Think about the following kind of people:
- you are excited to speak to them
- you have a great rapport
- they buy the most of your products/services
- they take little time to decide to follow your suggestions
- are quick to refer you to others since they see your value
I have a client who recently followed my suggestion saying, “well, you haven’t steered me wrong yet”. Have this kind of relationship with your clients. Depending on your field, you might not need a tremendous amount of clients. Just awesome ones who refer to you without hesitation. You will then spend less time marketing. It takes a lot more time, effort and money to find a new client than get one from referral where you already are recommended as a trusted adviser.
Look at your database and divide these clients/prospects according to the info above. I will give you additional ways to do this shortly. Stay tuned! What has worked for you? Please leave me your comments. I will reply.