Sales: The One Metric That Really Matters

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You are hired to create a social media campaign for a company. You do great work. You grow the audience. Facebook fans and Twitter followers click on links in droves to get coupons. Your Instagram contest generates hundreds of entries. But, for reasons unrelated to your efforts, sales are down 18% for the first quarter of your campaign and down 22% for the next quarter. Cuts have to be made. Will they come via staff reductions, advertising budget cuts or a trim for the social campaign? Or all three? Sales is the one metric that really matters.

Your PR client stages an event. You line up TV interviews, radio interviews and newspaper and online items. Awareness is good. A nice crowd shows up. While your client is happy that media coverage helped produce a decent turnout, his most important question is, “How much food and drink did we sell?” Sales is the one metric that really matters.

During my radio career I did many Saturday appearances at car dealers. At most such events, we had good listener turnout. But, occasionally, the number of people who came to grab a free hotdog and say hello would be disappointing. On Monday, we might say to the account executive who had the dealer’s account, “I thought we’d have more people show up Saturday. I hope the client’s not upset.” And, quite often, the account exec would say something like, “Oh, no! They sold 32 cars! It was their best Saturday in a year!” Sales is the one metric that really matters.

If you are charged with telling a client’s story, whether it be via social media, PR efforts or paid advertising, it’s in your best interest to help drive sales any way you can. Support your clever tweets, your genius PR campaign, your beautifully written radio/TV spot or print/online ad with suggestions to friends, family members, co-workers, neighbors, church members, community organization members and personal social media contacts that they visit your client and buy something! Because sales is the one metric that really matters.

(This article was originally posted in June 2013.)

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