Are you in a sales slump? Hate the thought of picking up that phone and trying to drum up new business? Why not drum up new business from your existing clients?
It’s not as hard as you might think.
Here’s a simple technique that I use myself in my consulting business and one that I use for my consulting clients when we are doing sales planning.
Pull out a blank piece of paper and draw a rectangular box. Along the left hand side of the box, list your customers/clients. Across the top, list the variety of products and/or services you offer. Once you have created this grid, begin by putting check marks in the box that corresponds to all the products or services you provide to each client.
Once your grid is complete, you will notice blank boxes. Those blank boxes represent sales opportunities. You have successfully identified areas of sales opportunities with an entire list of people you already know. Now you can pick up that phone and give your existing clients a call to see if there is anything you can do for them. Suggest some of your products/services that they don’t currently buy from you. This technique not only generates immediate sales, but keeps you in touch with customers you may not have spoken to in a while and makes you a helpful resource to them.
The old adage that it’s cheaper to keep an old client than get a new one is true and this simple technique will help you focus your efforts and be very helpful to your existing clients.
Nicole Shields, advertising agency founder, is the author of the e- book How To Create An Effect Marketing Plan In 7 Steps – Trade Secrets Used by Advertising Agencies Revealed at http://www.how-to-center.com/
