Selling more to existing customers is probably the best way to succeed in business. Why? Because selling more to existing customers is cheaper, easier, higher profit, and a higher percentage sale than any other sale you can make. Yet nobody does it. Why?
Try this simple one question test:
Do you try selling more to existing customers?
Here’s the test: if I say “increase sales” what do you think of? If you’re like just about everyone else (including your competitors) you think of “get more customers.” Almost no one thinks about how much easier it is just selling more to existing customers.
Why is it easier, cheaper, etc? In New York, “time is money,” so you can’t afford to waste either. Let’s assume that the clients who already buy from you already know, like and trust you. Those are the basic steps you have to take with a prospect before you can sell them anything. So they know you, and like what you’re already doing for them. That means that buying something additional from you is safer than trying an “unknown” supplier. “Unknown” can result in disappointment, delay, and unexpected expenses. You get the picture. You’re the safe bet.
Selling more to existing customers is easier.
When’s the last time you tried “cold calling”? How successful was it? But when your customer calls you to place an order, or when they need your help, you’ve got their attention. When you do help them, you’ve got their gratitude. What better time is there for mentioning an additional product or service that you think could help them? If they’re buying beer, why not sell them pretzels? If they’re buying wine, why not sell them a cork screw? If they’re buying a vacation, why not sell them travel insurance?
Selling more to existing customers in this way in the most profitable use of your time, and it helps make your customers loyal to you. After all, its harder to replace a supplier who sells them two products than just one!
Interested in selling more to existing customers?
Call me for a free 15-minute Coaching session on the selling more to existing customers and the easiest way to do it…and you don’t even have to ask them for the sale! In New York, call 212-355-6980. Call 800-862-8896
