Let me tell you a story…

A remodeler that hired me as his marketing coach was running around like crazy; chasing every lead that came in, preparing quotes, managing ongoing jobs, following up leads and running his business. As you can imagine he was feeling burnt out and one day said, “Kyle, if the next year is anything like last couple years, I don’t want it!” Perhaps you can relate to his situation?

In order to figure out how best to spend his valuable time we looked into his accounts and found that 65% of his projects resulted in only 5% of his revenue. In his case chasing every lead that came in was taking up too much of his time and took him away from being able to devote time to more ideal clients.

Knowing this information, he made a decision to only go after a project if it was going to be over $2,500. He started to refer his non-ideal work out to trusted partners and guess what? Not only did he feel relieved regarding the pressure of his business, but he found himself spending more time working with ideal clients and giving them a better customer experience than before. Also, his closing percentage on his work went up, he started managing his jobsites better and got greater results from his employees and subs because he had more time to answer their questions.

By narrowing his focus on only ideal clients and projects, he had made a huge impact on his entire business, stress level and profits.

How can this lesson be applied to your business?

Takeaways:
-Don’t try to be a “jack of all trades and master of none.”

-Don’t turn down small work because that’s not the point! Maybe the small jobs are best for your business and the big ones aren’t or maybe there is particular type of client that is most ideal for you. Focus on what makes the most sense for your business.

-Identify your ideal client by the following:

1. They value you.
2. They are profitable to your business.
3. They refer you after the work is done.