Pragmatic Technologies for Life and Business Success®
Are you spending enough time on your top customers? No matter your industry, the answer to this question has tremendous impact on your business. Far too many people fail to focus on their top customers. Instead, they spread their resources thin over a crowd of less qualified clients. It’s time to take a step back and evaluate your own customer pool.
The first step is to ask yourself: Who are my top customers?
The ABC method is one of the best ways to get your answer. Simply categorize your clients into three groups: the absolute best, with the highest potential (A), the “good” clients (B), and the clients who give you the most difficulty and trouble (C). It might seem oversimplified, but this process works wonders to help you gain insight into your customer relationships.
If you’re like most people, then you have way more customers in the B and C categories than you should. Why? Because it’s extremely common to think that everyone who looks like a customer, is a customer.
On the contrary, it’s important to make sure potential clients are qualified before they become your customers. It’s a matter of saying “no” to new business when someone doesn’t fit your ideal profile of an A-level customer. And sometimes, it means saying “goodbye” to those existing customers who are draining your time, energy, and resources—for their benefit, and your own.
Here are some important questions to help you determine who your top customers are:
As you can see, it’s not always about a dollar amount when it comes to identifying your top customers. Once you learn to focus on those customers who make you answer “yes” to the questions above, then you’ll see a marked transformation in your business. It’s all about working with people who bring you joy, and avoiding those who don’t.
While it can be difficult to say goodbye to customers, sometimes it’s what you have to do in order to help your business grow. The wish I have for you is that you surround yourself with A-level customers—and that they bring you even more A-level customers to work with.
Not every opportunity is a good opportunity. Learn to focus only on top customers, and avoid clients who drain your resources, energy, and enthusiasm for what you do.
Get your copy of my latest new books available now on my Amazon’s author page.