are less competitive

– Easier to optimize in the Search Engines

– Lower cost per click in SEM

How should companies identify the best keywords to target to drive business?

This is a bit more difficult to answer in bullets. Many factors come into play that will vary depending on the business. “Small business”. Are we talking products or services? Local, national, or worldwide? Budget?

Local business

Analyze top competitors and aggregate the keywords they are showing ads for. This indicates profitability depending on the consistency of the ads. We have an aggregator that pulls this data for us.

Check Google maps and determine the competitiveness of keywords individually. This is as simple as sending a query with “near me” included in the search. From that, we can look at the yellow stars which represent client reviews and then pull their citations with White Spark or Bright Local to see how many citations/directory submissions and if it’s worth it or not. Choosing less competitive keywords or lower hanging fruit, is beneficial to clients with smaller budgets.

Of course a little keyword research with the Keyword Planner tool provided by Google in combination with an SEO tool will show all potential keywords. Then it’s a manual process of “Googling” each keyword and manually checking the competition. Running the competition through an aggregator like Ahrefs will speed the process of analysis.

National or Worldwide Business

Same process as local, excluding the local citations/directory submissions. For SEM it’s a matter of determining keywords with a higher probability of profit and ROI. For SEO its more the competition of Organic search results and what the competitors link profiles look like. For instance if your competitor has tons of links from authority websites like CNN, Huffpost, Forbes, etc. and your budget is $2k a month, we would not consider the keyword and look for long tail keywords that show results in Google that have links from less authoritative sites that are easier to obtain.

Clothing (just used as an example)

Keywords are irrelevant and are highly competitive, being that larger brands have pretty much taken over the search engines at this point.

Conclusion

There’s a bit of intuition, knowledge of the market, and analysis involved when deciding the keywords. You don’t really know until you begin analyzing data from the aggregators. Data like links, authority, moz rank, majestic flow, CPC, consistency of competitors running ads, traffic volume. Then budget will determine feasibility of rank or competing with other companies.

The Fine Points of Launching a Company/Product

DATE 10-10-17 SHARE

by John Jerome

On September 6^th 2017 we introduced to the world a brand new airship. It is part blimp, plane and helicopter and I can say it really took off (every pun intended). The PLIMP Airship is a unique drone; it is the size of a truck (28’) but only weighs about as much as a car tire.

Launching a new product seems on the surface to be easy. The reality of it is like conducting a symphony where multiple components all have to come together at the same time to create a successful launch. To do it right, the process starts five months prior to the launch event.

In April 2017, Egan Airships retained Jerome, Bruhn and Associates (JBA) to launch their first Airship, the PLIMP. The PLIMP Airship is an unmanned craft operated by remote control. The first thing we did was conduct a secondary market research effort. We suspected that given its form factor it had some obvious applications so we researched unmanned flying machines, aerial advertising, and the major drone industry categories; agriculture, infrastructure, Oil & Gas, etc. What the research showed was that all the market opportunities were basically identical in size, rate of growth, five-year revenue projections, etc. JBA recommended we introduce the PLIMP as a radical new drone and not try to specify the target market.

The drone market is hot, but there are some limiting factors that the FAA has installed. First, they had to be flown within line-of-sight and could not be flown over people. We assume this is because drones fall out of the sky if they stop working.

We picked a major drone trade show (Interdrone) that we hoped would give the engineering team time to complete the first prototype. We than pulled together the core team, PR, Social, Web design, Writers, Designers, Illustrators etc. and defined the strategy and tactical approach.

Tactics:

Public Relations: We started three months prior to the show on the PR effort. We built the media list, did some pre show teasers, conducted media training with the founders, developed talking points on the potential sensitive questions, etc. During the show Martin Levy, director of PR for JBA, was onsite arranging interviews, pulling TV interviewers and bloggers into the booth, and started really generating awareness of the PLIMP Airship. The post show continues with following up with the media while staging two regional demonstration flights for the national and local press. This has led to over 3.5M views including the cover of Popular Science and the Discovery Channel.

