The 80/20 rule states that approximately 80% of your profits come from 20% of your customers. From a marketing sense you are better off trying to sell something new to these prime customers, than to try to attract new customers.
I just went through my database and noted the people who either refer business, or have me work without getting competitive bids (sometimes even without a bid or estimate), and pay within 35 days. It turned out to be 21% of the total list.
I was curious if anyone else is identifying their prime customers & what you might try to sell to them.
Dave
