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Why inequality is good for sales

Clive

It's politically correct to treat people equally. That may be a good thing for society, it's not a good model for sales.

When you analyse it you'll probably find 70-80% of your profits (and perhaps revenues) come from 20-30% of your clients.

The biggest and most interesting projects come from the same people. And they're the clients who treat you like a business partner, value your work, pay you on time, make referrals, and are generally great to spend time with.

Treating these clients the same as the rest just doesn't make sense.

The Influence Briefs

Clive

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