How to make 2018 the year that you get your BEST clients ever.

Posted by Ben Kniffen in B2B Lead Generation & Sales Development

Too many businesses are chasing unprofitable clients.

We’ve all done it. We're not immune to it.  

After looking at our results from 2017, it became very clear.  Our #1 priority of 2018 needs to be focusing on our very best clients.  

Doing this will help us: (1) stay laser-focused on “moving the needle” and (2) evaluate our clients/prospects to see which ones generate the biggest “bang for our buck” so that we can allocate the right dollars to the right initiatives.

If you read our blog from last week, you already know that the “High-Ticket Mindset” means focusing on your best clients.  And using the “80/20 Rule” which says, more or less, for many of us 80% of your business/results/profits, comes from 20% of your customers.  We’re taking this very seriously in 2018 and we urge you to do the same.  

It might be the single thing that separates highly profitable businesses, from those who struggle to stay above the line.

Follow along here to make sure you don’t miss out on any of our content and training this month.  We’ve got a lot of great stuff coming, including a free workshop series in February, that will focus entirely around growing your business in a very focused, systematic way, and allowing you the opportunity to land that next “whale” of a client.


Well we’ve realized something – it’s easier to take down a whale with a harpoon rather than casting a net.

With a net, we’re spending a lot of energy to cover a vast amount of space where we’ve assumed our “whale” of a client is.  While we might generate some business casting our net and acquiring smaller clients; the time, money and resources it takes to service them…could hurt us in the long-run.

This again, doesn’t mean that you should trash low-ticket prospects, because we’ve seen first-hand how those can turn into huge high-ticket clients.  Small fish turn into big fish.  Our mission to impact as many people as possible isn’t changing, our approach is.

That’s why we’re pulling up the net, and putting an even bigger emphasis on the harpoon.

How to execute…

So what’s the strategy to actually make it happen?

We briefly touched on this in our blog last week (see here).  But it comes down to three specific areas:

  1. Optimize our online presence so we are attracting targeted, high-value prospects.
  2. Clearly define our prospect profile so we know exactly who our very best clients are, where they can be found, and what makes them tick.
  3. Optimize our messaging strategy, using warm, inviting messaging to generate a consistent stream of the RIGHT new leads and appointments.

Optimizing your online presence is a necessary component to attracting the right clients. If your ideal client looks you up online, and the presence they see doesn’t reflect a match… then they’ll be done. You don’t get a second chance very often. For us, we aim to position ourselves and our brand as the authority in lead generation and B2B marketing.

Clearly defining our prospects/clients is the next step.  We need to know what a whale looks like (what a whale is, where they are, why they’re there and how they got there).  Not that sharks aren’t huge, but we’re not hunting for sharks – we’re hunting whales.  If we can’t clearly define what OUR whale looks like, then we aren’t whale hunting.  We're in the wrong business!

Optimizing your messaging strategy is the harpoon. We don’t want to hunt a whale with a net, we want to land that next big client with a guaranteed execution. We’ve developed a strategy that guarantees responses from targeted prospects, and we plan to double down on utilizing this approach.  

These are 3 of the core principles , regardless of platform, that are necessary attracting our best clients.

  1. Know who they are and what makes them tick.  
  2. Optimize our online presence and positioning, so when they look at us they say… “Wow, this person is speaking my language!”
  3. Implement a strategic messaging strategy to move the prospect into a real world business conversation.

Over the coming weeks, we’ll be unveiling our entire strategy for getting high quality sales appointments like clockwork. To make sure you don’t miss any of it, sign up here for our free workshop series which starts February 5.

We’ll be sharing our entire playbook, so you can apply it to your business, and how to use the same strategy to land your next big client, and have a predictable process for getting 10-15 high quality sales leads every single month.

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