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Actual for You - 3 Strategies to Profit When Click Prices Increase (Part 3 of 3 Series)
Is your UK business likely to be affected by the Great Crested Newt? This amphibian species, legally protected in the UK under the Wildlife and Countryside Act, is common in many parts of Southern and Eastern England. In addition to the animals themselves, their habitat, consisting of ponds and ditches where they breed and land up to 500m from their breeding ponds/ditches, is protected by legislation. The legislation was strengthened in 2000 and the implications are still filtering through to business, with increasing impacts being felt particularly on business activities involving development and use of land, including brownfield sites.If you undertake an activity that harms this species or its habitat without having first obtained a site licence from DEFRA, you are likely to break the law and potentially face a significant fine. This applies regardless of whether you already have planning consent for a development activity.So if you have a pond, ditch or other water body on or near some land you are planning to develop, are you likely to have this species? Some factors that increase the risk o
Lifetime Period Unknown, doesn’t calculate 2 years
Website Sales Conversion Rate 1% 1%
The Scenarios:
Company A. pulls out their calculators and figures out that for every 100 website visitors they generate $175 in revenue. At the current bid prices, an eighth bid position at $1.85 per click would cost them $185 to generate $175 sale. They decide that keyword, “Brand X” is too expensive and they drop out of the bidding competition.
Company B. though calculates their average customer lifetime value.
They researched and discovered that their customer lifetime is two years. They first remove any new customers that have not completed their two-year “lifetime” and calculate their average customer lifetime value. Assume there are 600 “less than two-year” customers and they represent $105,000 in revenue. They deduct these numbers from their totals and calculate the following…
Average Lifetime Value is $1,995,000 / 3,400 = $586.76
Company B. assesses their ability to bid for Brand X using their average customer lifetime value. Like Company A. they figure that for every 100 website visitors they generate a $175 sale. At the current bid prices, first position at $2.75 per click would cost them $275 to generate just a $175 sale. BUT, it’s OK! Their average customer lifetime value is $586.76 so they know they will make over $311.76 from that customer over their lifetime. Impressive!
This is a simple example however it proves the power of understanding your average customer lifetime value. The critical step for Company B. now is to imple
“When doesn’t money matter?” exclaimed one of my clients during a recent conversation about the merits of industrial internet marketing. His company, a medium-sized electric motor supplier, was earning approximately $15 million dollars in annual revenue – a long way from 1991; his first year in business and sales of $145,000. We were discussing the company’s 15 year history and looking over his portfolio of trade journal advertisements and tradeshow booth pictures. Many of the trade journal ads were proudly displayed in the front lobby, laminated on beautiful wood plaques with brass plates denoting the magazine issue and date. Whereas most of the tradeshow pictures were kept in a leather binder, casually surfacing at the end of facility tours with vendors and distributors.My client was proud of his company’s success and prominently showcased his yesteryear marketing memorabilia. At a glance, most people would suspect his industrial company spent a good deal of money advertising in multiple trade journals. Additionally, it would seem a safe bet that his Sales team spent the better part of their time on
Traditional business philosophy is that “it is often more expensive to acquire new customers than it is to generate repeat sales from existing ones and that existing sales are more profitable due to the reduced marketing expense.” This strategy is very effective for offsetting the affects of rising pay-per-click costs.
While most businesses consider only the value generated from a customer’s first purchase, a business using an average customer lifetime value considers the value generated from all of a customer’s purchases.
Customer lifetime value is the average time period a customer has a relationship with your business and the total revenue generated during that relationship. A relationship is defined as the time between the customer’s initial purchase and their final purchase from your business.
For newer businesses, the “life-time” number is estimated based on loyalty expectations while older businesses with years of customer purchasing history can generate loyalty measures from their actual internal statistics. In either case, understanding your customer lifetime value is important regardless if you rely on relative estimates or historical stats.
How Do You Calculate Your Average Customer Lifetime Value?
To calculate your average customer lifetime value you will need to gather the following:
• How long you have been in business.
• Your best estimate of the time between an initial customer purchase and their final purchase. (Typically a year or two but ideally based on your unique business cycle.)
• Your total sales.
• Your total number of customers.
