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

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Jason Swenk
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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
Agency Advisor
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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