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How To Tell If An Advertisement Costs Too Much


People say it all the time: "This advertising costs too much!" They practically go into cardiac arrest when they see how much the advertising for certain media in certain markets is going to cost them. It is pretty easy to get sticker shock when you see that a sixty-second radio commercial on a popular Los Angeles station could cost you a thousand bucks. Each. Or when you realize that all the "Dot.com" businesses in Silicon Valley have made radio spots on top stations in the San Francisco market cost as much as $2,500. A Minute. Or when you realize that a newspaper ad in your city barely bigger than a Hershey Bar will cost a couple thousand dollars. It's easy to automatically think that's a lot of money. Now here's the important question for you, the advertiser: Does the ad actually cost too much?

So what's the answer? The savvy advertiser will tell you that the cost of the ad is not the issue. What's important is the return that the ad will bring. if you were charged even as much as $40,000 for a sixty-second radio commercial that generated enough sales to make you a profit of $50,000, then would the $40,000 be A LOT? The answer is NO! Of course not! You'd be a fool not to beg, borrow, or steal the $40,000 so you could make the $50,000 profit! Try getting that kind of return in the stock market!

How do you think that these big companies can afford to spend a million and a half dollars for a thirty second TV commercial during the Super Bowl? The know that an enormous amount of people will see it--enough to make the return on investment a good deal.

The point is simple; you've got to figure out how much money an ad will make you before you draw a conclusion of whether or not it costs too much. So how do you do that? It's actually pretty easy. Here's a simple process for determining the Return on Investment, or ROI, of an ad. First, you've got to know how much profit you make on each sale. For instance, if you buy it for $50 and sell it for $100, your gross profit is $50. Step two is to figure out what your closing ratio is. If, on average, you close one sale for every four people who inquire, that's a 25% closing ratio. If 9 out of 10 end up buying, then your closing ratio would be 90%. This is simple math.

Now, figure out what your break-even is. Do this by taking cost of the advertisement and divide it by the amount of gross profit per sale. Remember, we already figured out what your gross profit is a second ago. So how much do the ads costs? If the ads cost $1,000 and your average gross profit is $50, that means you've got to make 20 sales to make back the $1,000--that's your break-even point--in this example, it's 20 sales. Fourth and last, figure out the number of leads you need to generate from the ad if you are to break even. To do this, you've got to know your closing ratio, which we just figured out also. Let's say it's 25%, or in other words, you close one out of four people who inquire. So if you close 25%, and you need 20 sales to break even, that indicates that your $1,000 worth of advertising needs to generate 80 leads to break even.

Now I know that all sounds kind of complicated, but it's actually pretty simple. We just calculated in the example that if the $1,000 ads can generate 80 leads, you would break even. That's a return on investment of 0. I'm not saying that your goal is to break even. I realize that you are in business to make a profit. But let's start with breaking even; that's the bare minimum you can accept when running an ad. At least you didn't come up with a NEGATIVE return on investment!

So let's say your goal was to double your money? What would have to happen to your numbers? That's right, you'd have to double your lead flow, or in this case, generate 160 leads instead of just 80. That means that if you generated 160 leads, you would generate a profit of $1,000--again, on $1,000 spent. In other words, you've doubled your money. Your return on investment is 100%. That's pretty easy to follow, isn't it? By way of review, what we're trying to do is calculate your return on investment for your advertising. Here are the four steps again. Think about your numbers in your business.

What's your gross profit per sale?
What's your closing ratio?
What's your break even...in terms of number of sales needed?
How many leads does your ad need to generate for enough sales to break even?
What's your return on investment on any given number of leads that you generate?

Now realize something important here. What we've just done in this exercise is figure out how many leads you need to generate to break even on the cost of the advertisement, and then calculated the ROI for how many ever leads your ads end up generating. That's a good piece of information to have, but now I want to take it a step further. Let's figure out what's known as the Lifetime Value of a Customer. What if your average customer brings you a $50 gross profit per sale like in the example we just went through? Is that the only time that customer will ever buy anything from you? How many times does that average customer come back in the course of a month, or a year?

If your average customer shops with you one time a month and makes you $50 of gross profit every time, that customer is now worth $600 a year--in profit. And if you know that your average customer stays with you for 3 years, now that $50 a month client is worth a tidy $1800. So now how much would you be willing to spend to accrue that client? What if those were your average numbers, $50 a month for 3 years. Then in the example earlier, remember where we broke even with 80 leads and just 20 sales? Now those 20 customers would be worth an astounding $36,000 over the next three years. And it only cost you a thousand dollars worth of advertising. Now your break-even looks a lot better doesn't it! If you could accrue a $36,000 annuity every time you ran a thousand dollars' worth of ads, you should mortgage your house and spend as much money as possible on advertising!