Booth Design: We selected an exhibit company to work with — American Image Displays. We chose them because they put together a complete package; design services, shipping, setup, dismantle labor, which took a lot of the nickel and diming out of this part of the effort. I have to tell you they were awesome! We designed the booth using truss systems because they offer so much flexibility, rented a 20’X30’ space at the show site, the Rio in Vegas. The booth was there on time and the labor moved quickly and efficiently. At the end of the show, all I has to do was to make sure the video monitors got picked up. Simple and easy. I should also say that the 20’X30’ booth we rented with the truss structure, purchased and printed graphics, cost us just under $10,000.

On a side note, JBA recommends that a company does not do a trade show unless they can afford a minimum size booth of 20’X20’.

Social Media: We had the social media all planned and arranged prior to even leaving for the show. We set up LinkedIn, Facebook, Twitter and YouTube sites for Egan Airships. During the show we posted once a day on LinkedIn and Facebook but Tweeted all day during the show.

The client arranged for a professional video be shot at the PLIMP Airship site of construction in LA. They came up with the idea of running a video contest. We reached out to a number of video producer sites and film schools, made the raw footage available and instructed them to do what they wanted in producing 30 and 60 second spots. The winner got $2,500, $1,500 for second and $500 for third. We end up with 10 entries, and an 11^th in Spanish. We then got them out on all the social sites. We also looped these up and they ran them continuously on the four monitors in the booth.

Collateral and Graphics. One of the challenges we faced was a result of the fact that the actual production of the first PLIMP Airship was a week or two prior to the show. We didn’t get real images of the Airship until two days before they had to be turned over to production for printing the tradeshow graphics and collateral, not to mention the website graphics. We had the visual designer prep all the graphics and potential applications in advance, which included a one page hand out, the web site graphics, and 14 trade show graphics. We employed a lot of Photoshop work to create a realistic image of the PLIMP Airship in-flight over stadiums, farms, performing inspections of gas lines, etc.. The big thing this allowed us to do was to create continuity across all marketing elements.

The Show: During the show we had a very limited booth staff. I even ended up pulling booth duty, which I never do for anyone anymore. We were doing aisle pulls, qualifying the people stopping by the booth and handing them off to the appropriate people. We scanned badges to be assured of walking out of the show with a list of interested prospects. Honestly, we were overwhelmed with the response and ended up with well over 300 scanned leads from the show.

Post Show: This is the area where most companies fall down on the job. Trade shows are expensive and cost over $20.00 per minute. We automate the initial touches from the scanned badges. We do this by using a relationship marketing campaign. We touch the attendee at least three times before the client or their sales force has to do anything. This process also helps filter out who the hot prospects really are. At the same time, we sent out the formal press release and continued to manage press opportunities.

The best thing about launching a company properly is that the client can actually reduce their marketing/advertising spend due to the awareness that was created during the launch event.

Proof Positive: Our effectiveness became very evident at the end of the show. An attendee stopped suddenly outside our booth and I asked if I could help him. He said, “No, it’s just that you never see the Egan brothers together”. Joel Egan walked over having heard his comment and asked, “Do I know you?” The attendees responded, “No, but I know you by your outstanding reputation in the industry”. Mind you, three days earlier no one had ever heard of the Egan brothers or Egan Airships.

TweetChat: Social Media as a Platform for Conversation, Education, & Networking

DATE 10-6-16 SHARE

by Emily Bolen, MA

What is TweetChat?

Millennials have dominated the new age of Social Media. Growing up with access to computers and the World Wide Web means that the new generation of business professionals are connecting in ways that have never before been utilized. Keeping up with these trends requires constant exploration and innovation, and has expanded into the workforce with many companies now employing full time teams to manage their multiple social media platforms. Understanding how to use the newest trends and various platforms, can help streamline a social media marketing strategy and reach your targeted audience without feeling underwater with the various forms of communication.

