Steps to determine what to focus on in attracting more profitable clients


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  • Breakdown your client base into tiers based on yearly revenue: Tier 1, 2, 3, and 4.
    1. Top 10%
    2. 11-40%
    3. 41-75%
    4. 76% +
  • Then identify the following for the Tier 1 and 2 clients:
    1. Industry?
    2. How they found us?
    3. Was their a sales person on the opportunity?
    4. Where is the client located?
    5. etc.
  • Then start digging deeper:
    1. Are their any common patterns?
    2. Ask the question “WHY” several times to dig under the covers.

Republished with author's permission from original post.

Jason Swenk
Hi, I'm Jason Swenk. I started my career jumping into the Internet boom in 1999. I had a great passion for technology and marketing, so I started a digital agency. In 2011, I was lucky enough to have my agency acquired and then just 7 months later got acquired again by a public company. What a ride! "My goal of developing this content, is to provide valuable advice that provides immediate actionable steps you can do right now that will make a difference in your business. "


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