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The most overlooked methods to Increasing sales
By Abe Cherian
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The most overlooked methods to Increasing sales
By Abe Cherian
Copyright ? 2005
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.
With existing customers the process can be much quicker,
smoother, and less costly. Remember, existing customers
already know you and what you can do. Your challenge is to
learn about additional opportunities within the 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. And 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. There are 5 methods to follow:
¡è Stay in touch with existing customers to learn their
On going 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.
¡è 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
¡è limited budgets or opposition from another department
or, even more valuable, the existence of a competitor.
Then, you are 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 the company that you should provide more of the
product or service.
¡è 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.
¡è 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 leading performance-based Internet advertising
company dedicated in helping small businesses create online presence, brand recognition and online automatio. Weekly TipsWeekly Tips Newsletter
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