Last email I talked about concentrating your forces to win high-value clients.

In other words, going for fewer opportunities but investing more time on each one. Because coming first in three out of six opportunities you go for is infinitely better than coming second in twenty out of twenty.

I've found the best way to do this for most people is to create what I call a “Perfect 10” list. A shortlist of a handful of absolutely ideal clients for you that you'll proactively focus your efforts on winning.

It doesn't have to be 10. It might be 5 or it might be 20 depending on your resources.

But it's not 50 or 100 or 200.

With a small number of very high-value potential clients on your list you can afford to tailor your marketing for each one:

• Study them and their business to know what's a priority specifically for them
• Create a tailored lead magnet that hits all the right hot buttons for them
• Use the marketing strategies that are the most likely to connect with them
• Use “high touch” approaches like referrals and presentations that have a big impact
• Follow-up personally and consistently in ways that add value to them

One of the biggest mistakes I see people making is using “mass market” marketing strategies to try to win high-value clients.

Or conversely, to use “high touch” marketing to try to win mass-market clients.

I've summarised the different approaches that work well for different types of client, including the Perfect 10 in a quick “Client Value Pyramid” map you can download here:

>>> The Client Value Pyramid <<<

I think you might find it helpful.