You have probably already come across the 80/20 rule. If you haven’t, it is a powerful principle in business.

Some examples of it include…

20% of people pay 80% of tax and the other 80% pay just 20%.

80% of your fee earners produce just 20% of income and your top 20% will produce 80% of it.

Thing is, what is also true, is that the worst 20% of your clients will give you 80% of the hassle, costs and headaches in your business.

You absolutely need to get rid of these dead heads immediately!

But before you do, take a moment to do this….

List them all and look closely at them, make a profile of what a crap client looks like for you.

What do these loser clients have in common? 

What are the similarities? (Buy only on price, don’t respect you, don’t work just with you), etc.

Once you have a specific profile of what clients you don’t want, it becomes much easier to spot them and avoid them. 

You can even repel them in your marketing, by outlining who you’re not interested in hearing from.

What would saving 80% of client problems mean for you, your profits and your work /life balance?

Now let’s flip it over, another 20% of your clients also give you 80% of the revenue and profits.

What do the top 20% of your clients look like in a list? 

What do they have in common? 

Can you describe to yourself in details exactly what your best new client looks like?

What would happen to your profits and stress level if you ditched the bottom 20% and removed 80% of the crap…

Then you focused that time we just saved you, on replicating and bringing more of the top 20% that brought you the most profits?

How are you marketing to these top clients right now? 

How are you repelling the dead heads?

It’s not easy, but it’s work you need to do – if it’s not done already, and you’re serious about pushing your firm on!

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