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Don't Work So Hard: Target to Grow Your Pool of Tier 1 & 2 Customers

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Target to Grow Your Pool of Tier 1 & 2 CustomersIf you want to increase your customer base, be smart and target the types of customers you really want.

 

  • Tier 1 Customers are your ideal & highly profitable customers.

    They bring new needs to you to service -- typically because you have an established track record of successfully helping them. They challenge you to learn, stretch & grow -- profitably. You want to PARTNER with this type of customer for mutual growth. (Identify and share characteristics of Tier 1 Customers with your team.)

  • Tier 2 Customers are good income providers.

    They are content with your core products and services. They're easy to service while you make a fair profit. You want to continue to serve as a trusted ADVISOR to this type of customer on how to further enhance their financial position through your line of products & services. (Identify and share characteristics of Tier 2 Customers with your team.)

  • Tier 3 Customers are break-even customers.

    They consume time and resources. These customers frustrate you though they've done nothing "wrong." You may continue to serve them as a trusted EDUCATOR & ADMINISTRATOR of their accounts, with the focus on moving them to Tier 2 if possible. (Identify and share characteristics of Tier 3 Customers with your team.)

  • Tier 4 Customers are "Money losers."

    They are rate & price shoppers, are never happy with your products or services, and require large amounts of time for little to no profit. They are not a right fit for you. You cannot continue to serve as a FIXER of their problems. Learn to say good-bye to them. (Identify and share characteristics of Tier 4 Customers with your team.)

Now take time to review your current customer list. Tag your customers Tiers 1-4. If you're a bit bottom-heavy - i.e., too many Tier 3s & 4s, that may explain why you're working so hard.

Work smarter not harder.

Copyright MMXIV Liz Weber, CMC, CSP - Weber Business Services, LLC.

Liz Weber CMCLiz Weber, CMC CSP

Liz Weber coaches, consults, and trains leadership teams. She specializes in strategic and succession planning, and leadership development.

Liz is one of fewer than 100 people in the U.S. to hold both the Certified Management Consultant (CMC) and Certified Speaking Professional (CSP) designations.

Contact Liz’s office at +1.717.597.8890 for more info on how Liz can help you, or click here to have Liz’s office contact you.


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Posted by Liz Weber CMC on July 1, 2014 in Sales, Marketing & Customer Service and tagged , , ,