When I work with new clients, I often encounter the following request: “I want more clients.� My response is a question: “What kind of clients do you want?� The (wrong) answer I most often get: “It doesn’t matter as long as they have money, we get a little bit of everyone in here.�The right answer takes a little more thought.
When you really get to know your clients, you will find a small percentage account for most of your profits. In fact, it is common for less than 20% of your clients to account for nearly all of your profits. The big problem? Most businesses have no idea who those “perfect clients� are!
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