The real key to success is not having better answers…it is rather in having better questions.
One of the most effective 80/20 strategies you can utilize is to interview your TOP clients and find out what they wish you could change about your industry, what they wish you could provide them or sell them, what they wish someone, anyone could solve for them, what would make their lives so much easier, what would help them grow and expand their business.
Then, do your very best to fulfill every wish. It isn’t that you disregard everyone else, it’s just that you create your systems and solutions based on what your 20%’ers want and don’t want.
Your other “average” clients will benefit as well due to the trickle-down effect.
If you are going to be the business in your marketplace that dominates, you have to come to the realization that you can’t be all things to all people.
First, you need to go back to your 80/20 Assessment Analysis and pay special attention only with your ideal, top clients.
If you have 1,000 customers, it is likely that as few as 10 or maybe as many as 200 qualify as your ideal, top clients.
You interview these people and you talk to them, ask them smart probing questions and you LISTEN to them.
Ask them why they do business with you?
Ask them if there are any other products or services they would like to see you offer?
Ask them what they like least about your industry in general and you in particular?
Ask them what you do well that really, really pleases them?
Ask them what they hate most about other types of businesses – like restaurants, cleaners, auto dealers, shopping in general?
Ask them about their aspirations, challenges, short and long-term goals?
Our 80/20 Assessment Analysis consists of anywhere from 12 to 15 different qualifiers. Contact me to learn more.
Never waste your time, staff or resources providing what your top, ideal customers don’t want or don’t care about.