Although not covered in this article, you may also want to gather the costs you incurred so that your customer lifetime value shows your breakeven point.
The basic formula for calculating your average customer lifetime value is:
Average Lifetime Value = (Total value of all sales) / (Total number of customers)
For new businesses without ample customer purchasing history, your formula may be more like:
(Time length estimate for how long your average first time customer will remain a customer) (Length of time you have been in business)
Example of an Older Business With Vast Customer Purchasing History:
For example, you have been in business for three years and through studying your customer purchasing history you have discovered that on average, your customers make their first and final purchase within one year. So, one year is your “customer lifetime”.
Over the past three years you have generated $760,000 in revenue from 2,300 customers. Before moving forward, you ideally want to remove any new customers who have not yet exceeded one-year “customer lifetime.” To do this, just take your average sales value times all less than one-year customers and deduct it from your total revenue. Then deduct the less than one-year customers from your total customers.
Let’s say your average sales value is $175 and there were 500 “less than one-year” customers. Now take your adjusted revenue of $672,500 ($760,000 - $105,000) and your adjusted total customers of 1,800 (2,300 – 500) and perform the calculation.
Average Lifetime Value is $672,500 / 1,800 = $373.61
Your average customer lifetime value is $373.61! So while many businesses under this example may consider their customer value at $175 (the average value of a sale), a business using average customer lifetime value considers a customer worth $373.61. This perspective opens new strategic opportunities.
Example of a New Business Without Vast Customer Purchasing History:
Unlike the first example, let’s say you have only been in business for one year and you have little customer purchasing history; therefore, you are not confident that your initial customers have made their final purchases.
In this situation, you need to estimate how long you expect a customer will remain loyal and continue purchasing from your business.
In this example, assume that your customers will remain loyal and continue making purchases for three years. You have generated $250,000 in revenue during your first year from 800 customers.
First, calculate your average customer lifetime value using your known one-year revenue and customers data.
Average Lifetime Value is $250,000 / 800 = $312.50
Now, you need to calculate the approximate value based on your expected customer lifetime of 3 years. Convert your years into months and divide the number of months an average customer continues buying from you by the number of months you have been in business.
36 months / 12 months = 3
Now, multiply this number “3” by your average customer lifetime value of $312.50 to generate your expected customer lifetime value: $312.50 x 3 = $937.50.
Although this number is not as reliable as the one generated by a business with years of actual customer purchasing history, it does provide essential information for a marketer to determine customer lifetime value. The risk is losing your average customer before they reach the three year lifetime expectation – so be conservative when estimating this!
How is Your Average Customer Lifetime Value Used for Pay-per-Click Bidding?
Similar to how large businesses approach capital investments through calculating payback and return on investment - understanding your average customer lifetime value enables you to make decisions today based on longer term payback and returns forecasts.
Let’s look at an example that really shows the power of using your average customer lifetime value.
There are two companies: Company A. and Company B.
Both have been in business for the same period of time, 3 years and both sell the same product at an average sales price of $175.
Both companies perform pay-per-click using Overture (a.k.a. Yahoo Search Marketing Solutions) and want to bid on their primary but expensive keyword, “brand X.” The first eight bid positions in Overture for keyword “Brand X” are between $2.75 and $1.85 per click.
Further, Company A. does not consider average customer lifetime value while Company B. does. Let’s define the parameters for Company A. and B.:
Company A. Company B.
(Uses Avg. Customer LTV)
Average Sales Price $175 $175
Customers in Past 3 Years 4,000 4,000
Revenue in Past 3 Years $2.1 million $2.1 million
Lifetime Period Unknown, doesn’t calculate 2 years
Website Sales Conversion Rate 1% 1%
The Scenarios:
Company A. pulls out their calculators and figures out that for every 100 website visitors they generate $175 in revenue. At the current bid prices, an eighth bid position at $1.85 per click would cost them $185 to generate $175 sale. They decide that keyword, “Brand X” is too expensive and they drop out of the bidding competition.
Company B. though calculates their average customer lifetime value.