A growing trend on Twitter is hosting a digital conference, or ongoing communication, called TweetChat. TweetChat is a live Twitter feed that is distinguished from other Tweets through the use of a unique Hashtag. The TweetChat becomes a conversation that can be followed through real time postings that provide communication between a host and participants. Host and Participants use this unique hashtag to generate a line of communication that can be searched and followed by simply searching for the unique hashtag. The TweetChat is a coordinated event, offering an opportunity to chat with a typically unreachable person, provide an opportunity for Q&A, or create a community around a common topic. It provides an opportunity to Network among similar professionals, establish a reputation as an authority or resource on a topic, and build relationships with clients or prospects.

TweetChat as an Event

The key to a successful TweetChat is recognizing that a digital event requires the same preparation as a live event. A TweetChat host generates a formal invitation with a set date and time, and announces a unique Hashtag for the event. In the weeks leading up to the event, the TweetChat should be promoted, key participants should be confirmed and announced publicly, and reminders need to be scheduled.

Record all valuable information from the TweetChat. Taking notes, screenshots, and documenting any significant contributors will help the host and participants retain information and build their network. TweetChats move quickly and can meander from the intended agenda, with side conversations sometimes developing but flowing with the rest of the primary conversation, so note taking will help maintain a flow of thoughts and point of reference for revisiting the conversation.

Important Takeaways

The TweetChat is public, and posts to user’s feed’s just like any other Tweet, but remains part of the communication as a result of the Hashtag. The conversation is thus a series of Tweets in live time and enables participants to communicate on a given topic and build relationships with other Twitter users through real-time conversation. Remember, because all communication is public and recorded on social media, as well as often saved by the host for future reference, it is important to remain professional.

Follow up with any new connections or key people within the next couple of days. Maintaining new relationships while freshly developed will help expand a professional network and offer an opportunity to connect on common interests.

TweetChat is an intriguing platform for hosting a conference of communication. Utilizing Social Media tools will help streamline a marketing strategy to be more efficient and effective. Using TweetChat provides an opportunity to expand a network, establish authority, or gain new information on a relevant topic. Social Media has always been a platform for conversation, education, & networking. Understanding how to use all the tools available on social media will result in greater success with minimal effort.

Investing in Advertising: How to get the most bang for your buck

DATE 8-30-16 SHARE

by John Jerome

The buying habits of Americans have changed dramatically over the past few years. Now they search before they buy. Search Engine Optimization (SEO), along with Search Engine Marketing (SEM), are two essentials in any corporate advertising strategy. They are as necessary as having a web site these days.

80% of consumers find a web site by inquiring with a search engine (Bing, Yahoo, Google). 85% of all traffic on the Internet is referred to through a search engine, and with over 12 billion searches per month conducted by Americans, there is a lot of opportunity. It’s not enough just to be on the first page, you have to strive to be in the first 3 positions. The first 3 search results receive almost 60% of the clicks. Which means, unless you are in the top 3 results, a potential customer will decide to buy with a competitor simply because they are higher in the search results. Market Smart: are you marketing for your company or your competitors?

Why spend money on SEM when SEO, or Organic Search, is essentially free? First, SEO takes a much longer time to accomplish. Second, with the search engines constantly changing their algorithms, navigating SEO has become more of an art than science. In other words, because it is organic, it is not predictable. As a result, we at Jerome, Bruhn & Associates recommend doing both SEO & SEM.

SEO & SEM are much more effective than traditional forms of marketing. SEO/SEM Leads have a 14.6% Close rate, as opposed to other outbound leads, including direct mail or print advertising, which have a 1.7% close rate. SEM or Pay per Click (PPC) is only a cost when a prospect actually clicks on your sponsored advertisement. This avoids spending on irrelevant impressions, or spillage as I refer to it, as It means that our client’s at JBA only pay once they have gained the attention of a qualified prospect. The other obvious benefit is that with effective SEO coupled with SEM, our client’s end up with two top positions in search engine results. Plus, with SEM, a client will start seeing benefits almost immediately.

