SELL MORE TO EXISTING CLIENTS
Throughout the year, you are busy pursuing new clients. It is crucial, however, to
remember that your easiest and most reliable source of increased revenue comes from the
clients who already know and trust your company.
These clients are loyal; they tell you what you’re doing right and where to improve. They
will recommend you to their friends and, in comparison to new clients, they are less price-
sensitive. While there still is a need for business development, you want to make sure you
are always coming up with creative ways to service your current clients.
Think Lifetime Value
Acquiring new clients can be expensive and the average spend of a repeat customer is 70
percent more than a new one. First, you will want to make sure your clients are satisfied
with your promised offering and want to come back. When you do this, you no longer need
to establish your reputation, skills, or the quality of your products; the customer is already
convinced, and more inclined to follow your recommendations for future business.
Consistently Remind Clients of Everything You Have to Offer
It would be risky to assume that even your most reliable clients are completely aware of all
the products and services you offer; you need to remind them regularly. Simply telling your
clients about the various products and services you offer can bring in more business, and
recommending products or services relevant to your customer shows that you understand
their needs and care about their satisfaction. The more you get to know and understand
your clients, the better positioned you are to offer them unique services that they will want
and use.
Incentivize Referrals
Recommendations from your clients are the strongest form of credibility you can establish
with new potential clients, which is why your company website lists testimonials from your
satisfied clients. Why not have these testimonials refer you to someone in their network
who could benefit from your service? A referral is the second easiest source of revenue
(after returning clients), and finding new ways to incentivize and generate warm referrals
can shorten your sales cycles, turning one client into multiple clients.
Stay In Touch
Relationships are absolutely crucial to long-term business success. You cannot ensure return
business, inform clients of new added values, or generate referrals if you do not stay in
touch. Sometimes you may not see your top clients as often as you'd like, so you need to
work harder to keep yourself top-of-mind. Remember the saying, ‘out of sight, out of mind’.
Repetition is the key to memory. A unique, but proven way to cultivate relationships and
stay top-of-mind with your clients is to own Blue Bomber season tickets and/or to become a
member of the Bomber Business Alliance.
By being a member of the Bomber Business Alliance, you have the appeal of a CFL
game to capture three hours of face-time with multiple clients at once. This will
then allow you to build and strengthen relationships as well as improve your
understanding of their businesses. This will lead to your client increasing their
spend with you. For more information regarding the Bomber Business Alliance and
how being a member can not only increase revenue but build lasting relationships,
please contact me directly at 204.784.7449 or [email protected]
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