They researched and discovered that their customer lifetime is two years. They first remove any new customers that have not completed their two-year “lifetime” and calculate their average customer lifetime value. Assume there are 600 “less than two-year” customers and they represent $105,000 in revenue. They deduct these numbers from their totals and calculate the following…
Average Lifetime Value is $1,995,000 / 3,400 = $586.76
Company B. assesses their ability to bid for Brand X using their average customer lifetime value. Like Company A. they figure that for every 100 website visitors they generate a $175 sale. At the current bid prices, first position at $2.75 per click would cost them $275 to generate just a $175 sale. BUT, it’s OK! Their average customer lifetime value is $586.76 so they know they will make over $311.76 from that customer over their lifetime. Impressive!
This is a simple example however it proves the power of understanding your average customer lifetime value. The critical step for Company B. now is to implem
It takes courage to examine what we are doing and where we are going. But if we honestly stop and think about it and then pull out of those non-productive activities and rectify those poor decisions we have made in the past, we will never look back.While we are on the topic of successful thinking, I would be remiss if I didn't mention Carlson's "back burner thinking." Richard Carlson, Ph.D., stress psychologist and writer of Don't Sweat the Small Stuff … and It's All Small Stuff, describes my favorite way of solving problems and finding solutions. When we have a project, problem and/or challenge, we should state it to ourselves with all of the different approaches (seasonings) and then put it on the "back burner."Work and focus on completely different tasks and activities. Meanwhile, that problem on the "back burner" is simmering, with all of the different parts cooking together to come to a solution and/or answer. Suddenly, the solution is ready and we get the perfect answer or answers to our problem. This has always worked for me. I think one important rule is belie
• Your total number of customers.
Although not covered in this article, you may also want to gather the costs you incurred so that your customer lifetime value shows your breakeven point.
The basic formula for calculating your average customer lifetime value is:
Average Lifetime Value = (Total value of all sales) / (Total number of customers)
For new businesses without ample customer purchasing history, your formula may be more like:
(Time length estimate for how long your average first time customer will remain a customer) (Length of time you have been in business)
Example of an Older Business With Vast Customer Purchasing History:
For example, you have been in business for three years and through studying your customer purchasing history you have discovered that on average, your customers make their first and final purchase within one year. So, one year is your “customer lifetime”.
Over the past three years you have generated $760,000 in revenue from 2,300 customers. Before moving forward, you ideally want to remove any new customers who have not yet exceeded one-year “customer lifetime.” To do this, just take your average sales value times all less than one-year customers and deduct it from your total revenue. Then deduct the less than one-year customers from your total customers.
Let’s say your average sales value is $175 and there were 500 “less than one-year” customers. Now take your adjusted revenue of $672,500 ($760,000 - $105,000) and your adjusted total customers of 1,800 (2,300 – 500) and perform the calculation.
Average Lifetime Value is $672,500 / 1,800 = $373.61
Your average customer lifetime value is $373.61! So while many businesses under this example may consider their customer value at $175 (the average value of a sale), a business using average customer lifetime value considers a customer worth $373.61. This perspective opens new strategic opportunities.
Example of a New Business Without Vast Customer Purchasing History:
Unlike the first example, let’s say you have only been in business for one year and you have little customer purchasing history; therefore, you are not confident that your initial customers have made their final purchases.
In this situation, you need to estimate how long you expect a customer will remain loyal and continue purchasing from your business.
In this example, assume that your customers will remain loyal and continue making purchases for three years. You have generated $250,000 in revenue during your first year from 800 customers.
First, calculate your average customer lifetime value using your known one-year revenue and customers data.
Average Lifetime Value is $250,000 / 800 = $312.50
Now, you need to calculate the approximate value based on your expected customer lifetime of 3 years. Convert your years into months and divide the number of months an average customer continues buying from you by the number of months you have been in business.
36 months / 12 months = 3
Now, multiply this number “3” by your average customer lifetime value of $312.50 to generate your expected customer lifetime value: $312.50 x 3 = $937.50.
Although this number is not as reliable as the one generated by a business with years of actual customer purchasing history, it does provide essential information for a marketer to determine customer lifetime value. The risk is losing your average customer before they reach the three year lifetime expectation – so be conservative when estimating this!
How is Your Average Customer Lifetime Value Used for Pay-per-Click Bidding?
Similar to how large businesses approach capital investments through calculating payback and return on investment - understanding your average customer lifetime value enables you to make decisions today based on longer term payback and returns forecasts.
