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This discipline creates predictability by focusing your company on people instead of profit.
It stands to reason that the more a business focuses on customers (who are creatures of habit) instead of sales, the more likely it is that the business will succeed. If you only focus on sales (profit), you’ll lean toward competing on price. But focus on your relationship with your customers, and not only will you learn what led them to buy from you in the first place, but you’ll also learn what keeps them (or could keep them) coming back.
In other words, instead of generating random sales through pricing structures, you’ll be adding zeros through your growing base of satisfied customers who like you and want to continue their relationship with you.
Need this Discipline in Your Organization?
Hyatt, the iconic American multinational hotel chain, drives revenue by building brand preference. The company uses sophisticated, quantitative strategic analytics and predictive modeling tools to identify the most profitable customers, enabling it to leverage choice in all facets of marketing. Hyatt’s strategy is rooted in a comprehensive understanding of its customer segments, the dynamics of the markets in which it does business and the effective use of new technologies.
Airbnb is a go-between for travelers and hosts, charging hosts a 3% commission to rent their properties as short-term accommodations and charging travelers 6-12%.
Everything Airbnb does starts with its core customers. A comprehensive digital marketing strategy is centered around hosts and guests, leveraging their experiences. Airbnb encourages users to invite new members to try its services via email, a powerful referral tool, with referrers receiving a $25 travel credit when new members undertake their first trip and a $75 credit when they host for the first time.
Airbnb understands that when guests feel heard, they’ll advocate enthusiastically on its behalf, both online and off.
"Adopting the culture of an abundant mindset creates manifestations, some call MAGIC. Brad and Monte’s resource guide will help spread this mindset at your workplace. Law of Attraction at work - literally."
“In Pulling Profits, Brad Sugars and Monte Wyatt show how every single person in a company is vital to its success. Pulling Profits provides a disciplined and exciting approach to build on the untapped potential of a business. Brad and Monte take us through their customized steps to ensure that all constituents of an organization – the company, the customer, the team member, the stakeholder, and the community – understand and contribute to creating magic to add zeros to the bottom line. Everyone who wants to achieve exponential business growth needs to read this book.”
"Pulling Profits will open up your eyes to the greatness you’ve got in your business – but that you don’t yet appreciate. Brad Sugars and Monte Wyatt have combined their awesome business-coaching talent and experience to create a handbook for exponential growth. They give you tools to sharpen your insights so you can take advantage of the potential you’ve already got in your organization. You’ll find steps to develop the people, the talent and the potential of everyone who works with you. Pulling Profits is chock full of wisdom, humor and the kind of practical information that will make you say, “Now, why didn’t I think of that?” Well, Brad and Monte did – and thanks to their book, you can start pulling profits right away."