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The Easiest Business You Will Ever Get

By: Alice Heiman
Categories: Customer Service, lead generation

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:

  1. Sell them more of what they are already buying.

  2. Sell them items they are not currently buying.

  3. Develop new items to sell them.

  4. 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.

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 would like more “how to” information about sales please subscribe to my newsletter. If you need help turning your satisfied customers into loyal customers, I welcome your questions. Please contact me at answers@aliceheiman.com or call 775-852-5020.

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Alice Heiman
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Alice Heiman

Founder and CSO at Alice Heiman, LLC
Alice Heiman has been helping companies increase sales for more than 20 years. Her innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.
Alice Heiman
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