So many sales managers and company owners are putting huge pressure on their sales teams to find more business from new customers.
Growth is always important, but counting on only new customers to provide it is a big mistake.
First of all, your existing customers already (presumably) know you, love you, and trust you. So it’s actually easier to up-sell those customers or find new ways to serve them than it is to convince someone who has never used your solution to give it a try.
Moreover, when you spend too much time chasing down new customers, your existing ones start to wonder if they matter to you. If ignored too long, they may start looking elsewhere for the solutions, the savings, and the attention they want and deserve.
Go ahead and look for new customers as you can, but always hold on tight to the ones you already have!
© 2009 YOU ROCK!™ Communications
THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.
Growth is always important, but counting on only new customers to provide it is a big mistake.
First of all, your existing customers already (presumably) know you, love you, and trust you. So it’s actually easier to up-sell those customers or find new ways to serve them than it is to convince someone who has never used your solution to give it a try.
Moreover, when you spend too much time chasing down new customers, your existing ones start to wonder if they matter to you. If ignored too long, they may start looking elsewhere for the solutions, the savings, and the attention they want and deserve.
Go ahead and look for new customers as you can, but always hold on tight to the ones you already have!
© 2009 YOU ROCK!™ Communications
THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.
