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The most overlooked methods to Increasing sales |
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The most overlooked methods to Increasing sales |
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The most sure-fired way to increase your sales, and won't cost you a lot or take a huge amount of time, is selling more to your existing customers. You know how long and expensive it can be to win over a new customer. Between advertising, sales calls, and approvals. The most sure-fired way to increase your sales, and won'tcost you a lot or take a huge amount of time, is sellingmore to your existing customers. You know how long andexpensive it can be to win over a new customer. Betweenadvertising, sales calls, and approvals. With existing customers the process can be much quicker,smoother, and less costly. Remember, existing customersalready know you and what you can do. Your challenge is tolearn about additional opportunities within the company,and go after them. If the cost of sale for an existing customer is so muchlower than for a new customer, why don't small companies goafter their existing customers more aggressively? Because they have been conditioned to grow their customerlist, and because they simply may not realize the potentialthat exists in obtaining repeat sales from existingcustomers. And bringing in new customers is sometimes moreexciting for sales people than expanding sales to existingcustomers. Don't interpret this to say that small companies shouldn'taggressively go after new customers. The purpose here is tosuggest that substantial growth lies in repeat sales toexisting customers. There are 5 methods to follow: ¡è Stay in touch with existing customers to learn theirOn going needs. Inquire into their challenges so as todiscover needs they have that you can fulfill. It may bethat someone in another department has a problem that oneof your company's products or services can solve. It isonly by being in touch with customers that you learn aboutsuch opportunities. ¡è Try to find up selling opportunities. Not only more ofthe same, but larger orders and new features. A satisfiedcustomer is a great candidate for expanded sales. Thecustomer has respect for your capabilities and ability todeliver. The customer will listen to your pitch, and likelytell you about possible obstacles ¡è limited budgets or opposition from another departmentor, even more valuable, the existence of a competitor.Then, you are in a position where you can help solve theproblem. Perhaps by offering a quantity discount orthrowing in some additional service that will convinceothers in the company that you should provide more of theproduct or service. ¡è Let existing customers know when you come out with a newproduct or service. Regardless of whether they buy, theycan provide feedback, and may become buyers for the newproduct down the road. ¡è Seek out leads from existing customers. They can oftenprovide referrals to others in their companies or toindividuals associated with other firms they do businesswith. It always helps in soliciting a prospect to bereferred by someone the prospect respects. Existingcustomers represent a potential gold mine. Not only for thepresent
ABOUT THE AUTHOR
Written by: Abe Cherian |
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Is FREE Killing Your Sales? - Lewis Leake Jr |
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The most overlooked methods to Increasing sales |
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