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Using Your Customers to Drive SalesOften with salespeople, numbers are the bottom line. A friend who worked at a well-known telemarketing company said that at the end of every week, he and the others on his sales team gave a small presentation with the numbers of cold calls placed and new prospects made. Many will agree, however, that there is more to sales than generating new leads. Often you'll find more success driving sales within your current client base. So what makes your current customers ideal for building some sales momentum? First, these are people who have bought your product or service. If you have done your customer service job correctly, they are satisfied with it. Not only might they recommend what you offer to someone else, but they might have people in mind who could use it. I guarantee you that there's something you can ask a customer for that they haven't given you. Here are a few ideas to consider the next time you have a customer on the phone. Start off by asking if he/she is happy with the product or level of service that they have received so far. If the answer is no, you need to focus on account service, not new sales. If the answer is yes, see if your customer can recommend colleagues, collaborators, or even competitors who can benefit from what you offer. Finally, if you have not done so, ask if you can use your customer's name when talking to these prospects. Better yet, build a case study that details how well you and your customer have worked together. If you still need to drive sales, an obvious avenue to explore is getting your customer to make another order. If that's not a realistic idea, however, you might ask what has to happen before the next order. Is it a price break? Is it a business boom for the customer? By finding out what your client needs in order to give you more business, you might discover an area where you can help. It may not be possible to survive on your current customer base alone. However, by using your contacts as conduits to new business, you give yourself a much greater chance of finding the prospects that will give you their business. |
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Copyright 2006 by Erudite Systems, Inc. |
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