CheatCodes: how average people beat brilliant people, why you don't need more customers, when the best time to start is.
How average people beat brilliant people.
“There are plenty of smart people who do nothing with their lives.
There are plenty of average people who lap them.
A quiet determination and a belief you can see it through will take you everywhere."
You don't need more customers.
When I was coming up in business, I had one belief...
More customers meant more money.
Every week I’d tell my sales team to land more deals and get new logos.
We celebrated new clients like it was Christmas.
BUT...
At the end of the month, we'd look at our revenue and realise it was flat.
We had more customers but revenue wasn’t growing!!
The reason was simple -- we had more new customers but our current customers were churning because they weren’t getting great service.
Eventually, I changed the business to being client-centric, not customer-centric.
The entire company started using the word “clients” rather than "customers".
We spoke about how we help our existing clients rather than how we get new logos.
We set specific targets for our teams on the number of times they spoke to existing clients.
The single biggest change you can make to your business mindset is moving from customers to clients.
Customers are 1-time purchasers.
Clients are lifelong purchasers.
You sell to customers.
You build relationships with clients.
It’s way easier for you to sell more to someone who has already paid you than it is to get a new person to pay you.
But for so many of us, the thrill of new customers overcomes the “boring” relationship building with existing clients.
Look at your business, are you obsessing over getting new customers or are you taking care of your current clients?
Don’t make the same mistake that I did.
When is the best time to start?
Make it stand out
Whatever it is, the way you tell your story online can make all the difference.
This book excerpt is from a book called “You Become What You Think About”.
Use this as a reminder to do something now.
It doesn’t need to be calling a customer, it could just be giving your business idea a name.
Just do something that gets you slightly closer to your goal.
Don’t give power to something outside yourself.
Keep Winning!
Timo
