How to Use the 80/20 Rule to Supercharge Your Nutrition Practice and Get More Clients
As a certified nutritionist, you’ve dedicated yourself to helping others lead healthier lives.
But sometimes, it feels like you’re putting in so much work with little return.
You’re not alone—it’s common to feel like you’re spinning your wheels without making real progress.
That’s where the 80/20 rule comes in.
The 80/20 rule (also known as the Pareto Principle) is all about working smarter, not harder.
It means 80% of your results come from just 20% of your efforts.
The key is figuring out what that 20% is, and this can make all the difference in growing your practice without burning yourself out.
But the hardest part is knowing what’s actually working and what isn’t.
Identifying Your Core Clients
Before you can streamline your efforts, you need to identify your core clients. These are the 20% who are responsible for most of your bookings, revenue, and referrals. But how do you find them? Here’s how:
1. Track Repeat Business
What to do: Go through your client records over the last year. Identify clients who have booked more than once or signed up for a package of services.
Why it works: Repeat clients are often more invested in your services, more likely to refer others, and more likely to provide feedback that helps you grow.
Example: If you see that a group of clients is consistently booking follow-up sessions every quarter, these are likely your core clients. Focus on their needs to grow that group.
2. Analyse Referral Sources
What to do: Look at where your new clients are coming from. Are they referrals from existing clients, online reviews, or perhaps word-of-mouth within a specific community?
Why it works: Core clients often spread the word about your services without you even asking. If you know where these clients are coming from, you can focus your energy on nurturing those relationships.
Example: If you find most of your referrals are coming from a few loyal clients, reach out to thank them personally. Consider offering a referral incentive like a discount for future consultations.
3. Survey Your Clients
What to do: Ask your clients for feedback after their sessions. Simple questions like “What was the most valuable part of our session?” and “Why did you choose my services?” can reveal key insights.
Why it works: Understanding why clients choose you helps identify patterns—whether it’s your personalised approach, specific expertise, or convenience.
Example: If multiple clients say they appreciate your clear, actionable advice for plant-based diets, it might indicate that your core clients are people seeking plant-based nutrition guidance.
Analysing Which Services Are Working
It’s not just about identifying your core clients—you also need to figure out which of your services bring the most value. This can often reveal where to focus your energy, and here’s how to do it.
1. Look at Revenue Per Service
What to do: Break down your revenue by service—whether it’s individual consultations, group programs, or meal planning. Identify which services bring in the most income.
Why it works: This shows you what’s actually driving your business forward. Often, a small portion of your services brings in the most money, while other services might be time-consuming but less profitable.
Example: If 80% of your revenue is coming from one-on-one consultations but group workshops are taking up more time with less return, it may be time to scale back on workshops and put more energy into your consultations.
2. Client Satisfaction and Demand
What to do: Ask clients which services they find most valuable and why. You can do this informally in follow-up emails or through short surveys.
Why it works: What you think is valuable may not align with what your clients think is valuable. If they’re only asking for meal plans but not booking your premium packages, that’s a sign to rethink what’s working.
Example: If many clients tell you they love your 30-minute consultations because they’re quick and actionable, it might be worth offering a focused mini-consultation package, rather than full-hour sessions that don’t fill up.
3. Track Where Bookings Come From
What to do: Monitor the specific marketing or content pieces that lead to the most bookings. Did a client book after reading a blog post? Did an Instagram story convert into a consultation?
Why it works: Knowing what content leads to real action helps you focus on the most effective marketing strategies. Often, a few key pieces of content or channels bring in most of your clients.
Example: If a particular Instagram post about a new service consistently drives bookings, double down on that kind of content. Consider doing more posts like it, or even promoting it with ads.
Simplifying What Works
Once you’ve identified your core clients and what services are driving the most value, it’s time to simplify. The 80/20 rule is about focusing on less, but making it work better. Here are ways to put this into action.
1. Nurture Your Core Clients
What to do: Once you know who your core clients are, focus on deepening relationships with them. Offer personalised check-ins, loyalty discounts, or exclusive content just for them.
Why it works: Your core clients are likely to refer others and stick around longer, increasing the lifetime value of each client.
Example: Send a special “VIP” email once a quarter with personalised advice and invite core clients to book a discounted follow-up consultation.
2. Focus on High-Value Services
What to do: Stop offering services that aren’t bringing in much income or are too time-consuming. Focus on refining and perfecting the services that are most valuable.
Why it works: Offering fewer, high-value services means you can spend more time delivering quality, which is more likely to lead to repeat business and referrals.
Example: If meal planning and consultations are your bread and butter, refine them. Offer higher-tier plans, like premium meal plans with shopping lists or ongoing nutrition support.
3. Cut Out Marketing Channels That Don’t Work
What to do: Analyse which marketing channels bring in the most clients and focus on those. If social media isn’t bringing in clients but your email list is, put more energy into growing your list.
Why it works: Instead of feeling like you need to be everywhere, focus on what’s working. More isn’t always better—better is better.
Example: If Instagram stories are driving the most bookings, stop stressing about Twitter or TikTok and focus on creating great stories and building engagement there.
Wrapping Up
The 80/20 rule is about working smarter, not harder. As a certified nutritionist, the goal isn’t to do more but to focus on what works best. By identifying your core clients, analysing your most valuable services, and simplifying your efforts, you can build a thriving practice without the overwhelm. The hardest part of the 80/20 rule is figuring out what works, but once you do, everything gets a little bit easier—and a whole lot more rewarding.
So, take a step back. Who are your core clients? What services bring you the most value? That’s where your energy belongs.