We’re not in Kansas anymore

DATE 8-3-16 SHARE

by Karen Bruhn

The two things in life that are givens are death and change. My business, marketing, is undergoing the biggest change in history, at least that I’ve ever experienced. It used to be a simple process, produce a great campaign, buy an ad, some radio or TV and people would buy your product…then along came the Millennials.

Millennials are the biggest generation in history at 92M and they aren’t following our rules. They ‘re putting off buying a house and instead are choosing to live with Mom and Dad into their adult years. In 1970, the average age of marriage was 23. Now, Millennials are typically waiting until they’re 30. It’s not only homes that they are not buying, it’s everything: cars, music, etc. They are giving rise to what is becoming known at the Sharing Economy. They don’t want to be burdened with the hassles of owning stuff. They’ve grown up with technology and use it as part of their daily lives. Brands are no longer that important and, with cell phones, over 57% of them price compare at the point of purchase. The audacity, they want value (price vs. quality)!

So now the million dollar question, how do we market to them? The first thing to know is that they don’t want to be sold, instead they want to be part of the marketing effort. They’ll buy products that their friends recommend. If they find a great new restaurant they’ll take pictures of the food and post it on social networks. The viral marketing effort is becoming even more important than ever before. Millennials won’t be swayed by an advertisement in a magazine but will look to industry expert bloggers to help them make decisions. A lot of their socialization is taking place online, FaceBook, YouTube, Instagram, etc. is where they connect, share ideas and insights. In marketing and advertising the media mix is becoming even more important. We’re seeing that in the ROI of online vs. traditional tactics. The companies who have an agency/partner who understands this and can push the envelope has an incredible chance to succeed unlike ever before. But it’s much more than simply getting people to like your Facebook page, it’s about employing the online world in new and creative ways, being smarter and trickier than the competition. Don’t get me wrong, the right messaging will always be critical but getting that message out and embraced in the digital world is where it’s at.

Branding

DATE 3-3-16 SHARE

It’s an old idea. Literally the word brand means “to burn”. In the old West and elsewhere it was a way to mark property or ownership. In some cases, a brand was a mark intended to convey quality, a recognized signature.

In contemporary marketing, a proprietary brand is no longer simply ownership of a property, it is ownership of an idea, a unique concept or set of attributes which usefully influence perception in the marketplace.

That idea, or set of ideas, can constitute a corporate brand, a product brand, a product line brand, or a combination depending on where one chooses to place emphasis. The decision on where to place emphasis depends on multiple factors from existing awareness to perceived customer equity, esteem or loyalty, or available budget, in order to set any of the above in customer consciousness.

The key issue in brand development is to provide focus for users or prospects on those functional ideas that help them understand the role of the product in their lives or work and to create a persona for the product that the user can identify with. A good brand is a package of both literal and emotional attributes. The goal of brand development is to communicate and reinforce customer perceptions that build affinity and trigger choice.

Because the essence of a brand is communicated by a lot of different behaviors— advertising style, graphics, sales policies, promotions, news and more—we should note that a brand name gains meaning over time and that a name is not in itself a brand. Where possible, however, a brand name should support key ideas, brand benefits or at least provide either functional or emotional linkage to brand values.

