You Have to Give More Attention to Customers That Are More Responsive and Active
There is no point adding all of your customers to the same bucket, when you know that some of them are distinctly more interested in you than others.
I used to visit a small corner pizza shop a lot in my neighborhood.
It was owned by a couple with opposite personalities.
The lady was stingy and counted every penny of change.
The old man was extremely generous and gave away free refills for coffee and such.
Being an obsessive-problem-solver by nature, I calculated just how much their business could grow only based on attitude adjustments.
Instead of looking at me as a $10 customer (who is buying pizza and coffee), they needed to notice that I'm a regular customer valued at a $10,000 per annum.
I go there often with family, and sometimes for coffee breaks.
By getting better treatment, I would spend a lot more time and money there out of will. Just by identifying their hyper-responsive customers, they could have taken their earnings to the next level.