Relentless Rules That Make Cash Registers Ring

Don’t do any marketing or advertising that doesn’t make money for your business; that doesn’t make the cash register ring.

Here’s the sad news: “brand building” is a door that is pretty much closed to the small to medium-size company.

In today’s over-communicated, oversaturated marketplace, the sheer mass required to achieve brand awareness is quite simply out of financial reach for all but the biggest companies.

And one could argue that such strategies don’t always make sense for big companies either.

Here’s what does not fail: holding your advertising and marketing accountable for its own results. It doesn’t take a “rocket surgeon” to understand direct response marketing. In fact, the steps are simple:

1. Launch a marketing or advertising campaign that you can measure (phone calls completed, postcards returned, e-mails collected, sales made, etc.)

2. Observe whether this campaign results in actual dollars coming in the door.

3. If the answer to number two is “yes”, repeat the process as needed. If the answer is “no”, if dollars do not flow in the door, try something else!

Is this a bit oversimplified?

Yes, but not much.

In fact, if you were to just follow this “oversimplified” formula to the letter, you would still be a lot better off than most businesses in America.

Make this promise to yourself: I will not engage in any marketing or advertising activity unless the results of said marketing or advertising activity can be objectively measured.

Then follow through on that promise. This alone will bring you more profits.

Ray Edwards is a world-renowned copywriter and communications strategist, writing for some of the most powerful voices in leadership and business including New York Times bestselling authors Jack Canfield and Mark Victor Hansen (Chicken Soup for the Soul) and Tony Robbins. Ray is a sought-after speaker and author, hosts a popular weekly podcast, and blogs at