When working in sales, it was important to incorporate the experience I gained from each of my client relationships. In doing so, this allowed me to add ‘colour’ to the black and white numbers that filled spreadsheets and targets and aligned it closer to the time I spent on the phone engaging with them.
A very quick and easy way to get a quick overview is to use what we term as the ‘Bucket Theory’ – it allows you to identify who you prefer working with (perhaps you enjoy talking about a shared interest) and their level of spending (frequency and amount).
We’ve produced a short four-minute video to show you how to sort through your clients and prioritise those who match the ‘perfect client profile’ you may have created and see how you can look at where you need to address the balance between those who may be unloved but have the potential to help you with your revenue targets.
(Here’s the link for those who can’t access the video directly within this post.)
The video talks about how using this quick method of client appraisal will allow you to identify areas of opportunity but you could continue by using it to prioritise who you should reward your time to. For example an A1 client should always hear of a special offer and be dealt with first over a C3 client.
And don’t worry if a C3 client realises they aren’t in the A- or B- bucket… it’ll make them try harder to improve the relationship themselves!
Susanne Dansey is the Managing Director of Purple Cow Ideas Management – an organisation that facilitates a paradigm shift in the collaborative nature of the ICT Industry. You can follow the team on Twitter and join the conversation on Facebook.