I get messages every day promising 20-40 “qualified" sales calls every week.
A few years ago, I was very aggressive on LinkedIn (yes, I was one of those guys!).
I used to generate 20-40 sales calls every week by myself.
I was on “discovery” calls (before Zoom) at least 30 hours every week.
I was using aggressive “high ticket” sales techniques.
It was grueling.
Between marketing, selling and fulfilling my coaching, I was working 60+ hours a week.
The money was good, but it was not a sustainable lifestyle,
And I felt horrible about taking money from people who weren’t ready for my coaching.
I’ll admit it.
My “system” wasn’t good at prequalifying prospects, so I wasted a ton of time on calls with tire kickers and people looking for free advice.
And many of my clients weren’t a perfect fit because I was focused on closing deals not building relationships.
When I learned about the 80/20 rule from Perry Marshall and Richard Koch, it changed my approach to business.
80% of your revenue comes from 20% of your customers.
Read that again.
When you focus on that top 20%, you work with your favorite clients who gladly pay you more and bother you less.
They understand the value you provide.
They implement your recommendations.
They get results.
The bottom 80% is the exact opposite.
You have to educate the bottom 80%.
They don’t understand the value you provide.
They have a million excuses.
They wear you out with endless questions.
They’re always questioning your invoices.
They don’t get the same results because they don’t do what you tell them to do.
As we roll into 2022, apply 80/20 to your business.
Who’s your top 20%?
Where can you find more clients like them?
FIRE the bottom 80% and you will earn more working less.
Less is more is my 2022 motto…
Happy Holidays and thank you for being a faithful subscriber.