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I was having a discussion today with a client about lead generation and was pointing out that they were missing a lot of sales opportunities with their existing accounts. The client was praising his account managers but, as far as I could see, they are doing little more that order-taking combined with resolving the day-to-day issues arising from their accounts.
I have been preparing for a chamber of commerce talk I am giving in a couple of days time on ways to significantly grow sales without sales training. One of the areas is in relation to existing customers. I see so many smaller businesses that are struggling to generate enough new leads when they have masses of untapped opportunity with existing customers. For example:
There may be less work out there right now than there was but there is still work to be won. Many businesses that are struggling to find enough sales or their sales have plateaued do not realise that in their constant search for new clients they have been missing out on opportunities that they would stand a much better chance of winning.
Referrals are much easier to win than any other form of lead. There is nothing better than a recommendation from a satisfied existing client. You can educate clients to provide referrals. The best time is when you have just won a sale, especially if the lead is through a referral. For example.
‘Our business is built on referrals and that is how we manage to keep our costs down. Once we have finished the project and you are happy then I will ask you for a testimonial and a couple of people you know who might also benefit from …….. I hope that’s OK with you….’
Increasing sales with existing clients may seem difficult in the current economic climate. Here are 5 soft selling tips for increasing sales without being pushy.
Finding new clients can be hard work, especially in the current economic environment. The best sales people know that the easiest sale to make is with existing clients. But how do you get them to spend more money with you?
In my experience you can sell more to your clients and actually enhance the relationship at the same time….. if you do it properly.