'Fire' 80% Of Your Clients Today!

I hear you already...

Has Kris lost his marbles?

Well, that was a long time ago...

...but I digress ;)

I’m going to go out on a limb here for just a moment and tell you how ‘firing 80% of my clients’ worked for me back in 2007.

Everyone and their brother is talking about the 80/20 rule, and I’m going to as well.

The good news is I’m going to get a little more specific.

The 80/20 rule means that 80% of your profits come from 20% of your clients. Take a close look at your own business. I sure did, and this rule holds true for me and my business.

Let’s look at an example of what I’m referring to.

Do you have clients who only see you when offered a substantial discount of, say, 50% off?

Have you ever noticed that you only see these people when you offer a very large discount or FREE samples of your massage?

Have you noticed that you probably never get any referrals from these people?

It’s happened to me throughout my entire career.

This happens in ALL businesses.

Here’s what I did:

I stopped contacting 80% of my clients, immediately. No telephone calls, no text messages, no mailers, nothing.

I wanted to isolate and select the most profitable part of my business, the 20%, and let go of the least profitable areas that engaged 80% of my time.

I finally figured out that there are people around that are just ‘mooches.’ Always those that want something for nothing.

Let them go!

Also...

You now have much more time to spend with your quality clients, or, acquiring new clients!

Do you want to know what the biggest lesson learned?

I finally realized that I shouldn’t force my services on people that really don’t want to buy. I’ve learned to market to those that really want a massage!

"But Kris, don’t the moochers really want a massage as well?"

Not really.

These individuals only want whatever it is, for a discount or for free. Yes, they may want a massage, but we’re here to make a living, correct?

I learned this a long time ago: Take care of myself, first.

If not, how am I going to take care of anyone else?

I also took a close look at the massage packages I was offering and discontinued anything that wasn’t in the top 20%.

This tactic was scary for me, as I went to many continuing education classes on specific modalities that I just couldn’t market very well for one reason or another.

These classes weren’t cheap, either.

So, I decided to stick with what I was best at. I really focused on the 20% of massage packages and clients that generated me 80% of my business.

And guess what? My business grew daily.

This 20% of clients:

• Were more reliable and less likely to cancel appointments.
• Upgraded to more expense massage packages.
• More receptive to new idea’s.
• Purchased other ‘add-on’ products.
• Referred more of their friends and family.
• With less work!

How does that sound to you?

A bit radical? Of course!

Stop banging your head against the wall trying to promote certain modalities that aren’t selling, and pushing them on people who aren’t going to buy anyway!

It’s liberating!

Have A Great Story About This Topic?

Share it!

Scroll down to the bottom of this page to view comments by other massage therapists!