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I’m Bruce Frame and this is your One Minute on Business.
Today I’m going to talk to you about how to ABCD your customers. It all comes down
to what makes an A-grade customer. What are the dollar requirements? What are the referral
requirements? What are the payment terms? How do they perform as a customer? Do they
know what they’re talking about? That’s what makes an A-grade customer.
A B-grade customer has one of those criteria missing, any one but only one. A C-grade customer
has more than one missing or all four or five, however many it is you’ve got. It doesn’t
matter which ones, just more than one. A D-grade customer you should never have dealt with
in the first place and unless they’re turning up with cash or credit card, we’re not talking
A-grade customers are family. B-grade customers are the future. C-grade customers are fence-sitters.
They’re going to go up or down. Most of them are going to go down. You look after
the A-grades because they’re what keep your head above water now. You look after your
B-grades because everyone is leaving and you’ve got to turn Bs into As.
Now get out there and turn Bs into As. Have a great day.