Now, a couple of words of advice when figuring your return on investment for advertising. First, always estimate your numbers conservatively--or in other words, on the low side. Always figure on getting a lower number of leads than you're hoping for and expecting. Always count on a lower closing ratio than you're used to. If you calculate your numbers using conservative figures, then you'll do fine if your results are actually lower than projections...and in the event that you do as well as you had initially hoped, you'll just make more money than you expected.

Let me give you a real-life example to better illustrate ROI. There is a company who was promoting seminars where they would attempt to sell a service that cost $8,000. When they were starting to do advertising to promote these seminars, the question of how much budget should they allot came up. They wanted to start filling seminars with about a week after starting advertising, so they decided that fax broadcasting would be the best way for them to quickly get the message out about the seminars. Faxing can be done for as little as 7¢ per page in some major metropolitan areas, so they came back and said they thought they would want to send out about 25,000 faxes a week for the 5 weeks they would be doing seminars. When asked how many sales were they planning on generating, they said because of a unique financing plan that allowed them to sell their package on a low monthly payment basis, they thought they could sell at least 100 packages in that 5 week time period.

Well, 100 packages is a lot, and they were told that they would have to do at least 100,000 faxes a week for the 5-week period to get the number of leads required to sell that many packages. The man got his calculator out and did some quick math and realized that he had to spend $35,000! 7¢ times 100,000 faxes times 5 weeks! That number--$35,000--sounded so huge, it caught him off guard. His idea was to spend just under 2 grand a week, or a total of less than $9,000. Big difference. That's called "sticker shock."

So what he did was figure out the ROI, according to the steps previously explained. Again, first, figure out your gross profit per sale. His was about $3,250. Second, figure out the closing ratio. He thought his would be about 20%. So then, how many sales would he need to break even on a $35,000 advertising expenditure? Well, 35 thousand divided by $3,250 gross profit per sale is about 11 sales. Just 11 sales to break even. So if his closing ratio was just 10%, he'd have to generate about 110 leads to break even. 110 leads on 500,000 faxes?

Easily attainable. The last thing to do would be to figure out how many leads he'd have to get to reach his goal. His goal is 100 sales, and his closing ratio is 10%. That means he'd have to generate about 1,000 leads. On 500,000 faxes sent out, that's like a two-one-thousandths of a percent response. That is very reasonable. He'd generate a total gross profit on the deal of $325,000...and if you subtract out the $35,000 advertising cost, that's still a healthy gross profit. His attitude toward the $35 thousand changed instantly.

Well, do you see how that works now? Just run through your numbers and you'll know how much money is a lot of money when it comes to advertising.

Rich Harshaw is the founder of the Monopolize Your Marketplace system and CEO of Y2Marketing Business Marketing Strategies


Todays News by officejax free advertising and ad exchange solutionsMORE RESOURCES updated Sat. July / 20 / 2019

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Trump’s general election brawl to drive record advertising - POLITICO
Trump’s general election brawl to drive record advertising  POLITICO

Advertising Analytics, a political ad-tracking firm, projects a total of $6 billion in TV and digital video advertising in 2019 and 2020.


With Audio Advertising On the Rise, Can 'Talking Display' Cut Through? - Campaigns & Elections
With Audio Advertising On the Rise, Can 'Talking Display' Cut Through?  Campaigns & Elections

In this “audio-first” environment, campaigns this cycle will have another option for getting their message heard by voters. Adsonica, a.


Ilhan Omar calls out advertisers on Fox News: They 'should not be underwriting hate speech' | TheHill - The Hill
Ilhan Omar calls out advertisers on Fox News: They 'should not be underwriting hate speech' | TheHill  The Hill

Rep. Ilhan Omar (D-Minn.) on Wednesday called out companies for "dangerous" advertising during some Fox News programs.


FTC and Gerber settle deceptive advertising suit - ConsumerAffairs
FTC and Gerber settle deceptive advertising suit  ConsumerAffairs

The Federal Trade Commission has settled with Gerber over a previous complaint filed in 2014 over deceptive claims made on certain baby food products.


If Facebook and Google don't fix their problems, advertising execs say they could go somewhere else - CNBC
If Facebook and Google don't fix their problems, advertising execs say they could go somewhere else  CNBC

Ad executives at the annual Cannes Lions festival say Facebook and Google need to do more to clean up the *content* on their platforms.


Stewart Greene, Who Helped Shape TV Advertising, Dies at 91 - The New York Times
Stewart Greene, Who Helped Shape TV Advertising, Dies at 91  The New York Times

Stewart Greene, an advertising executive whose creative acumen made airplanes sexy and indigestion entertaining, died on June 29 at his daughter's home in ...


