sales efforts by ten times.
Prune your bottom-tier clients. Pruning doesn’t help diversification initially, but it should free up enough of your time so you can go out and get new customers that will. There’s a great book on this topic, 14The Pumpkin Plan by Mike Michalowicz.
Adapt your product or service. Tweak your product or service, so it appeals to a new group of customers. For example, if you have a high-end product, consider a less-expensive version. You can also look for related products that go along with what you sell.
Create new products and services. Invest in some low-cost research and brainstorm ideas that appeal to a new customer segment. If you sell products, look for add-on services (e.g., warranties, training, etc.). And vice-versa, if you sell services, look for ways that you can “productize” your offerings.
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