Serve One, Not All: The Key to Big Profits

Can focusing on a single type of client truly TRIPLE your revenue?
Chris Do and Ayman Al-Abdullah, former CEO of AppSumo, reveal the secrets to mastering your target audience and leveraging that knowledge for maximum revenue growth. With real-world examples from AppSumo’s success story, Ayman pulls back the curtain on how focusing on your primary customers can turbocharge your customer lifetime value and shoot revenues sky-high.
Chris and Ayman debunk the myth of fearing to miss broader opportunities when narrowing your target audience by offering a fresh perspective. They explain why a laser-focused approach on a specific clientele zips past the objective of reaching every potential clients. Discover the significance of clarity, the power of data-driven decisions, why Apple serves creatives, and more insightful tips to help elevate your business strategies.
Get ready to tune into a discussion that’s positioned to breathe new life into your business strategies. If you're looking to deeply understand and serve your most profitable customer, this talk is a game-changer. Don't miss out on these insights that can revolutionize the way you approach your business and clientele.
In this episode:
00:00 - Intro
00:26 - Knowing Your Ideal Client
01:14 - AppSumo's Strategy
02:38 - The "Person-Problem-Promotion" Framework
04:38 - Don't Act on FOMO
06:01 - Market vs. Target
07:53 - Outro
#marketsegmentation #targetaudience #businessgrowth #revenuegrowth #marketingsecrets
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--
Host: Chris Do
Producer: Mark Contreras
Cinematographers/Editors: Stewart Schuster @RodrigoTasca & @Tascastudios MOCS Media

[@tomg5595]

"Building a business without an ideal client in mind is like writing a love letter and addressing it to whom it may concern" - This, right here. Amazing.

[@iunderstanphotography2780]

stealing that!

[@Cinemalitics]

@@iunderstanphotography2780definitely gonna steal that 😂

[@cruztube23]

Serving the whole market means serving nobody. I learned that after many years and it's a joy to niche down - already inside a niche. Pays better, gets you more respect, less stress (!) and a bit more free time. After 6 years of serving "everyone" I stumbled upon a client (marketing agency) that only needed a designer just to create 9:16 graphics for Instagram stories (in a pretty specific industry) - for his own clients. After 14 months of working with him I decided to specialize in that exact niche (inside a niche). Which was a crazy thought at first, but the best decision. I'm literaly earning double now than I did before. It's a joy to specialize deeply, no regrets at all.

[@cemetry]

This 8 minutes of sit down conversation is 8 times more valuable than 8 blogs any beginner will read on "Should you niche down?"

[@holmezalex831]

The most difficult thing is leaving the scarcity mindset and having a deep focus... 😅 my current predicament!

[@thefutur]

Yes, but the difficult things are the things most worth doing.

[@holmezalex831]

@@thefutur So true... I really value your contents, thank you so much!

[@thefutur]

You're very welcome thanks for watching!

[@SGDCTVDUBAI]

u r not alone

[@dawnmoore3270]

Yes!!

[@enemaku]

I’m loving everything from this guy! Can’t wait to binge the rest of the interview 💖

[@thefutur]

It's dropping this weekend.

[@enemaku]

@@thefutur amazing I look forward to it ✨

[@meowmads]

This conversation is so key.

[@texashammer4]

Can’t emphasize how good this content is. Message and delivery, all of it, wish it was out when I was coming up!

[@husoachang7683]

Hyperfocusing is great, but it's also important to be ready to adapt and change that focus. Blockbuster is the greatest example of failing

[@thefutur]

Right, but they forgot to innovate, Ayman mentions Kodak for an example.

[@zeitakulobusta9708]

@@thefuturyep keep your eye on the ball and innovate. Also data-driven is an ongoing thing, not a one-time reset.

[@zeitakulobusta9708]

Bang frkn on - I'm at a smaller, solo scale but this is right where I'm at now as I repackage to a much more specific type of client with generally deeper pockets. As Ayman points out here, this doesn't mean cutting off clients outside your lens of focus, but bigger, tastier fish need more tailored bait....which can still tempt some decent smaller eats ;) Thanks as always Chris, so much growth in my approach this year thanks to you brother.

[@ForeverDansky]

Absolutely loved this, very valuable insights! Thank you both 😍

[@Cacuofa]

The comparison between the client and the girlfriend is by far the best line I heard in years. I will use it , thank yoo

[@sigilpop]

Great content Chris, lots of insights as always! The quality of opportunity matters a lot. It's not about narrowing down but going deep.

