80 percent of your revenue comes from about 20 percent of your customers. There are two fundamental ways this insight will help you grow your business.

1. Get the 20 percent to buy more.

Make a list of all the services/products you offer and cross check it with your list of best customers. If there is a service that you offer to one client offer it to the others. Find out what motivates your best customers to buy. Based on your findings, create incentives for them to buy more or additional services.

Market to your best customers. Focus on your most profitable clients. Keep in mind that clients that take up most of your time are not necessarily your best customers. Don't be surprised that some of your most demanding clients are the least profitable.

As you and your staff interact with your best customers always ask questions about what additional services would be helpful to them. Your marketing strategy should include existing and additional services. Learn what challenges they are facing and focus on creating products/services to help.

2. Market to your best target market by building your ideal customer list based on your best customers.

Make a list of your best and most profitable customers. Then, create a profile of your perfect customer. Your marketing efforts should focusing on reaching out to the types of businesses that are your best customers.

Identify the following:

Industry
Revenue
Location
Number of years in business
Number of employees
Decision making process
Who is the buying decision maker?
Buying frequency