---
title: Tommy Mello Shares His $1 Billion Marketing Strategy
description: Tommy Mello is opening the door to his marketing strategy for professional salespeople and entrepreneurs on how to have fun while growing sales.
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Oct 29, 2020
# Tommy Mello Shares His $1 Billion Marketing Strategy
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Offer your best first, then work down if you must
.
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
---
---
***[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJY7bp%2FIwjvf7GfAIzfCC85%2BEwiw3To16WxM%2B2eavARAuSujOWlBSkbIh675uaNDuNJlnV037SC4jERmY5wvusRFBQUbE8A0xZQHQB556eN1hzW9I0GyDcXGUaYQ42P4XMNqVTPQ37HgrEw0mKnzxZcpkeUyvvsKiwwmA8J%2FHtUkfrQYY8TZRNitqhjLv4z34GMkqkf8oQ%3D&webInteractiveContentId=185369604869&portalId=443614)***
## [Sales Growth Strategies](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Big fan of traditional marketing
- Wizard of Ads
- "Google is God"
- PPC
- Google Guarantee (LSA)
- Google My Business
- Straight-up organic (He does $2.6 million/mo from here)
- Still does ValPak, [direct mail](https://thesaleswhisperer.com/blog/craig-simpson/), etc
- Differentiate
- Use a local number for the neighborhood
- Get a 1,000% ROI from ValPak
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLSrarinhlp%2FwDqXzJLMYscC3bWAm64KgKtIwx5cQfFibGkNd96jeVmlw1PMlLCW0cwnoCSarwPkG0vhSnbEPagbgPGCkzw%2FFhh651Z%2FQrG4ACqazsOp74F1O473eCWW634i8oHjxQMOKU%2B8UszgJcLXY94uK5JTce3EF7m%2B28rFoOmnGGv&webInteractiveContentId=184500196010&portalId=443614)
- He doesn't want to be the "Wal-Mart" and the "Quality Brand"
- Right
- Fast
- Cheap
- Have good books
- P&L
- Direct and fixed costs
- Add in your profit
- If you can't get to 15% margins you're failing
> If you can't get to 15% margins you're failing."
- He doesn't sell on price
- Effective sales training is fundamental
- He went to his distributor and got something nobody had
- Start with "best" and go down to "better" but never "good"
- Sell what you'd sell to your mom
- Used his sales and marketing skills to get great people
- 8 Steps to a 5-Star Customer Program
- Go over and above
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIMZVAifXXSyyyHb2%2BEA%2B18uAEuzspp%2FelRl9QE4PDjh8pKph24ifgBtI43EX3JJZPKflNP6HQ%2FUfOeIAf6ZphcBBaPAFgqJRN0XHwmPKGVavW9MWEdCvBCRID2Q8r77jt0fV6f0reSp958rCNs3mEIRAhScMGkA3lZgrhex9maUD2ic1Q2&webInteractiveContentId=178194433547&portalId=443614)
> What else can we do for you?"
- Have a price book
- Look at all your numbers
- Call center conversions
- Usually, your average ticket is too low
- Look at your conversion rate
- What are your acquisition costs
- You need to be doing 15-18% marketing when you're entering a new market and 10% on average
- He has manuals for everything
- Ask great questions
- Sell like a doctor
- Do a needs analysis
- Your prospects must like and trust you
- Be known as the best quality
- Has his core values
- Already in 14 states
- He doubled his marketing during the pandemic
- Take the people with you
- He loves taking care of his people
- He trains his people like crazy and he retains his people like crazy
- He drives a used Nissan Titan with a salvaged title
- He lives in an apartment he owns
- He drinks a beer with his guys
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIMZVAifXXSyyyHb2%2BEA%2B18uAEuzspp%2FelRl9QE4PDjh8pKph24ifgBtI43EX3JJZPKflNP6HQ%2FUfOeIAf6ZphcBBaPAFgqJRN0XHwmPKGVavW9MWEdCvBCRID2Q8r77jt0fV6f0reSp958rCNs3mEIRAhScMGkA3lZgrhex9maUD2ic1Q2&webInteractiveContentId=178194433547&portalId=443614)
- "[Leaders Eat Last: Why Some Teams Pull Together and Others Don't](https://amzn.to/3iADlXc)"
- He's building leaders
- Had a landscaping company
- His friend recruited him over to the garage door business
- Started it in 2007 not knowing what they were doing
- Got into debt
- Mom and step-dad moved from Michigan to help him
- He learned about CRMs and learning
- Leaders are readers
- He likes to be a master/rifle shot, so he expands horizontally
- He focuses on after-market repairs and upgrades
- He grows organically
- He's a platform company,y so he is worth 12x even when he buys at 4x earnings.
