Keys to Successful Businesses Flagstaff AZ

Salespeople typically rate their customers by at least four crucial factors: profitability, stability, vulnerability and potential for future business. Let’s look more closely at how you rate clients on each of those factors.

Hispanic Yellow Pages
(480) 812-4658
1106 S Surfside Dr
Gilbert, AZ
 
The Wright PC
(480) 917-9950
2020 N Arizona Ave Ste G44
Chandler, AZ
 
JDR Consulting
(480) 491-4756
1660 S. Alma School Rd. Ste 223
Mesa, AZ
 
Growth Coach The
(520) 745-4400
5151 E Broadway Blvd Suite 1600
Tucson, AZ
 
Allegra Print & Imaging
(480) 941-4842
3639 N. Marshall Way
Scottsdale, AZ
 
Informatek Business Solutions Inc
(480) 632-8447
1504 W Straford Ave
Gilbert, AZ
 
PipeAlign, LLC
(480) 471-2097
28915 North 160th Street
Scottsdale, AZ
 
Computer & Network Solutions
(520) 903-1111
2554 N Stone Ave
Tucson, AZ
 
Away Marketing
(480) 699-1403
4331 E Baseline Rd
Gilbert, AZ
 
Blake Information Solutions, Inc.
623-505-4888 x 109
13540 W Camino Del Sol
Sun City West, AZ
 

Keys to Successful Businesses

Salespeople typically rate their customers by at least four crucial factors: profitability, stability, vulnerability and potential for future business. Let’s look more closely at how you rate clients on each of those factors:

  • Profitability. This is by far the most critical factor because it ultimately determines the profitability of your business. To be really useful, this criterion needs to give you feedback on exactly how profitable a particular client is on a monthly, weekly or even a daily basis. You need to be able to determine if any project you are working on for any of your clients is profitable. That’s why it’s so vital to know your overhead costs.

You need to know which clients are most profitable, which clients are least profitable and which clients you are losing money on. For example, an A-rated client would be very profitable; a B-rated client would be about average, a C client would be below average, and a D client is currently unprofitable.

The challenge would be to upgrade the Cs and Ds to become Bs and As. That can be done by either improving your efficiency in serving them, or by charging them more money or a combination of those factors. If you can’t do one of those three things, it’s best to try to cultivate new clients to replace them. But don’t be too hasty...

  • Stability. A steady client who is slightly below average might be more valuable than a one-shot client that is rated B, or even A in immediate profitability. For example, I’ve had some clients for more than 20 years. Those are bread-and-butter accounts who help you meet basic expenses and smooth out the times when business is slow. So it’s a good idea to consider just how stable each of your clients is. Obviously, clients who are rated A or B on your stability scale would be more valuable than those that are rated C or D.

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