Brand Names
Brand names can be developed within a variety of naming conventions.
Typically they can be:

Geographical (Pacifica Bank, Seanet)
Symbolic or connotative (Oracle, Mosaix, Legend)
Descriptive or denotative (MS Word, UPS Second Day Air, Norton AntiVirus)
Combinations (Adaptec, MS Office, Instacover)
Meaning Neutral (Exxon, Camry)

The inclusion or choice of a naming convention should be made on the basis of whether or not it provides relevant distinctiveness and/or furthers a useful brand idea. Meaning Neutral names are generally distinctive, but also generally expensive to establish broadly. Regardless of the chosen convention, we seek to develop names that are:

Short and succinct
Easy-to-spell
Easy-to-say
Evocative (call up images, feelings or experiences)
Descriptive (where appropriate)
Adaptable to graphic expression
Linkable to other relevant brands

Fall/Winter Ripe for PR Campaigns

DATE 9-10-15 SHARE

by Jeff Denenholz

Labor Day marks the approach of several important holiday events and traditions that PR professionals can leverage for unique yearly campaigns. Yes- I’m talking about capitalizing on Halloween, Thanksgiving, Christmas/Kwanza/Hanukkah and New Year’s to create theme-based PR campaigns. You may be thinking, “What’s unique about a holiday campaign”? The answer is whether or not it’s strategic versus opportunistic. It’s true that many companies execute what I refer to as “cookie-cutter” holiday campaigns that lack creativity and relevance. These fall into the opportunistic category and make it more difficult for those of us trying to create unique and interesting campaigns. We’ve all seen examples and wondered aloud “how in the world did someone approve this content ?” “What does have to do with X holiday???”

What is the best holiday PR strategy for your company? How do you decide where to prioritize? This is often the time when JBA is brought in to determine the best strategy and planning to maximize your activities. We can help ask the right questions to better understand whether or not a campaign makes sense for your audience, budget and resources.

Here are some tips to consider:

1. Square peg in a round hole– Be honest. If your product or service really has nothing to do with an important holiday event or tradition, then don’t spend time trying to “keep up with the Joneses.” One great alternative is to create a Year-in-Review momentum campaign highlighting new products/services, customers and increased sales/revenues.

2. Pick your sweet spot– Rarely, if at all, will a product or service fit strategically with all of the holiday events and traditions. Pick the most relevant and maximize success. It’s always better to execute one very successful campaign versus several mediocre activities.

3. Be Creative– Even if you have a strategic product or service, do your best to tell a story of how your company provides a solution to a common challenge or opportunity for customers. Some solid examples include JBA clients Lensbaby and React Mobile. Lensbaby’s new Creative Mobile Kit and React Mobile’s personal safety solution provide great gifts and interesting stories for mobile photographers and students/real estate agents.

Holiday PR campaigns can be a key component of your strategic plan on an annual basis. On the flip side, a poorly timed and executed effort can be negatively received by customers, prospects and equally important, management 🙂

Happy Holidays!

Marketing ROI, really!

DATE 7-23-15 SHARE

JBA was retained earlier this year to provide SEO/SEM for a large NW healthcare facility. We took this function over from another company so there was some groundwork already in place. We did a campaign and competitive analysis which gave us insight into what was working and what wasn’t. The JBA difference is that we are continually watching the KPI (key performance indicators) and refining the process, not just monthly or weekly but usually hour by hour. This allows us to make changes to the campaigns based on trends, costs, and responses. At times we’ll pause a campaign if the prices go too high and wait for them to readjust. We also watch for news and media trends to anticipate and react to outside issues that affect traffic. We consistently test new ads, testing both single key word ads and long tail lead ads. We track the metrics, comparing day over day, week by week, always searching for ways to increase the CTR (click through rate) and looking to drive down our CPC (cost per click). We define and test parameters to refine the CTR/CPC to target high value leads vs. all possible clicks. We marry this effort with a SEO (search engine optimization) effort.

And the Results:

The client has seen an increase month over month of 20%-40% in traffic
The CPC rate has dropped dramatically meaning that they are getting more responses for less money
We have refined their key words to be specific to the ones that generate the right responses, quality over volume works best
They are getting 10-30 direct Google phone calls monthly
They are now on the first page nationally and in first position locally
Their organic unique user traffic is up dramatically

What does this mean to us? The client has more than doubled their budget already and is now considering tripling it again. It’s all based on the ROI!

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