- He'd show up to his master's program greasy
- He built it all up from the ground up
- He did it all himself
- He didn't get out of the field completely until 2014/2015
> It's so fun to [hire amazing people](https://thesaleswhisperer.com/blog/john-pyke-personality-test-sales-recruiting)."
- The dream needs to become a vision.
- The vision needs to become a dream.
- The dream needs to become a plan.
- Get organized.
- Hire around your weaknesses.
- The KPIs in the CRM is the scoreboard
- It's fun
- Teach it to your people
- He pays $1,500 to his people for new hire referrals
- He has tracking numbers for his staff to get commissions
- He has a recruiting process to hire for good fits
- [Personality assessments](https://thesaleswhisperer.com/best-crms)
- Ride alongs
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLoq7c1NMFG85tuEKcx%2BuwFbAYXKWF0eIQhclEy148UzuuUxcOso2AQW%2FDNuSQKljJv0IIB7Yq5rvDuvOTECSO6vMzQ%2BKmhhInmjk3XFtyy%2FmKMqY7jHq3lH6EC0MXvnKqqJXV51iTYHTC0xVAcCKl7OVZSc%2FxqZ5Qdo6QXIz%2FT2Vl3X4S58vThj3Zj%2FoA%3D&webInteractiveContentId=122574935953&portalId=443614)
- Three-week apprenticeship is to weed them out
- He's always recruiting while eating out, getting his hair cut, etc.
- His average employee is 23 and wants to be cared for
- Find out what your people want and help them get it
- He buys $2,400 worth of tools for each of his guys
- Systems, Procedures, Checks, and Balances
- He runs warranty calls first
- 1% of customers will always be mad. They're victims and it's sad. "Creative justification."
- You don't "need" a new car, etc. You "want" it.
- Compound interest. Save your money and grow smartly.
- Buy appreciating assets.
- SACRIFICE!
- A lot of people don't have what it takes. Discipline. Accountability. Work ethic.
- Order the book, "[Willpower: Rediscovering the Greatest Human Strength](https://amzn.to/2Gw6iql)"
- Accept responsibility for everything in your life
- Most businesses fail
- "The Augusta Law"
- He has a team dedicated to the trolls
- He understands that mistakes are made and he listens and lets them vent and offers a solution
- A 1-star review costs money, so address it
- Consumers have a lot of power now
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- [Get Your Free Copy Of Home Service Millionaire](https://angels.homeservicemillionaire.com/book-audiobook-vimeo-21624626828273)
- Follow [Tommy Mello on X ](https://x.com/realtommymello)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIMZVAifXXSyyyHb2%2BEA%2B18uAEuzspp%2FelRl9QE4PDjh8pKph24ifgBtI43EX3JJZPKflNP6HQ%2FUfOeIAf6ZphcBBaPAFgqJRN0XHwmPKGVavW9MWEdCvBCRID2Q8r77jt0fV6f0reSp958rCNs3mEIRAhScMGkA3lZgrhex9maUD2ic1Q2&webInteractiveContentId=178194433547&portalId=443614)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/rene-zamora)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Great Sales Managers Focus on Results Instead of Hours, Rene Zamora](https://thesaleswhisperer.com/blog/rene-zamora)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Feb 12, 2020
The 5 Pillars to Magical Sales Management .
[Read more](https://thesaleswhisperer.com/blog/rene-zamora)
[](https://thesaleswhisperer.com/blog/diane-helbig)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [How To Succeed Without Selling, Meet Diane Helbig](https://thesaleswhisperer.com/blog/diane-helbig)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jul 31, 2020
Sales is a verb, but you must learn as you go.
[Read more](https://thesaleswhisperer.com/blog/diane-helbig)
[](https://thesaleswhisperer.com/blog/nigel-green)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Harvest More Sales Revenue With Sales Management Expert Nigel Green](https://thesaleswhisperer.com/blog/nigel-green)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Mar 16, 2020
"Time in" dilutes "awareness of." Click here to download the episode.
[Read more](https://thesaleswhisperer.com/blog/nigel-green)
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