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7 Ways to Get Your Customers Saying "Wow!"
Getting a "Wow!" from a customer is not only motivating for you but brings them back to buy. Read how to can get customers saying "Wow!". Just imagine. You have walked out of a shop or put down the phone after purchasing something and your...
A Real CRM Strategy or Just Tracking Customers?
An increasing number of companies claim to have adopted the principles of Customer Relationship Management (CRM), but in many cases they are simply paying lip service to what has become one of the latest ‘buzzwords’ Carried out correctly, CRM is an...
Communication: Management's Responsibility
I've just watched, again, an episode in the Back to the Floor television series, which aired on the BBC (United Kingdom) and PBS (United States). Once more, communication turned out to be a key issue, as it often does in business stories. If...
Customer Service Is King
Customer Service Is King - by Michael Ambrosio Do you know the one thing that can make or break your business faster than anything else? If you said Customer Service - give yourself a prize. For the past 15 years, my job has been customer...
Do You Know Who Your Customers Really Are?
Successful marketing of a product or service rests on the effective market research. Marketing research is an answer to various questions that crop up in your mind regarding the product. Some of the questions are: - Will the product sell? -...
 
Contact Existing Customers To Increase Business Sales

You may publish this article in your ezine, newsletter on your web site as long as the byline is included and the article is included in it's entirety. I also ask that you activate any html links found in the article and in the byline. Please send a courtesy link or email where you publish to: support@multiplestreammktg.com

-----------------------------

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

 

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