Systematically Getting More From Your Customers

Welcome to this week’s Profit Tip where we bring you real-world ways to Build-Grow-Manage-Profit from your business. My goal is that you earn at least $1,000 an hour for every hour you spend learning and applying our profit strategies.

Years back I acquired a company that was co-managed by two fascinating entrepreneurs, Jessie and Rohit. While we were focused on getting new clients, they were super-focused on first maximizing the revenue of every client. Their goal was to fill every client need they were qualified to fill. The results spoke for themselves. They were by far the most profitable division we had. This caused me to pay close attention to one of the most valuable lessons I ever learned.

You see, they knew that getting new clients was difficult in the competitive arena of technology. They also learned that they could penetrate deeply and expand into many more opportunities within their existing clients. At the same time, doing so resulted in building stronger relationships and becoming harder to replace.

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