This great quote from Brad Sugars came across my desk this week….and like all good quotes, I’ve seen it before…
“If you want to make more money in business … FIRE all your D-grade customers.”
It’s really the Pareto Principle in action again.
Your bottom eighty percent of your customers will take up eighty percent of your time but will only produce twenty percent of your income.
These are your D-grade customers.
They take up a lot of your time.
They cause you a lot of your grief.
And they remunerate you poorly.
Look at it logically.
Even if it was the 80:20 rule, twenty percent of your time is spent generating eighty percent of your income.
And conversely, eighty percent of your time is spent earning twenty percent of your income.
So, why not sack or dismiss or FIRE the bottom eighty percent of your customers?
You would work one fifth of the time, and only experience a twenty percent drop in your income…. Would that be worth it?
Of course it would!
You’d free up more time, to do more of that profitable work on those customers who value you for your skills and the experience of working with you.
Free up your time and put yourself into the Top twenty percent of your industry.
And don’t worry about those D-grade customers that you set free.
They will naturally gravitate towards the lower eighty percent of dentists out there.
It’s really all part of Darwin’s theory.
Except you get to choose….
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