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Contact Existing Customers To Increase Business Sales

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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.

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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