Let’s look at an example that really shows the power of using your average customer lifetime value.
There are two companies: Company A. and Company B.
Both have been in business for the same period of time, 3 years and both sell the same product at an average sales price of $175.
Both companies perform pay-per-click using Overture (a.k.a. Yahoo Search Marketing Solutions) and want to bid on their primary but expensive keyword, “brand X.” The first eight bid positions in Overture for keyword “Brand X” are between $2.75 and $1.85 per click.
Further, Company A. does not consider average customer lifetime value while Company B. does. Let’s define the parameters for Company A. and B.:
Company A. Company B.
(Uses Avg. Customer LTV)
Average Sales Price $175 $175
Customers in Past 3 Years 4,000 4,000
Revenue in Past 3 Years $2.1 million $2.1 million
Lifetime Period Unknown, doesn’t calculate 2 years
Website Sales Conversion Rate 1% 1%
The Scenarios:
Company A. pulls out their calculators and figures out that for every 100 website visitors they generate $175 in revenue. At the current bid prices, an eighth bid position at $1.85 per click would cost them $185 to generate $175 sale. They decide that keyword, “Brand X” is too expensive and they drop out of the bidding competition.
Company B. though calculates their average customer lifetime value.
They researched and discovered that their customer lifetime is two years. They first remove any new customers that have not completed their two-year “lifetime” and calculate their average customer lifetime value. Assume there are 600 “less than two-year” customers and they represent $105,000 in revenue. They deduct these numbers from their totals and calculate the following…
Average Lifetime Value is $1,995,000 / 3,400 = $586.76
Company B. assesses their ability to bid for Brand X using their average customer lifetime value. Like Company A. they figure that for every 100 website visitors they generate a $175 sale. At the current bid prices, first position at $2.75 per click would cost them $275 to generate just a $175 sale. BUT, it’s OK! Their average customer lifetime value is $586.76 so they know they will make over $311.76 from that customer over their lifetime. Impressive!
This is a simple example however it proves the power of understanding your average customer lifetime value. The critical step for Company B. now is to imple
What you have to remember when starting up your Ebay business is that it is no different from any other business venture. The business world is all about buying and selling and so is your Ebay project. Conduct all your business transactions in a professional manner then you your product or service will be taken seriously.Running a business is not as big a mission that people make it out to be. However it can prove to be stressful at times - but you can change that by having an organised system. Organization should be one of the main priorities right from the start. Keeping on top is important - keep data up to date and file all files this will help your Ebay business to run smooth thus saving you time.Most Ebay business`s are run from home so choose a room in the house that you can create as an office area to do business. An office type surrounding will encourage you more in your Ebay business. Everyone has a business plan structured up so why not you - remember you are in business for yourself now. Write your Ebay plan accordingly to comply with Ebay`s rules and regulations. Jot down your g
Average Lifetime Value is $672,500 / 1,800 = $373.61
Your average customer lifetime value is $373.61! So while many businesses under this example may consider their customer value at $175 (the average value of a sale), a business using average customer lifetime value considers a customer worth $373.61. This perspective opens new strategic opportunities.
Example of a New Business Without Vast Customer Purchasing History:
Unlike the first example, let’s say you have only been in business for one year and you have little customer purchasing history; therefore, you are not confident that your initial customers have made their final purchases.
In this situation, you need to estimate how long you expect a customer will remain loyal and continue purchasing from your business.
In this example, assume that your customers will remain loyal and continue making purchases for three years. You have generated $250,000 in revenue during your first year from 800 customers.
First, calculate your average customer lifetime value using your known one-year revenue and customers data.
Average Lifetime Value is $250,000 / 800 = $312.50
Now, you need to calculate the approximate value based on your expected customer lifetime of 3 years. Convert your years into months and divide the number of months an average customer continues buying from you by the number of months you have been in business.
36 months / 12 months = 3
Now, multiply this number “3” by your average customer lifetime value of $312.50 to generate your expected customer lifetime value: $312.50 x 3 = $937.50.
Although this number is not as reliable as the one generated by a business with years of actual customer purchasing history, it does provide essential information for a marketer to determine customer lifetime value. The risk is losing your average customer before they reach the three year lifetime expectation – so be conservative when estimating this!
