Join Darrell Amy for the One Ideal Client Away Challenge,
BARRIERS TO GROWTH
Get the six barriers to revenue growth out of the way so you can accelerate.
2-day Revenue Growth Engine Design Workshop
Mentorship program to implement a high-performance growth engine.
Like there is a glass ceiling of revenue that you just can't seem to break through
Track record of generous giving
Part of a peer group or community of excellence.
Owner, Founder, President, CEO
Private Equity, Venture Capital
A Powerful Revenue Flywheel that creates unstoppable momentum
Intense Focus on the types of clients or customers that can propel your business forward faster
High-Octane Fuel for your engine in the form of a message that gets attention
Scalable Processes for marketing and sales that drive net-new and cross-sell revenue that allow you to grow
The three biggest obstacles to revenue growth and how to remove them.
How other companies are creating Revenue Growth Engines.
Our vision to help purpose-driven companies scale their revenue and impact.
BARRIERS TO GROWTH
Get the six barriers to revenue growth out of the way so you can accelerate
2-day Revenue Growth Engine Design Workshop
Mentorship program to implement a high-performance growth engine
As the co-founder of the non-profit Kingdom Missions Fund, Darrell Amy noticed that the largest donations came from business owners, and he wondered how he could help generous business owners quickly grow revenue so they could give even more.
Darrell’s experience as a leader in sales and marketing has given him a unique perspective on what it takes to grow revenue. Distilling 27 years of experience, Darrell authored Revenue Growth Engine: How To Align Sales & Marketing To Accelerate Growth.
He is a member of the Forbes Business Council and he helps companies maximize growth through sales and marketing alignment. Darrell hosts the Revenue Growth Podcast and co-hosts the Selling From the Heart Podcast. He also volunteers as the executive director of the ManAlive EXPEDITION, an organization that helps men find healing and identity.
When he isn’t helping generous business owners grow their revenue in order to give more, he enjoys the outdoors including sailing, canoeing, and hiking. Darrell, along with his wife Leslie, enjoy spending time with their children and four grandchildren.
Help 10,000 businesses double revenue to generate $10 billion in new giving.
Build your Revenue Growth Engine
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Trek to Everest Base Camp
Join adventurous entrepreneurs in an epic journey to scale your business as we train to trek to Mount Everest Base Camp!
Listen on the Revenue Growth Engine Audioblog
One ordinary Saturday morning, commercial artist Rick Norsigian drove by a yard sale. He found two boxes of glass-plate photography negatives which he purchased for $45 because he liked the images of Yosemite, where he once worked. After a bit of research, Norsigian discovered that the negatives might be the work of famed landscape photographer Ansel Adams. Over the next 25 years he is expected to earn $200 million from these prints.
Sometimes we vastly underestimate the value of things. You likely have a similar treasure hidden in plain sight inside your business. These are your Ideal Clients—the types of clients that need everything you sell and trust you.
Most business owners vastly underestimate the value of their Ideal Clients. Let’s consider 5 ways they may be more valuable than you think.
After working through Ideal Client Profiles with hundreds of business owners and their leadership teams across multiple industries, I’ve discovered that Ideal Clients are typically worth 10X to 30X the revenue potential of average clients. It’s no wonder that the 80/20 rule coined by the Italian economist, Vilfredo Pareto, is alive and doing well. If 20% of clients drive 80% of the revenue (or potential revenue) it makes sense to focus on these clients.
Ideal Clients typically stay with a business longer for two reasons. First, they appreciate what you do. Just like a good hire for your company will fit with your culture, a good client will fit with your team as well. That means they appreciate you and will stick around.
The second reason retention is higher is that Ideal Clients have typically purchased multiple products and services from you. If you structure this correctly, untangling the relationship is just hard enough that an Ideal Client won’t think its worth the hassle to change.
In addition to the higher value of Ideal Clients, they typically have streamlined operating efficiencies. Your finance team sends fewer invoices. With alignment and fit, there may be fewer costly support issues. You may also be able to design systems and processes that cater to the needs of your Ideal Client while reducing your operating expenses.
Non-ideal clients tend to cause the most headaches. This misalignment takes a toll on your staff. While hard to measure, you can feel the frustration as team members try to satisfy people who will never be happy. Many of the most challenging customers are ones who only purchase a fraction of what your Ideal Clients buy. The frustration of trying to satisfy these people turns business into a grind for you and your team.
The best type of lead is a referral—especially a referral to another Ideal Client. When you are delivering value inside a relationship where an Ideal Client trusts your company, getting referrals is easy. Let’s say an Ideal Client refers just one new Ideal Client every year. Over a decade that Ideal Client will 10X their value by bringing on more new Ideal Clients.
Here’s the sad part about the story at the beginning of this article. They guy who put the box of negatives on the table at his garage sale didn’t understand the value of what he was selling. Likewise, its important that the value of an Ideal Client doesn’t get underestimated by ourselves or our team.
If you would like to get a clear picture of who your Ideal Clients are and what they are worth, join me for the One Ideal Client Away Challenge. Visit www.oneidealclientaway.com for details.
Darrell helps generous entrepreneurs build engines to grow revenue so they can give more. He is the author of Revenue Growth Engine: How To Align Sales & Marketing To Accelerate Growth. In addition to serving as a Forbes Business Council Advisor, Darrell is a keynote speaker and regular podcaster.
Are you looking for ways to scale your business? Welcome to the Revenue Growth Podcast with Darrell Amy. This is the place for business owners, sales leaders, and marketing professionals to get ideas an inspiration to drive exponential revenue growth. Each week you’ll get actionable insights from the world
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