The Future of Programmatic Advertising: Q&A with Xaxis CEO Nicolas Bidon - Forbes
The Future of Programmatic Advertising: Q&A with Xaxis CEO Nicolas Bidon  Forbes

On the occasion of the 2019 Cannes Creativity Festival, I spoke with Nicolas Bidon, Global CEO, Xaxis on the digital ad ecosystems and the future of one of the ...


Startups Turn To Traditional Advertising For Attention - Crunchbase News
Startups Turn To Traditional Advertising For Attention  Crunchbase News

On the ride from the San Francisco International Airport into the city, drivers are greeted with a slew of billboards advertising various products from a credit card ...


Huntley Ritter Builds USEEK To Make Video Advertising More Fun And Interactive - Forbes
Huntley Ritter Builds USEEK To Make Video Advertising More Fun And Interactive  Forbes

"I realized that the video ad experience was broken; you can create all this great *content*, but it doesn't matter if no one is really watching it," says Huntley Ritter, ...


‘Nascent and nebulous’: The state of CBD advertising - Digiday
‘Nascent and nebulous’: The state of CBD advertising  Digiday

When Hath, a newly launched CBD brand, had an ad approved to run on Facebook and Instagram earlier this month, the video didn't show any of the company's ...


New Nielsen service offers podcast audience insights for advertising - Marketing Land
New Nielsen service offers podcast audience insights for advertising  Marketing Land

Marketing research firm Nielsen has launched a *service* to provide podcasting networks with insights on their audiences such as genre preferences and ...


Drug Price in Advertising Rule Stopped - Managed Healthcare Executive
Drug Price in Advertising Rule Stopped  Managed Healthcare Executive

A federal judge stopped President Trump's drug price television ad requirement. U.S. District Judge Amit Mehta said that drug makers will not have to reveal their ...


'Mad' Magazine Told the Truth About War, Advertising, and the Media - The Nation
'Mad' Magazine Told the Truth About War, Advertising, and the Media  The Nation

In the summer of 1954, almost any American kid who had the wherewithal to scrounge up a dime could walk into a drugstore and buy the sharp satire on ...


Advertising Techniques to Attract Your Audience's Attention - G2
Advertising Techniques to Attract Your Audience's Attention  G2

Using an advertising technique in your commercials or print ads can help you stand out from the pack. Learn more about which advertising techniques you might ...


5 Hot Online Advertising Trends in Europe - Entrepreneur
5 Hot Online Advertising Trends in Europe  Entrepreneur

In the first six months of 2018, businesses spent 25.7 billion euros on online advertising. If you're running a business in Europe, these stats prove that you can't ...


Why Advertising Market fastest growth segment should surprise us? - Market News Reports
Why Advertising Market fastest growth segment should surprise us?  Market News Reports

A new market study on Global Advertising Market with 100+ market data Tables, Pie Chart & Graphs is released that will provide complete assessment of the ...


Conceptual Advertising Image Photoshop Walkthrough - Fstoppers
Conceptual Advertising Image Photoshop Walkthrough  Fstoppers

In this composite walkthrough, I take you through the various processes it took to create this advertising image. Throughout the video, you will hear my thoughts ...


The Young Turks Says It Will Turn Down Advertisers That Don't Fit Its Values - Forbes
The Young Turks Says It Will Turn Down Advertisers That Don't Fit Its Values  Forbes

The Young Turks, the long-time left-leaning online media site, said it will only take advertising dollars from companies that align with its own values. "What I want ...


Advertising and media execs really want Netflix to have ads - Digiday
Advertising and media execs really want Netflix to have ads  Digiday

Advertisers are confident that Netflix is going to one day have ads -- or, at the very least, they really, really want Netflix to have ads.


Could technology built for advertising make public radio less top-down and more bottom-up? - Nieman Journalism Lab at Harvard
Could technology built for advertising make public radio less top-down and more bottom-up?  Nieman Journalism Lab at Harvard

Welcome to Hot Pod, a newsletter about podcasts. This is issue 215, published June 25, 2019. For a U.K. studio, long distance…and price competition [by ...


This Is How Much Disney Is Spending On ‘Lion King’ Advertising - International Business Times
This Is How Much Disney Is Spending On ‘Lion King’ Advertising  International Business Times

Disney is topping all other studios in commercial spending to maximize exposure of "The Lion King" over its debut weekend.


Here's How CGI Influencers Can Improve Your Advertising Strategy in 2019 - Entrepreneur
Here's How CGI Influencers Can Improve Your Advertising Strategy in 2019  Entrepreneur

AI-powered avatars are now taking on active roles in the influencer marketing industry. Here's what you need to know.


Advertising Deals Available On PSN & Steelers Now - Pittsburgh Sports Now
Advertising Deals Available On PSN & Steelers Now  Pittsburgh Sports Now

The opening of camp for Pitt, the Steelers and high school football are all just weeks away so it's officially football season again in Western Pennsylvania.


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