Recession tactics

In a recession:
•             focus on the top 20% of your clients
•             focus on the most profitable 20% of your products or services
•             focus on the most effective 20% of your marketing activities
•             increase the prices of your top 20% selling products
•             work more closely with the top 20% of your referrers, strategic alliance partners or centres of influence
•             make it more attractive to become a member of your client base
•             make it more selective
•             make it more remark-able
•             increase the value of your offer
Don’t pander to the needs of the less well off – pander to the needs of the most well off.
And then………
Create an irresistibly attractive offer to the less well off, so that their support can cover your overheads and the top 20% can create your profit and super-profit.


Published by

Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.