“What’s Working Now?” with Duncan MacPherson & Simon Reilly

Want to Know The Secret to Increasing Focus
on the 20% of Clients?

Never Negotiate Your Value

by Duncan MacPherson

As we enter into uncertain market conditions, there is a tendency for many business professionals to deviate on their set pricing and fees out of fear of losing out on new clients.

Ultimately it’s your business and you live by the rules you set. However, allow me to outline my case for maintaining consistency.

First of all, during turbulent economic times, it is far easier to stand out from the pack. Prospective clients spend more time contrasting potential new service providers and you can use this reality as an opportunity to differentiate yourself from others.

Chances are, your competitors will amplify there salesmanship and in the process project a high degree of neediness and desperation to prospective clients. A more professional consultative approach where you focus more on mutual fit rather than simply making a sale is far more attractive, especially to high caliber potential clients. Keep in mind, top business professionals don’t chase new clients, they attract them….to read the full article, click here

The Secret to Increasing Focus on The 20% of Clients That Yields 80% of Income

by Simon Reilly

According to Wikipedia, The Pareto Principal also known as the 80-20 rule, the law of the vital few and the principle of factor sparsity states that, for many events, roughly 80% of the effects come from 20% of the causes.

Business management thinker Joseph M. Juran suggested the principle and named it after Italian economist Vilfredo Pareto, who observed that 80% of the land in Italy was owned by 20% of the population.

It is a common rule of thumb in business; e.g., “80% of your sales come from 20% of your clients.”

Pareto Systems gives you the tools to focus your energy and time on the 20% of your clients that are creating 80% of your revenue.

It is my experience that one of the biggest challenges financial advisors face is they get caught up in investing eighty percent of their time looking after C & D clients and again, receiving twenty percent of their income…..To read the full article, click here

For more information about “How to Prosper in Business by Meeting Your Unmet Needs – Financial Advisor Edition” by Simon Reilly click the link below.

https://leadingadvisor.com

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