The Australian Small Business Blog

Wednesday, May 29, 2013

Marketing Moments - Are Your Best Buyers Subsidising Your Worst?

by Dr Greg Chapman, MBA

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In business, as in life, the 80 /20 rule applies. That is 80% of the value comes from 20% of the clients, your best buyers. These are people who value your services and are not looking for discounts. They choose you because of your reputation, and they are prepared to pay more for the certainty that you will deliver for them. These sales are your most profitable. More.....


Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.

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Dr. Greg Chapman is also the author of
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