Who Are Your Top Customers?

Every business has customers. While all customers are important, most entrepreneurs will agree that some customers are more important than others. This may be due to the amount of revenue the customer brings in, their ability to refer new clients to you, the interesting challenges of the customer, or some other factor. It makes sense to identify these clients so you can spend more time with them or acknowledge them in some way.

Here are a few ways you can know your top revenue-generating customers and acknowledge them in a tangible way.

If you store customer data in your accounting system, you can easily run a report that will provide you with this information. In QuickBooks, that report is called “Income by Customer Summary”. If you do not store customer data in your accounting system, you may be able to generate a report from your billing system, shopping cart, or point-of-sale system.

The report will show the customer name and the total revenue for that customer over a specified period of time. If your system allows you to sort the revenue field, do this in descending order. If not, you can export the data to Excel and sort it in Excel.

Once you’ve sorted the data, the answer is right in front of you. Your top customers (based on revenue) will show in order. These are the customers you may want to consider spending more time with.

Run this report on a regular basis so you can focus on nurturing the most important relationships in your business. You can also look at trends to see if you are losing revenue or gaining additional revenue over time. Reach out to clients that are spending less and make sure they know about new products and/or services you are offering. Get to know your new clients as well and look for opportunities to serve them in a variety of ways.

Stay close to what your customers are doing with you and nurture those relationships. Schedule periodic lunches with them, give them a call on a regular basis, and send them a thank you note and a gift once in a while. Keeping track of your top clients by revenue generated helps you organize your connection points with your top clients, so you don’t miss an opportunity or forget to reach out to an important customer.

If you would like to send a free card of gratitude to one of your customers, feel free to check out my preferred tool that bridges the gap between the high tech and high touch worlds of connection with others.

Any questions? Don’t hesitate to ask. Contact me today!