[@pedroavila1584]

quality over quantity, this is a motto one could always run by, even if you are not an entrepreneur, if you are an employee your life will be much easier if your team know you are the go to guy for an specific area instead of being the "jack of all trades" ps. fun fact, the Ryoji Ikeda's Chris t-shirt, I came across one of his performances, datamatics, way before I even knew was going to work in data engineering, a couple of years ago, it was so legit! I really enjoyed the coincidence

[@HesronPoet]

This content is gold. Thank you.

[@thefutur]

Glad you enjoy it!

[@HRHJoie]

⭐ #1: Smart Tips!

[@dawnmoore3270]

This was the message I needed today! Extraordinarily helpful!

[@thefutur]

Glad it was helpful!

[@guylaineregimbald2914]

Damn, it’s all came clearer now. Thanks

[@CryptoGrit]

Straight to the point :) on a road to become the best on long term portfolio growth with low risk and minimalist management :)

[@user-nb5ox5rt4n]

Thank you again for this very useful episode. I cant wait to see the full interview about the topic.

[@thefutur]

Glad you enjoyed it!

[@CatineSkyi]

The whole interview is 💣💥! You have to watch it. This part is a wake up call for me.

[@adewunmiemmanuel1457]

Interesting interview Chris! What if I own a brand that intends to serve Creation in other artistic stuff I'm scarcely into through partnership, should I cut off from them and focus on my skill or still display all the stuff to my audience??? I hope you get this clearly

[@ChristianMillionaire]

Ahh... I like this. Very concise thought process to execute.

[@JRYates]

Love it. I think this could work also for retailing products, not just saas. Thoughts?

[@thechrisgoor]

This is really great. One question; Could you mount the mic arms on the bottom shelf of those tables so it doesn’t block the faces on the wide shot?

[@suryakantapradhan6935]

Very informative video, i learn a lot of things from this podcast

[@dehansfashionacademy3365]

Thank you!

[@nic8lay]

comes down to focus!

[@RaymondTheThird]

I only built a viable business in the early years via inching. It told me exactly who to talk to and where to go.

[@Bom3000]

1) Chris! What're those shoes? I want them. 2) Great video guys, loved it.

[@thefutur]

Adidas NVM x Pharrell

[@increditors]

Great value. Although I think Mr.Beast spends $1500 on each thumbnail.

[@garethellison01]

I agree with comments and vid. Makes logical sense to become an expert in one area rather than ok in every area. However, big fat elephant that never gets addressed. How to you win clients with no previous experience in that field. No for that specific area. Surely you need to start broader before you niche? Thoughts anyone?

[@MichaelWilliams-lo3ix]

Awesome

[@charlesbloomfield222]

I'm currently in this dilemma attempting to focus my design and brand strategy consultancy to a specific niche. Currently i've narrowed it down to Health & Lifestyle businesses, but even then its too broad. Again, its the idea of fearing leaving everything on the table. How much more specific should you go?

[@thefutur]

Great questions as specific as you can get. To the point that you would know what conferences your clients attend and they first name. Think “Dentist Dan” or “Marketing Matt” let me know if that helps.

[@charlesbloomfield222]

@@thefutur That's a nice way of thinking about it. Thank you. I guess like Apple, even if I target my content to a specific market as niche as 'Helping grow healthy food and beverage product businesses who want to scale their e-commerce operations' (Protein bar patrick lol ?)- It doesn't necessarily mean I can't service PT trainers looking to build a brand? Like, as long as the content serves a specific market, it's possible other businesses on the periphery of your niche may come along for the ride too. So instead of worrying about all the markets, just go hard into one area and see what happens...

[@qaishudhud2582]

does this still stand true if you're just starting out? do you have to pick a niche before getting started or is this something that you narrow down to?

[@thefutur]

When you’re starting out, I would say try out a couple different things and figure what projects you enjoyed doing the most and go from there.

[@zeitakulobusta9708]

Spread your net wider on what you can deliver to a level you're satisfied with. Take the short-term lower income as the cost of learning but reflect, research and progressively let low performing services/clients go. Putting prices up at the right time will further distill the earners from the burners and I think that's a good point to resuit and refit to a particular segment, customer type etc.