How is Your Average Customer Lifetime Value Used for Pay-per-Click Bidding?
Similar to how large businesses approach capital investments through calculating payback and return on investment - understanding your average customer lifetime value enables you to make decisions today based on longer term payback and returns forecasts.
Let’s look at an example that really shows the power of using your average customer lifetime value.
There are two companies: Company A. and Company B.
Both have been in business for the same period of time, 3 years and both sell the same product at an average sales price of $175.
Both companies perform pay-per-click using Overture (a.k.a. Yahoo Search Marketing Solutions) and want to bid on their primary but expensive keyword, “brand X.” The first eight bid positions in Overture for keyword “Brand X” are between $2.75 and $1.85 per click.
Further, Company A. does not consider average customer lifetime value while Company B. does. Let’s define the parameters for Company A. and B.:
Company A. Company B.
(Uses Avg. Customer LTV)
Average Sales Price $175 $175
Customers in Past 3 Years 4,000 4,000
Revenue in Past 3 Years $2.1 million $2.1 million
Lifetime Period Unknown, doesn’t calculate 2 years
Website Sales Conversion Rate 1% 1%
The Scenarios:
Company A. pulls out their calculators and figures out that for every 100 website visitors they generate $175 in revenue. At the current bid prices, an eighth bid position at $1.85 per click would cost them $185 to generate $175 sale. They decide that keyword, “Brand X” is too expensive and they drop out of the bidding competition.
Company B. though calculates their average customer lifetime value.
They researched and discovered that their customer lifetime is two years. They first remove any new customers that have not completed their two-year “lifetime” and calculate their average customer lifetime value. Assume there are 600 “less than two-year” customers and they represent $105,000 in revenue. They deduct these numbers from their totals and calculate the following…
Average Lifetime Value is $1,995,000 / 3,400 = $586.76
Company B. assesses their ability to bid for Brand X using their average customer lifetime value. Like Company A. they figure that for every 100 website visitors they generate a $175 sale. At the current bid prices, first position at $2.75 per click would cost them $275 to generate just a $175 sale. BUT, it’s OK! Their average customer lifetime value is $586.76 so they know they will make over $311.76 from that customer over their lifetime. Impressive!
This is a simple example however it proves the power of understanding your average customer lifetime value. The critical step for Company B. now is to imple
"A picture is worth a thousand words." That saying may be ages old but its message is just as vital today as when it was first uttered. Simply put, a single image can often communicate what might take you one thousand words (more or less) to say or write.You have already spent the time putting together an ebook or software package that you want to market on the Internet. You have chosen the right words for your title and any other text you might use on the book cover.Now you have to carefully design your cover to best represent your book or software. You have to find the right graphic(s) that will support the title and enhance the perceived value of your ebook.There are two common forms of graphics: clip art and stock photos. Take some time exploring sites providing stock photos and clip art. It can be a lot of fun.First of all, what is clip art? There are many differing opinions out there. Some call it "ready-made art" because sometimes clip art can include photos, pictures, or complete illustrations. But, for the sake of this article, we are defining clip art to mean: All ready-
Although this number is not as reliable as the one generated by a business with years of actual customer purchasing history, it does provide essential information for a marketer to determine customer lifetime value. The risk is losing your average customer before they reach the three year lifetime expectation – so be conservative when estimating this!
How is Your Average Customer Lifetime Value Used for Pay-per-Click Bidding?
Similar to how large businesses approach capital investments through calculating payback and return on investment - understanding your average customer lifetime value enables you to make decisions today based on longer term payback and returns forecasts.
Let’s look at an example that really shows the power of using your average customer lifetime value.
There are two companies: Company A. and Company B.
Both have been in business for the same period of time, 3 years and both sell the same product at an average sales price of $175.
Both companies perform pay-per-click using Overture (a.k.a. Yahoo Search Marketing Solutions) and want to bid on their primary but expensive keyword, “brand X.” The first eight bid positions in Overture for keyword “Brand X” are between $2.75 and $1.85 per click.
Further, Company A. does not consider average customer lifetime value while Company B. does. Let’s define the parameters for Company A. and B.:
Company A. Company B.
