Earn More Business From Current Clients: 4 tips for up-selling and cross-selling existing accounts
As we recently discussed, long-term customers provide many financial benefits to your company. In fact, strengthening current accounts is one of the most effective methods of boosting profits. Recruiting new clients usually costs a pretty penny, so many world-class organizations focus on increasing up-selling and cross-selling to current customers instead. Unfortunately, many salespeople avoid these techniques because they are afraid that suggesting additional products or services could scare off customers. However, as long as you follow a few basic strategies, as outlined below, you can successfully cross-sell and up-sell to your current customers.
1. Identify the Roles of Individuals in the Buying Process. The administrative assistant may actually put in the order, but he or she doesn’t set the budget for office supplies. Get to know the different roles in your clients’ buying hierarchy. Understanding your clients’ buying hierarchy, will help you pinpoint where you should spend your cross-selling and up-selling efforts. Don’t be afraid to ask your contact who is involved in decisions.
2. Learn from your customer throughout the buying process. How often do you get accurate customer feedback for your pitches? In order to successfully sense when and how to up-sell and cross-sell, you must gather feedback throughout the selling process. Follow-up questions are often rich sources of information on how to improve your methods. If a customer is unhappy with your service, ask what you can do better. Most “tough customers” are happy to help you improve your operations.
To read the rest of the article click HERE
1. Identify the Roles of Individuals in the Buying Process. The administrative assistant may actually put in the order, but he or she doesn’t set the budget for office supplies. Get to know the different roles in your clients’ buying hierarchy. Understanding your clients’ buying hierarchy, will help you pinpoint where you should spend your cross-selling and up-selling efforts. Don’t be afraid to ask your contact who is involved in decisions.
2. Learn from your customer throughout the buying process. How often do you get accurate customer feedback for your pitches? In order to successfully sense when and how to up-sell and cross-sell, you must gather feedback throughout the selling process. Follow-up questions are often rich sources of information on how to improve your methods. If a customer is unhappy with your service, ask what you can do better. Most “tough customers” are happy to help you improve your operations.
To read the rest of the article click HERE
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