So many business owners make this mistake. They promote what they do, such as "I help you lose inches with non-invasive body contouring for XYZ dollars". I did this for about 3 months, and then started asking clients - why are you here? - what do you see different about what I do vs others? As clients paid more money, I made more consistent outreach to them with these types of questions. Other business owners, would ask these questions of the wrong group. They'd go to the clients who didn't convert to a package or came just once. They'd want to improve that relationship. This works too, but it's less valuable to me. I have a small business with limited time and manpower. I want more clients who came via paid social or discount, who then bought a $3K body package, then added facial treatments, and when they were done with 10 weeks, they moved from abs to arms or legs. So I asked THEM, why they come here weekly. It wasn't a difficult initiative, I only had about 6 clients who paid this much then. So this market research initiative took 6 conversations. You get results where you focus attention and activity. So I decided to focus on the top 20% of clients sorted by most dollars spent. I want less quantity of low-dollar clients. I want more quantity of clients who pay more per month and that we have greater success in results. I want to enjoy my days serving people with a purpose that yields success rather than struggle. I learned that my 6 clients who were worth more than $5K: - came because it felt good - it was non-invasive with no downtime - they enjoy their weekly treatments - They enjoy conversing with me or my providers - They usually get help with a personal problem, or work problem or enjoy being able to 'vent'. - have great results. - They don't have to do tons of home care. - They want us to do most of the work for them. - They know they are in/out in 60 minutes - If it worked in one area, they always intended to have more areas treated.