(Uses Avg. Customer LTV)
Average Sales Price $175 $175
Customers in Past 3 Years 4,000 4,000
Revenue in Past 3 Years $2.1 million $2.1 million
Lifetime Period Unknown, doesn’t calculate 2 years
Website Sales Conversion Rate 1% 1%
The Scenarios:
Company A. pulls out their calculators and figures out that for every 100 website visitors they generate $175 in revenue. At the current bid prices, an eighth bid position at $1.85 per click would cost them $185 to generate $175 sale. They decide that keyword, “Brand X” is too expensive and they drop out of the bidding competition.
Company B. though calculates their average customer lifetime value.
They researched and discovered that their customer lifetime is two years. They first remove any new customers that have not completed their two-year “lifetime” and calculate their average customer lifetime value. Assume there are 600 “less than two-year” customers and they represent $105,000 in revenue. They deduct these numbers from their totals and calculate the following…
Average Lifetime Value is $1,995,000 / 3,400 = $586.76
Company B. assesses their ability to bid for Brand X using their average customer lifetime value. Like Company A. they figure that for every 100 website visitors they generate a $175 sale. At the current bid prices, first position at $2.75 per click would cost them $275 to generate just a $175 sale. BUT, it’s OK! Their average customer lifetime value is $586.76 so they know they will make over $311.76 from that customer over their lifetime. Impressive!
This is a simple example however it proves the power of understanding your average customer lifetime value. The critical step for Company B. now is to imple
With the free marketing tools that we are going to list and explain here, you can create a whole online marketing strategy that will generate the amount of traffic needed for your website to start generating sales.This means that you will never have to choose any tactic that requires continuous advertising investments. This does not mean in any way that there isn't any money to be spent.The tools that we are going to explain can be implemented either in automatic mode or manual mode. The manual mode proved to be a very time consuming effort that is considered not only inefficient but can also be ineffective sometimes.The automatic mode on the other hand can really save you a lot of time. A time that you can use to further your knowledge in online business and to keep yourself updated with what is new in the market, which a must in this industry.Time is not the only advantage of automatic implementation, but listing all the advantages of such implementation will make us deviate from our main objective which is to discuss the tools and tactics that would compose a whole free online m
Lifetime Period Unknown, doesn’t calculate 2 years
Website Sales Conversion Rate 1% 1%
The Scenarios:
Company A. pulls out their calculators and figures out that for every 100 website visitors they generate $175 in revenue. At the current bid prices, an eighth bid position at $1.85 per click would cost them $185 to generate $175 sale. They decide that keyword, “Brand X” is too expensive and they drop out of the bidding competition.
Company B. though calculates their average customer lifetime value.
They researched and discovered that their customer lifetime is two years. They first remove any new customers that have not completed their two-year “lifetime” and calculate their average customer lifetime value. Assume there are 600 “less than two-year” customers and they represent $105,000 in revenue. They deduct these numbers from their totals and calculate the following…
Average Lifetime Value is $1,995,000 / 3,400 = $586.76
Company B. assesses their ability to bid for Brand X using their average customer lifetime value. Like Company A. they figure that for every 100 website visitors they generate a $175 sale. At the current bid prices, first position at $2.75 per click would cost them $275 to generate just a $175 sale. BUT, it’s OK! Their average customer lifetime value is $586.76 so they know they will make over $311.76 from that customer over their lifetime. Impressive!
This is a simple example however it proves the power of understanding your average customer lifetime value. The critical step for Company B. now is to implement customer retention strategies that increase their average customer lifetime value.
Do YOU Know What to Do as Your Pay-per-Click Bid Costs Increase?
If you have read all three articles, you have discovered three powerful strategies for offsetting the affect of raising pay-per-click costs. In summary, they include: (1) Understanding your Performance Metrics (2) Maximizing Your Website Conversion and (3) Calculating your Average Customer Lifetime Value.
Now as your competition shies away from increasing pay-per-click bid costs, you are armed with the strategies to confidently dive right into the empty pool of wanting customers. And while your competition is ignorantly chuckling about how much money you must be losing by bidding on such high cost per click keywords, you’ll be laughing on your way to the bank with an overflowing pocket of cash!
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