Contact Existing Customers To Increase Business Sales by:Abe Cherian

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.

Copyright 2005 Abe Cherian

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

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

POST COMMENT

Getting a Forex Trading Education by:Jay Moncliff Online Forex Trading by:Bob Hett Bond Investing by:Jakob Jelling What To Expect From A Credit Repair Company by:Bob Hett Five Steps to Starting a Business by:Abe Cherian Increase Your Sales by Giving It Away by:Alan Boyer Expand Your Business using Venture Capital by:Abe Cherian Managing The Forex Accounts For You by:Gary Berg Oil And Gas Investing by:Jakob Jelling Forex Capital Markets And Foreign Exchange Transactions by:Gary Berg You Can Make Money With A Home Based Business by:Hans Hasselfors The Most Effective Way To Get A First Mortgage by:Bob Hett A Guide To Payday Loans by:Jeff Lakie