How to get more IDEAL CLIENTS and less TIME-WASTERS!

Let’s talk about the four types of customers that you have in your business. 

Awesome, basic can't deal with and delete, how to get more of the ones that you love, and how to get rid of the ones that you really shouldn't be serving in the first place. 

So before we get into that, I want to tell you a little bit about what happens when you get this wrong. 

So when you get this wrong, you're going to reduce your profit. You're going to be spending more time with customers that have and servicing more customers where the margin and the job is just not there. And so as a result, you're just going to make less money. 

Secondly, you're going to be wasting a lot of time. non ideal clients, they tend to be asked, they tend to as k a lot of questions. They have higher expectations around service and they're going to come back and question invoices and things like that. And you're just gonna waste a lot of time. 

And then thirdly, you're going to frustrate your team. There's nothing worse when you're working for a business than than dealing with time wasters dealing with people that you know aren't a great fit for the business that you're working for. And that's going to frustrate you as an owner. 

Now on the flip side, if we get this right, we are going to generate more profit from the clients that we have. We're going to just simply have our days and weeks filled with more higher higher margin jobs. And that is going to increase our profitability. 

We're also going to be better at servicing these people. We're going to get more intimately familiar with their fears and frustrations, their wants and aspirations and we're going to start marketing more effectively then as a result, but we're also just going to get better at delivering five star service and so we're going to narrow the niche. 

Then finally we're going to have less headaches. As I said, when we're dealing with great clients, ideal clients that just easier to deal with. And so there's going to be less things keeping you up at night. 

So, I want to tell you a quick, quick anecdote this week. I've spoken with three clients on this topic must be something in the water but one on one and one in particular really stood out. 

He said has hit an ideal client for him and his top client is spending at least $200,000 with him every single month. Pretty decent spend right now on the flip side of that his bottom 30 clients are responsible for 35 grand in total and total not per month per year. 

So his one is top plant spending couple 100 grand is bottom 30 clients are responsible for just 35 grand worth of his own car. 

Now I'm guessing that this is happening for you and your business to the Pareto Principle suggests that 80% of your profit comes from just 20% of your clients. 

So here's a way to think about your, the clients you have how and how to organize them, how to grade them, and then what to do to focus on generating more of the clients that actually bring profit into your business. 

Your current client list is made up of four categories and this is a simple way to remember it. A, awesome. B, basic, and C, can't deal with and D, delete. Think about the types of clients you have and who falls into each of those categories.

The first step here, as I said, is thinking about what qualifies someone to be in each of these categories here? What's the spend limit required? And what's the frequency of purchase? And their psychographics too - what are the types of mindsets or belief systems that these clients have? 

Once we’re clear on that, then we can focus on getting rid of the ones that we don't like dealing with and starting to attract more of the ones that we do. So that's the first step but then the second step is we want to turn this on its head oh there we go. We actually want that to look like this where the majority of our clients are actually a customers and right down the bottom we have a tiny amount, and ideally zero of these right? 

Then we come back to marketing once we clear on who fits on each of these categories. What are we actually doing it, we're actually building an avatar of an ideal client. And once we're clear on who an ideal client is, then we can go after that person. And by the way, we might need to sack some customers. 

So you can write to your customers, you can close their account you can raise the minimum spend level, you can change the way you're pricing models, there's lots of things you can do to get rid of them. But start with with grading your current database and then move on to the marketing later. 

I trust has been helpful, if you’d help grading your customers and getting more ideal clients, book a call with me below.