That old rhyme keeps going around in my head these days as the media tells me the economy is picking up, but do you feel like you forgot to get on the right bus?
Historically, about 80% of our business comes from 20% of our customers. Have you thought about doing an inventory of your clients (customers) to determine who those 20% are in your world? Not only will that prioritize as to where to give your most attention, but by determining how you got those customers in the first place it will help with the marketing. In marketing we say, do more of what works and stop what doesn’t. Makes sense.
Give them more attention? Yes, follow up on their satisfaction quota, on their now or anticipated needs and on what new products or services you can provide. Twenty percent is 80% – pretty amazing statistics. How does that work in your company?