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Contact Existing Customers To Increase Business Sales By Abe
Cherian Copyright ? 2005
One of the best ways to increase your sales and one that won't
cost you a lot or take a huge amount of time is by selling more
to your existing customers. This can be a lengthy process and
expensive to win over a new customer. between advertising, sales
calls, and approvals. With existing customers the process can be
much quicker, smoother, and less costly.
Existing customers already know you and what you can do. Your
challenge is to learn about additional opportunities within your
company, and go after them.
If the cost of sale for an existing customer is so much lower
than for a new customer, why don't small companies go after
their existing customers more aggressively?
Because they have been conditioned to grow their customer list,
and because they simply may not realize the potential that
exists in obtaining repeat sales from existing customers.
Bringing in new customers is sometimes more exciting for sales
people than expanding sales to existing customers. Don't
interpret this to say that small companies shouldn't
aggressively go after new customers. The purpose here is to
suggest that substantial growth lies in repeat sales to existing
customers.
Stay in touch with existing customers to learn their ongoing
needs. Inquire into their challenges so as to discover needs
they have that you can fulfill. It may be that someone in
another department has a problem that one of your company's
products or services can solve. It is only by being in touch
with customers that you learn about such opportunities.
Try to find up selling opportunities. Not only more of the same,
but larger orders and new features. A satisfied customer is a
great candidate for expanded sales. The customer has respect for
your capabilities and ability to deliver. The customer will
listen to your pitch and likely tell you about possible
obstacles.
They will probably tell you about their limited budgets or
opposition from another department. They might slip you some
information about the existence of a competitor. You are then in
a position where you can help solve the problem. Perhaps by
offering a quantity discount or throwing in some additional
service that will convince others in your company that you
should provide more of your products or services.
Let existing customers know when you come out with a new product
or service. Regardless of whether they buy, they can provide
feedback and may become buyers for the new product down the
road.
Seek out leads from existing customers. They can often provide
referrals to others in their companies or to individuals
associated with other firms they do business with. It always
helps in soliciting a prospect to be referred by someone the
prospect respects. Existing customers represent a potential gold
mine. Not only for the present, but for helping expand your
company's future.
About the author:
Abe Cherian is the founder of Multiple Stream Media, a company
that helps online businesses find new leads and more customers
without spending a fortune.
http://www.multiplestreammktg.com
