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Often in business we find ourselves so busy working on our workload that we neglect our existing customers (or anyone who has expressed an interest in your company or your products by signing up to an electronic newsletter (ezine), requesting more info, etc.), who are a vital source of business and one that we are in danger of losing if we dont look after them.
This is a valuable opportunity for your business and you cant afford to waste it. Its a great opportunity to sell to already interested customers and potential customers who already know you and what you do. An opportunity to build a continuing relationship with them and ultimately build your business into a stronger one.
It is a very simple technique that can generate a vast amount of sales and business for your company, and the good news is that you can apply it to any business and for little cost. So how do we sell more to our existing customers you ask?
Sell them products and services that compliment their potential/ existing purchase(s) or enhance them in some way. For example we could add a new product or service to our range and then present it to them as part of a new irresistable offer.
Most larger established companies now do this and offer you a range of products, options, upgrades, etc., either when you buy a product or in their subsequent communications.
Surprisingly, very few smaller companies have mastered this sale creating technique. If you use it within your company you will see much higher sales as a result.
Here's an example: A software company offers you a simple bit of software that enables you to store and recall your potential customer leads. Names, addresses, phone numbers, and notes on potential customers of your products and services.
When you go to buy it you are offered two versions, an advanced and a basic version and some key selling points on why you should buy the advanced version. You are also offered a training CD and at-your-premises training by a person from the company. All of these options are at additional cost but you may be tempted to get one with your purchase.
Lets say for this example you just buy the basic version of the software. A few days later you get an email from the company addressed to you personally and thanking you for your purchase. Also in the email you will noticew some ads to sell you upgrades, other software products and add-ons, multi-user agreements, product support, etc.?
You see my point? Actively sell to your customers. Dont be a one-shot wonder by selling just one product or service, sell them add-ons, upgrades, training, support, product bundles and anything else they may be interested in. It seems obvious that if they have already bought from you or are interested in doing so, they will also be willing to look at other products and services that may compliment that product or are related to it.
Your company will easily benefit from this selling technique. You just need to put it in place!
Good luck as always.
Peter Simmons is editor of the DYNAMIQ EZINE. GET MAXIMUM RESULTS FROM YOUR WEBSITE! Increase your traffic, sales, profits, referrals and more... START GETTING RESULTS RIGHT NOW with our FREE WEBSITE EVALUATION at http://www.dynamiq.co.uk/ezine or email me anytime for immediate assistance peter@dynamiq.co.uk
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