140: Squirrels, Deer And Elephants — How to Prioritize Clients

HIGHLIGHTS

00:58 A story of a man who hunts squirrels, deer, and elephants

02:50 See clients and prospects as any one of these animals

06:17 Dilute the elephants, find the deer, raise prices with squirrels 

09:42 Grab your customer list and identify the squirrels, deer, or elephants

10:20 4 questions to ask your deer clients

QUOTES

03:56 "The first thing that happens in the cycle of an elephant is, the first thing they'll do is go for scope creep, which means, hey, can you do this service for us at no extra charge?"

06:17 "I want you to consider anybody that's more than say 20, maybe 25% of your revenue, I want you to consider them an elephant. I don't want you to fire them necessarily, but I want you to know that those are ones you have to dilute." 

06:41 "Deer are the ones that are right in your sweet spot. You can handle them very well with the infrastructure that you had. Let's pretend you had somewhere in between 12 and, could be depending on your business, a hundred of them. You'd have a hell of a nice business."

07:16 "Deer, they need to be lots in your marketplace. They need to be easy to find. Doesn't mean they're easy to close, but they're easy to find. They work within their realm that you have. They're appreciative of what you have and it doesn't cost you a whole lot more money to take care of them."

08:14 "People are comfortable and are effective at referring you to people like themselves or smaller. So deer customers will refer you to other deer customers. Squirrels beget squirrels beget squirrels beget squirrels."

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