Love it UP! Focus on the Customers Who Help Your Business Thrive

Valentine’s Day is here, and while you’re busy picking out a little something for your special someone, I’ve got a different kind of love story for you – one that can transform your business. 

It’s time to love UP on your favorites – the clients who are the heartbeat of your business. These are the customers who bring in the most revenue, rave about you to everyone they know, and keep coming back for more. They’re your ideal customers, and this Valentine’s Day, I want you to show them some serious appreciation by focusing 80% of your efforts on serving them.

Why your business needs a customer bestie

Not all customers are created equal. Some drain your energy, demand discounts, and complain no matter what you do. Others are an absolute dream to work with. They love what you offer, value your expertise, and are willing to pay a premium for it. These ideal customers are the ones who can fuel your business growth and profitability – if you choose to focus on them.

This is the core principle behind The Pumpkin Plan, one of the most powerful business growth strategies out there. Just like a pumpkin farmer prunes the weak vines so the strongest pumpkins can grow to their full potential, you need to identify your best customers and dedicate your time, energy, and resources to them.

Step 1: Identify your most profitable customers

Before you can start showing love, you need to know who deserves it the most. Here’s how to identify your VIPs:

1. Look at the numbers. Analyze your financials to determine which customers generate the most revenue and profit. Revenue alone isn’t enough and profitability matters. Some high-spending customers also require the most resources, making them less ideal.

2. Assess the relationship. Who are the customers that genuinely appreciate your work? Who do you love working with? Who respects your expertise, follows your process, and pays on time?

3. Consider referrals and loyalty. Your best customers don’t just buy from you once; they keep coming back and bring others with them. If a customer actively refers you, they’re signaling that they truly value your work.

Step 2: Shift 80% of your efforts to serving them better

Once you’ve identified your favorites, the next step is doubling down on them. Instead of trying to please everyone, focus 80% of your time and energy on these top-tier customers. Here’s how:

1. Enhance their experience. Think about what would make their journey with you even better. Is there a VIP-level service you can offer? A personalized experience? Faster response times?

2. Build deeper relationships. Send a handwritten note, a surprise discount, or an exclusive perk. Make them feel like they’re part of an elite club, because they are.

3. Communicate more often. Keep them engaged with valuable insights, early access to new offerings, or personalized recommendations that make their lives easier.

4. Create offers tailored to them. The more you cater to your best customers, the more loyal they become. Design products, services, and experiences that specifically meet their needs.

Step 3: Prune the customers who aren’t a fit

Loving up on your best customers also means letting go of the ones who aren’t right for your business. I know it sounds harsh, but not every customer is meant to be yours forever. If a customer consistently undervalues your work, takes up too much time, or causes you stress, it’s okay to let them go. Doing so frees up space to focus on the ones who truly matter.

A well-pruned business is a healthy business. And when you commit to serving the right customers, you create an environment where your business can thrive, your profits can grow, and your work becomes more enjoyable.

The love you give comes back tenfold

When you pour your energy into your best customers, something magical happens – they reciprocate. They buy more, they stay longer, and they bring their friends. They become raving fans, and suddenly, your business starts growing without you having to hustle for every new customer.

So, this Valentine’s Day, instead of spreading yourself thin trying to make everyone happy, love up on the customers who already love you. Give them more value, more attention, and more reasons to stick around. Because when you focus on the right people, your business (and your profits) will flourish.

Ready to show some love?

Take a moment today to identify your favorites. Reach out with a heartfelt thank-you, a small token of appreciation, or an upgrade to their experience. Let them know they matter. Because when you build a business that truly serves its best customers, you’re not just growing profits, you’re creating a company that people love.

Happy Valentine’s Day! Here’s to showing the love to your best customers every day of the year!

Wishing you health, wealth, and lots of love!
-Mike

PS – I mentioned The Pumpkin Plan. To get a copy of the book, you can visit your favorite bookseller or order it here. Want more help? Reach out to Pumpkin Plan Your Biz to learn how to implement the Pumpkin Plan strategies.