basbrun.com

In addition to the single developer license, I am selling CryptoTools licenses in packages of 4, 8 and 16 licenses with volume discounts.

Most customers are buying the one license package but, I have found during the last 10 years that the few customers buying 4 and more licenses packages are those with I spend less time in support. That makes me thing that the more a customer understands the product, it is more inclined to pay high price for the product.

Many peoples will tell you that this is a manifestation of the 80/20 rule. That is not! There is no such thing as a 80/20 rule for the peoples working in the real world. There are no 80/20 rules for those of us who take the risk to predict the future of a product instead of wasting time to find magical rules out of past experiences.

I think it is a great investment to spend time analysing your past experiences to learn from your mistakes and your good shots. However, that could also be an endless process if you decide to follow the gurus of the 80/20 rules. You could easily lose tons of money and time trying to integrate these magical rules to your business.

Do not focus on the idea that you could make much more money by working only with this 20% part of your customers. You can only end up with this 20% by serving 100% of your customers. There are no ways to “detect” this 20% of great customers!

Good customers are not characterized by percentages. Yous have 100% of good customers. Every person that buy something from you is a great customer. Once you have these customers into your database it is up to you to determine the best way to get more money from them. One by one, decide by yourself what every customer needs from you. Marketing gurus are not there to help you with your business … they are there to make their business grow.

Philippe Chrétien