Phil Risher shows why more ad spend won't fix a broken sales process. An electrical contractor doubled estimates from 70 to 140 in two months but closed fewer jobs, dropping from 40% to 21% close rate. Without a proper sales system, marketing spend alone won't drive growth.
You can't outspend a broken sales process. If you think that the way you're gonna grow your business is spend more on ads, that's false. We had a guy we work with, $1.2 million electrical contractor in California, and he did 70 estimates last February, and he hired us and said, I wanna do marketing and I wanna grow my business. This February, after 2 months of working with us, he doubled to 140 estimates. The problem is last February, off the 70 estimates, he closed 30 of them. So around 40% close rate. This February, he was still doing all the estimates, and he did 140 estimates and only closed 30 of them. You could spend all the money in the world on marketing, but if you have a bad sales process and you're the bottleneck, or you have no sales system or no visibility into the numbers, you're not going to grow your business.
