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Note: The following is an excerpt from the Scale Smarter Newsletter.

Not all customers are created equal. Some are meh. Some suck. But what if 100% of your customer base was made up of your #1 best customer?

Imagine you could clone your best customer.

I developed the new “R3 Framework” for Techstars and I’m going to walk you through it so you can find more of your best customers:

  1. Reflect on your best existing customers

  2. Refine an updated POWER customer persona

  3. Retarget this persona by updating your processes

  4. Reflect on your best existing customers

  5. Refine an updated POWER customer persona

  6. Retarget this persona by updating your processes

R1: Reflect

First, think about your best customer. Name them and picture them in your head. This should be a real customer—we’ll call this your “P.O.W.E.R. Customer”

P.O.W.E.R. = Positive Outlier With Exceptional Results.

Now what makes them your best customer? Consider what sets them apart from the rest and makes them an “outlier.” What were the “exceptional results” you saw from them?

Your “POWER Customer” is probably: