Ohio National Financial Services, Unit XIII: Client-Focused Marketing

This spreadsheet pulls together information from several other spreadsheets in an effort to help you more easily understand and analyze your performance, strengths, weaknesses, and other intricacies about how you generate revenue. This tool will be invaluable should you choose to do thorough analyses of your business, sales, and marketing performance.

Categories Last Year This Year Change

Revenue Goals

Overall $175,000 $255,000 46%

Revenue/ "A" Client $3,203 $3,333 4%

Profit/ Client $940 $1,053 12%

Marketing Budget

Overall $10,000 $31,240 212%

Marketing Goals

# of Clients 125 165 32%

Prospect List 300 686 129%

Categories Prospecting "A" Referrals New Business

Sales & Marketing Effectivness

Meeting Ratio

Last Year 5 14 24

This Year 5 24 34

Change 0% 71% 42%

Closing Ratio

Last Year 53 67 77

This Year 47 67 74

Change -11% 0% -4%

# of Meetings

Last Year 15 18 30

This Year 34 30 42

Change 127% 67% 40%

# of New Clients – New Business

Last Year 8 12 23

This Year 16 20 30

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

Categories	Last Year	This Year	Change
Revenue Goals
Overall	$175,000	$255,000	46%
Revenue/ "A" Client	$3,203	$3,333	4%
Profit/ Client	$940	$1,053	12%
Marketing Budget
Overall	$10,000	$31,240	212%
Marketing Goals
# of Clients	125	165	32%
Prospect List	300	686	129%

Categories	Prospecting	"A" Referrals	New Business
Sales & Marketing Effectivness
Meeting Ratio
Last Year	5	14	24
This Year	5	24	34
Change	0%	71%	42%
Closing Ratio
Last Year	53	67	77
This Year	47	67	74
Change	-11%	0%	-4%
# of Meetings
Last Year	15	18	30
This Year	34	30	42
Change	127%	67%	40%
# of New Clients – New Business
Last Year	8	12	23
This Year	16	20	30