[@qaishudhud2582]

Thank you

[@qaishudhud2582]

Thank you

[@Oluwatoyosi.A]

Thank youu ❤❤❤

[@thefutur]

You’re welcome

[@alpha_7609]

Wonderful I can't get this thing in my brain, I always think if I focus on one thing I will lose

[@thefutur]

Have you tried focusing on one thing? A big issue for creatives is that once that initial dopamine "hit" wares off we want to move on to the next thing. Not realizing that there's an even bigger one, when you become an authorty in your field and endless opportunities pop-up.

[@alpha_7609]

Yes, when I tried that's exactly what happened looked like I am no longer interested I have heard this many times in your videos, I will focus on mastery in one thing

[@alpha_7609]

And Chris, I am grateful to you because of your videos I got the courage to triple my per hour rate (gradually) and got better clients

[@ArtForTheGentleSpirit]

@@thefuturI agree. I have more than 30+ years of mastering my skills of a technique, but people say that i should broaden out cos the art I teach till this day is ancient. But I can charge more for my speed and experience with my craft. So my market may be small, but I’m pretty sure I can make alot from it. Still learning.

[@3DGladiator]

Great content!! Mic stands must come from behind the chairs next time..

[@thefutur]

😅 yea IDK how the team missed that one.

[@RaymondTheThird]

Gives the authentic podcast experience 😂

[@thefutur]

That's one way to look at it!

[@starciacockett9912]

I struggle so much with wanting to try out new ideas and concepts. It makes it tough to niche down.

[@thefutur]

You have to fight the desire to say yes to too much.

[@topshelfgaming420]

So the big takeaway is get into thumbnail making.

[@thefutur]

yes. 100%. you nailed it!

[@omnymisa]

If it is working it is working, but don't you think having all the eggs in one basket is risky?

[@thefutur]

put them eggs in the basket.

[@thisricardopalma]

Maybe we should ask Apple. ;)

[@khalidbeyaie]

20k Per Thumbnail Sheesh!

[@miguelmelendeztorres]

I'm really good at changing the relationship "traumatized" English language students have with learning English. Why do I feel like that's not a skill that I can use to market myself?

[@CarmelloVision]

So multiple websites eh? ;)

[@thefutur]

Haha IDK about that... Look at your past billings and see who was your most "profitable" clients, who did you enjoy working with. Focus on them.

[@CarmelloVision]

@@thefutur just kidding. Thanks for all you do 🫡

[@adroitws1367]

what if your niche isn't profitable?

[@thefutur]

Profitable or no demand?

[@adroitws1367]

@@thefutur is low demand considered no demand? and what if those who demand it didn't have deep pocket to make it profitable? should I change niche? Isn't that mean the narrower the niche the more luxurious it need to be?

[@LrsK]

I think he forgot to say to niche people who has money.

[@thefutur]

Idk if he forgot to say that, he talks about they looked at the numbers and saw who was their most profitable client. "Marketing Matt" and they focused on him.

[@runi2453]

What if the middleman is using you or profitting more?

[@thefutur]

if you can get the client then you wouldn't need the "middle man".

[@louwaars]

literally 95% chooses the saas niche haha

[@Queenieb03]

This can really bite you in the ass. Hyper focusing can also kill your business.

[@thefutur]

Do you have an example of a business that "hyper-focused" and killed their business?

[@RaymondTheThird]

Only if you hyper focus where nobody wants you, which is the exact opposite point of knowing your market and homing in on a space that needs a specialist

[@j10001]

@@thefuturYeah but they’re all dead. That’s the problem with “left censored data” - you’re only looking at survivors. So, to your question, the vast majority of failed companies have focused on losing, low-margin, low-growth, small market customer segments and customer needs. The local “I’ll sell cookies to my neighbors” ideas. Or any number of companies that had bad timing (“I assemble computers for everyday users and sell them from the trunk of my car” but it’s 2003, not 1995), etc. So there’s a legitimate concern about finding the _right_ target market for today, as opposed to just any target market. Anyway, I’m just responding to your response to this commenter, but I give full credit to your guest in saying to focus on your most profitable customers who sing your praises. Excellent point. Note however that this approach presupposes that you have tried serving several different types of customers, which experience gives you fodder for learning. So the video is awesome, but it’s speaking of a snapshot in time in the life journey of a business.

[@thefutur]

Thanks for sharing your thoughts, but I'm having a hard time following it. What point are you trying to get across?

[@j10001]

@@thefutur Dude. Try reading it again. You asked a question, and I answered it.