Are you selling the right offering to the right customers?
unlocking this puzzle will give your business immediate value tomorrow.
Busy is the new stupid. It is not a badge of honour.
Ever business we start working with has an eye-opening experience when they look their customer through the lens of fit.
Who are your top 25% of customers? The ones that give you the results (revenue and return) and the behaviours (pay their bills, value the services, act as referrals etc…)
Let’s take it a step further. Who are the top 5% of your customers? We want more of these.
What if you could trade the bottom 10% of your customers for more in the top 5%?
How much better would your business be?
How much easier would it be for you to deliver in your zone of genius?
How much easier would your business be to scale if you had more of the ideal customers?
Unfortunately, for too many small businesses, they catch the mismatch too far down the line. After the commitment has been made. After the sale is made, delivering that value becomes painful.
By the way, I don’t believe in bad people or bad customers, but I do believe in (and see) bad matches all the time.
Too much of the friction in business is caused by those bad matches.
Every time we’ve done this review with a client, we’ve found a renewed focus on what winning is and immediate financial return.
When is the last time you looked at the customers you serve?
