| Did you know that your customer who spends $1000 | | | | product from any other vendors beside us? What |
| a year with you, actually buys $10,000 a year of | | | | would it take for us to get a shot at increasing what |
| what you sell? He just buys the other $9,000 from | | | | we do with you? |
| other vendors. Are you aware that your customer | | | | You can bet if your competition is good, they are |
| would like some additional products that you sell, but | | | | asking. Yes, I know some customers like to spread it |
| is not even aware that you even sell them? Did you | | | | around but times are different right now and they |
| know your customer has other divisions that could | | | | might be open to listening to your ideas? Go for the |
| use your products or services but you are not even | | | | business before your competitor does. You do not |
| aware of you? Are you so busy trying to get new | | | | want to hear that your customer has decided to |
| business that you forget to look in your own house? | | | | consolidate their purchases with another vendor. |
| One of the things I always do when taking a new | | | | The next area is to make sure your customer knows |
| sales assignment is to really take a look at the | | | | all the things you sell. Sometimes you have been with |
| existing customers and to define first what else can | | | | a customer a long time, things have changed and |
| be done for them. How can business with them be | | | | either you now sell new products or they now have |
| increased or expanded. What else can we sell them. | | | | a need for new products. But they do not know you |
| It is just amazing what can be found. On one | | | | sell them. If you sell auto insurance, do they now |
| assignment, we were able to expand sales 70% in 18 | | | | know you also sell life? If you sell network support, |
| months just by increasing what we sold to our | | | | do they know you also sell Internet service? If you |
| existing base. | | | | sell office supplies, do they know you also sell coffee |
| Your existing customers already know you. They | | | | service? Take some time and make sure you know |
| already love you (or should). They trust you. They | | | | what they use. If you sell it, then go after the |
| buy from you. They would buy added product from | | | | business. |
| you if they knew you supplied it. Don't take anything | | | | Finally one of the most overlooked areas is other |
| for granted. Go find out. Do not assume they know, | | | | divisions. Or in the case of entrepreneurs, other |
| in fact assume they don't. Start by putting your | | | | businesses they own. Or in the case of families, other |
| customers in order by the amount of sales you do | | | | businesses owned by other family members. Do you |
| with them. It is critical to start with the biggest | | | | take time to ask. Do you have any other divisions or |
| customers first and work down. This will get you the | | | | affiliates or partners that could use what we are |
| biggest payback quickly. | | | | selling you? Do you own any other operations? |
| The next step would be to start at the top of the | | | | Are any members of your family in business or |
| list and for each customer find out how much of | | | | buying for other business? |
| what you sell they buy both from you and from | | | | I can guarantee you that if you have a good base of |
| other vendors. This is really a great conversation | | | | customers, there is more business there. And these |
| piece and a way to meet with them. Set up a | | | | are only 3 things that we have looked at. There are |
| meeting and get some answers. | | | | even more. What about upselling to a high level |
| Hi Janice, thanks for seeing me today. We are | | | | product of what they have. They might not even |
| working on our 2010 plan and I see that last year | | | | know they need it, but you do? Get out there this |
| you purchased $1,200 worth of product from us. | | | | week and start working your base. There is so much |
| Thank you very much for your business. Were you | | | | potential work there. If you are looking for ways to |
| happy with the product and service. Is there anyway | | | | make money now - start working your base. |
| we could do better for you? Do you purchase our | | | | |