100% of the Business from 100% of Your Customers—Profitable Goal

The mission of the 4Profit Institute and the theme of all my speeches, consulting and publications is “Get 100% of the Business from 100% of Your Customers SM.” 100%!

An impossibility or a worthwhile goal? Ask yourself these questions:  

·       What would your company look like if you got 100% of the business from all the prospects you pursue? 

·       How much more revenue would you have if you got 100% of the business from your existing clients?

·       What percentage of the business that you could possibly get from any one client are you currently getting? (Include it all– products, services, add-ons)

·       What is the difference between the total business you could have and what you are currently getting?

Most of us can’t answer that last question because we don’t know what the potential is!

I had a client where I was doing a considerable amount of consulting, some speaking, and some marketing communications work. The client was worth about $30,000 a year. What I didn’t know at the time was that the client was doing another $50,000 in similar business with another firm. The sad thing (for me) was that the client didn’t know I was capable of performing the activities he farmed out to my competition.

Whose fault was that? Mine, of course, all mine! 

Requirements for Getting 100% of the Business From 100% of Your Customers

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