How To Sell More To Existing Customers
Posted on October 06, 2017
Selling to existing customers and nurturing a strong relationship with that user base is the backbone to any successful business. New leads will always come and go, but it is those proven group of people who have bought from you before you are most likely to do so again. And if you have pleased them before, they are statistically 5 times more likely to buy from you again.
So, clearly the benefit is there to see. However, the problems can arise from figuring out how to correctly convert these former customers into repeat customers. Go about it the wrong way and you can lose a deal, however go about it the right way and you can secure yourself a consistent stream of income for quite some time to come.
The first step is the never stop nurturing and cultivating the relationship. If you make a sale, and then completely forget about that customer and never talk to them again, it can make the next time you want to sell to them more difficult, as you have undone a lot of the good work you initially did when you made the sale to them. Keep on marketing to them, keep the communication lines open with them and make them feel like you still have their interests at heart, and they will repay you tenfold when the time comes for you to sell to them again.
To make sure this is done properly, you really need to maintain and focus on your standard of after-sale report. If you stick around after the sale to help your customer through the process of using your services and to help them use the services to their maximum potential, the customers trust and liking of you will only grow. And that personal relationship can be extremely vital further down the line.
Another proven strategy is to make sure you know who the customers of your customer are. If you can put yourself in your customer’s shoes and see things from their point of view, it will greatly help your ability to sell to them effectively. Selling is all about the angle, and if you take an angle that proves beyond doubt to your customer that your service or your product will benefit them greatly in their own business, then you are that much closer to closing the deal.
This is all part of understanding the customer’s needs. If you understand their needs, you are half way there as you can tailor your offers to them to meet those needs exactly. This is where you have an advantage over your competitors as you have built that relationship with your customer and know their needs and their wants. Once you do that, and you also spend time cultivating that trust to the point where they fully believe that you will deliver exactly what it is that you say you will deliver, then you will be a in a situation where existing customers will be falling over you for your services and products.