Cranking up the sales team is not going to help your company if you don’t have efficiencies in place because, ultimately, whatever new client revenue you generate will have corresponding costs. If you want to increase profitability, you must first build efficiencies. Look at efficiency in every aspect of your business. Serving the same types of clients with the same or very similar problems and perfecting your solutions so you can use them consistently to fix their problems are two routes of efficiencies. You want to duplicate your best clients, those who have a consistent need; and in turn, you want to reduce the variety of things you do for the fewest that will best serve your best clients’ needs. Most entrepreneurs focus only on tiny improvements – “How do I do this a couple minutes faster?” Small questions yield only small answers. You want both the incremental improvements and the landslide discoveries, and you’ll find both of those with big questions.

Fire Bad Clients

Letting go of clients who drain you and eat up your profit margins is a way to make space for clients you can serve exceptionally well by doing what you do best and with fewer resources.

Clone Your Best Clients Think of your favorite client:

The client who pays you what you’re worth, on time and without question. Now, imagine that this client had five identical-twin companies that all wanted to work with you. Wouldn’t that boost your business? Having clients with similar needs and behaviors offers a few profit-making benefits:

1. You will become superefficient because you now serve very few but consistent needs rather than an excessive array of needs.

2. You will love working with your clones, which means you will naturally and automatically provide better service.

3. Marketing will become automatic. Your best clients hang out with other business leaders who have the “best client” qualities you’re looking for. Your best clients will talk you up every chance they get.

Profit First Transform Your Business from a Cash-Eating Monster to a Money-Making Machine – by Mike Michalowicz

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