Sales professionals would do well to observe what Seth and Church of the Customer have to say about "your 1%" of customers that you might want to focus on.
1% sounds like such a small, insignificant number, doesn't it? But do the math: If 1% of your current customers made an additional average sales purchase every month, what kind of impact would that make to your bottom line? Go ahead and figure it out. It will astound you (or depress you, once you see how much money you're missing out on).
Now, here's a sales gut check: How much are you focusing on your current customers as a source for future business? As Seth Godin says in his thoughts, "that tiny slice may very well be the difference between success and failure."
Source: http://www.landingthedeal.com/2006/05/the_1_you_might_want_to_focus.html
About Me
- Jeffrey Summers
- I am the expert you call when you need to learn how to increase top line sales, lower your operating costs, increase your profit margin, hire and train better managers and staff, evolve your operation into more and better ways of doing business, buy or sell a restaurant, improve your service, engineer (or re-engineer!) your menu, market your business better and less expensively, keep yourself from going nuts because you have no life anymore, open more and better restaurants, don't want to have to give up your first born child to pay a consultant and have more fun! My mission is to enhance the quality of life for my clients by providing the best products and services to help them achieve their personal and professional goals. I take great pride in my clients, my company, my commitment to service and the products I sell. I am a recognized expert in the hospitality industry with over 24 years of success at planning and executing strategies for delivering dramatic results, a former "GM of the Year" for 2 major, full-service, franchises, an Award winning Multi-Unit Executive with 2 of the largest restaurant chains in the U.S., published author, husband and father of two.