Why Doing the Best Client Work Matters

Yesterday at GateOpener Workshop I shared my own very personal feelings about my own very personal experience with Ilana’s weight loss product, Isagenix. (For those of you who haven’t known me long, I’ve lost 70 pounds in the past 18 months.) didn’t sing the party line.

Driving back to the office I was thinking . . . I wonder if my profile doesn’t match Ilana’s Best Client profile . . . wouldn’t that be interesting . . .

Good fortune happened:
Ilana was available when I called.
She’s done the work to identify 21 things her Best Clients have in common—I couldn’t wait to see the list.

1) Female

2) flat shoes/sandals/sneakers

3) Minivan

4) Small family vacations

5) School bumper sticker

6) laughs frequently

7) owned a Vitamix prior to Isagenix

8) mother

9) was within 25 lbs of ideal weight at beginning of program

10) between 40-45 years old

11) great story teller

12) texts as a main way of communication

13) casual but neat dress

14) married

15) kids in sports (soccer mom)

16) always on time

17) main computer is a laptop

18) everyday on FB

19) kids go to private school

20) not main bread earner in the family but works out of the house

21) GA native

I hit 1, 6, 12, 14, 16, 17, and I’m working on 11!  
That’s 7 out of 21.

I am not her Best Client.
Hum . . .

Susan asked WHY the Best Client exercise was so important,
and I believe this illustrates the answer:

  • When someone doesn’t experience our business as totally fabulous fantastically wonderful it’s not a rejection of us, or of our product or service. It’s because they were never our Best Client.

  • Best Clients value us,
    and credit their success to us,
    and the result is our successful business.

  • When we market to “everyone” we’re frustrated
    because they don’t value us the way we want to be appreciated.


I am so eager to hear your thoughts.
Click comments, below, to make this a conversation, W!

5 Responses to Why Doing the Best Client Work Matters
  1. Sandy Jones
    July 23, 2014 | 5:59 pm

    Glad you put the link on the next email.

    I did a best client profile with my business coach. It changes depending on what service she/he requires. Would love to do it with you, but not wait until October. Maybe one sooner???

    Thanks for Monday. Great job and beaucoup de information.

    Sandy Jones

    • Wendy Kinney
      July 24, 2014 | 12:52 pm

      Can’t wait to see your characteristic lists, Sandy. I’m thinking about this, and I have ideas! Hope to get to speak with you soon – W!

  2. Melody Higgins
    July 24, 2014 | 10:48 am

    Hi Wendy,
    After attending the workshop on Monday, this really got my wheels turning. From my experience, in tough times, we take any business we get. While always being thankful and grateful, it’s sometimes the “more difficult” thing to do. Although I am still working on my Best Client characteristics I see much more clearly now how imperative this exercise is to do. I feel that when you are appreciated ( best client ) they always remember the feeling you gave them while helping them achieve their end result, therefore always remembering you when they encounter someone that needs our services. Not to mention, working with our Best Client makes my job so much easier and enjoyable. I look forward to narrowing this down for my business. Thanks so much for your time and fabulous information Wendy. See you soon…..

    • Wendy Kinney
      July 24, 2014 | 12:56 pm

      OMG Melody – I had a conversation with Richard Mintz this morning that I think you’ve just solved! His position is “If I do good business for Team Members, won’t they talk about me and refer me.” The short answer is “sorry, not.” but I think you’ve hit on why — Team Members are {often} NOT our Best Clients.

      I say this with confidence because We Did Business stats show clearly that business with Members is most likely to be coded On Base, and least likely to be a Grand Slam.

      LOVE THIS! – W!

      • Mary Paguaga
        July 25, 2014 | 12:29 am

        So true. All the more reason to define and describe them well!

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