Decision time: more profit or more sales?

摘要

IN THE NEXT look at our "8 levers of sales growth" series we tackle the decision between winning more valuable clients (lever 2) or winning a higher volume of clients (lever 3). If your business is in the fortunate position of being well established and in demand, you might want to consider pulling lever 2, which will ultimately make your business more profitable for less effort. Think about your most valuable client currently; the one who utilises most of your services, spends well and is relatively low maintenance. It makes sense that if you want to grow your business (and your profit!) you'd focus on winning more clients like this one. Simple, right?