“The secret to winning is constant, consistent management.”
– Tom Landry, Legendary NFL Football Coach
In a recent sales training session, we started talking about the issue of difficult customers and the strain they place on a business. One of the participants stated that his high-maintenance clients took up about 80% of his time but contributed only 20% of his revenue. That’s the old 80/20 rule in reverse. He was frustrated that his high-maintenance clients kept him from doing his job but was fearful about losing them.
It makes no sense to be spending 80% of your time on the worst 20% of your client base. Let your competitors put up with high-maintenance, non-paying clients. You go after the cream of the crop. You will soon find that this strategy frees you up to be more productive and work with people who pay. And that’s a winning strategy in any economy.
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