What’s the easiest business you will ever get?
The easiest business you will ever get is more business from your existing customers. With one caveat – I’m assuming they’re satisfied! Why is it that most business owners and salespeople don’t answer this question correctly? I have said it before, there could be a goldmine waiting for you. Whenever someone tells me they want to increase sales I always start with understanding the business they currently have.
Here are four ways to get more business from satisfied customers:
Sell them more of what they are already buying.
Sell them items they are not currently buying.
Develop new items to sell them.
Get referrals from them.
Why go out and generate leads the hard way. Sometimes you have to but start with the easiest ways first. Generate leads within your existing customer base. Maybe you have satisfied customers who haven’t purchased anything for a while or they don’t know about your new products and services. Many companies spend lots of time marketing to prospects and don’t spend any time marketing to their customers. Make sure your customers hear from you often with good, useful content and information about new products. Send them mail, email and interact with them on social media. Call them and visit them on a regular basis. Thank them! Go above and beyond to give them extraordinary customer service. What’s the difference between a satisfied customer and a loyal customer? A satisfied customer got what they paid for and might buy again. But they have short attention spans and if they can get the same thing somewhere else cheaper they probably will. A loyal customer loves you. They wouldn’t think of going elsewhere even if the price was a bit cheaper. They rave about you to their friends and they give you unsolicited testimonials. They are a walking advertisement for you. [Tweet “A loyal customer loves you. They are a walking advertisement for you.”]
Which do you want?
If you need to generate more leads, start digging around in your own customer base. See what you find. Then figure out what you need to do to 1) Make sure all your customers are satisfied and 2)Turn your satisfied customers into loyal customers so that they continue to buy and send you lots of referrals.
Please feel free to comment below. Thanks for reading my blog! If you need help turning your satisfied customers into loyal customers, I welcome your questions. Please contact me at firstname.lastname@example.org or call 775-852-5020.
Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.