Creating Committed Clients

You’ve heard of the 80/20 Principle, but are you applying it in your business? If you were, you’d see that 80% of the best results your clients experience come from 20% of your clients. You’d also know that 80% of your revenue will come from 20% of your clients. Last week I shared a video with you on the 80/20 Principle and why you must apply it to your wellness business, including TWO important things to do right away to start connecting with that valuable 20% of your clients. If you missed the video, you can see it here.

This week I’m going a step further with the 80-20 Principle and giving you my 5 Step Formula for Creating the Committed 20% in your business.

Know Your Niche

Before you follow my 5 Step Formula for Creating the Committed 20%, I want to remind you that first you need to know who the 20% of those clients are. Start by asking:

Who are the 20% of clients that open my emails?
Who are the 20% of clients that inquire about my ser vices?
Who are the 20% of clients that purchase my support programs?
Who are the 20% of clients that always participate in my teleseminar or events?
Who are the 20% of clients that are excited to hear what I have to share with them?

Even if it’s not the actual same person every time, it’s most likely that 20% of your current client base that most connects with you and your message has a similar challenge, story, demographic, and profile.

There’s also a possibility that you aren’t able to identify this 20% because you are not clear on your ideal client niche. Perhaps you can’t find any consistency with the 20% of people who purchase from you the most. If that’s the case, you’ll need to spend some time clarifying your specific niche first. I won’t cover my formula for how to get clear on your niche in this post, but let me give you one clue to help you get started:

Ask yourself what common problem do most of my clients experience that I can solve for them so that they experience the best results? (And if you want to get really, really clear on your niche, then become an IAWP Member where you’ll receive the Know Your Niche Client Template plus a recent IAWP Business Expert Training Call where you’ll walk you through the exact steps you need to find your “riches in the niches”. Just go here:

5 Step Formula for Committed Clients

Once you’re clear on your niche, then you’ll want to apply my 5 Step Formula for taking your 20% and turning them into committed clients who want to stay connected to you for a long time. Here’s how to do just that….

Step 1. Voice – Have you found your voice and the voice that your clients can hear? They’re actually one in the same. Once you know your ideal client, it will come easy for you to speak to them. Don’t underestimate the power of speaking your ideal client’s language. 20% of your clients will respond to a similar message and most likely, it’s the message that you are most passionate about. So you don’t have to change who you are to “get your voice”, you just have to know that speaking to your client in their language over and over again is the key to making them feel like they are in the right place with you.

Step 2. Make them feel at home – If you had guests over for dinner, you’d want them to feel at home, right? It’s the same with your 20%. If they visit your website, find a flier, talk to you on the phone or hear about you from a friend, they’ll feel comfortable with you if you’ve created an environment that speaks to them. Most wellness practitioners attempt to be everything to everyone, which can be commonly seen on websites where it’s not clear who this person supports. If you’re website indicates that you can help everyone, then the magical 20% of your clients won’t feel at home. Make sure your marketing copy, your website and all materials that you use reflect the message you want the 20% to know and experience.

Step 3. Specific Support – You’ve heard me talk about providing Consistent Value before, which essentially means regularly providing valuable tips and resources for your community. Specific Support is the next step. You want to make sure that the valuable information that you are consistently providing is specifically supporting that 20%. If 20% of your clients are women in their 30s experiencing digestive concerns, they may not feel that your support program on ‘Cure Your Hot Flashes Naturally in 30 Days or Less” speaks to them. Don’t try to be everything to everyone. Make sure to focus on what matters most to your 20%. The best way to do that is explained in step #4….

Step 4. Put Yourself in Their Shoes – If you want to know what your clients really want, just put yourself in their shoes and then have the image of your ideal client ask this very important question:

What is the thing that is keeping me awake at night and playing like a broken record in the back of my mind all day long even though I try to block it out everyday, but I can’t, because it’s the biggest challenge I’m facing right now?

What did you come up with?

Probably a big challenge that you can help your clients overcome so they can experience more joy, peace, and ease in their life.

When you answer this question for your 20%, you’ve just figured out what their burning desire is. And if you can support them in solving this, then it’s a match made in heaven!

Step 5. Focus your Energy – After you’ve fine-tuned steps one through four, you’ll want to make sure you focus 80% or more of your energy on the 20% of these ideal clients in your business. It makes sense, right? Why wouldn’t you want to focus your energy and spend your business resources on supporting the clients who want to spend time with you, including reading your newsletters, opening your emails, participating in your teleseminars or events, and ultimately, buying from you over and over again? Clearly,it’s a win-win situation for both you and them! You get to focus on what you do best and they get to receive the benefit of you being on purpose and following your passion to the highest level as you serve the world. Wow!

So get going and let your 20% know that you’re THE resource for them and watch your business grow.

Make sure to leave a comment and share how you’re applying the 80/20 Rule to your Wellness Business below!

Thriving Together,



Suzanne Monroe
Founder & CEO, IAWP

PS – This post was taken from the IAWP newsletter. Not getting our newsletter? Sign up by entering your name and email at the top of this page and you’ll also receive our FREE Wellness Professional’s Success Starter Kit!

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Are you a wellness professional, holistic health practitioner, or other health-minded, heart-centered entrepreneur who wants to learn the business and marketing tools to create lasting success? Get your FREE Wellness Professional’s Success Starter Kit at and jumpstart your wellness practice today. Suzanne Monroe is a Wellness Business Coach and the Founder & CEO of the International Association of Wellness Professionals, where passionate practices become thriving businesses.

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