If your company sells things, then it’s a numbers game. Regardless of what you’re trying to unload, you want to meet if not exceed your quota for the day, week, month, or period. If you’re consistently getting the sale numbers that you want, then that’s excellent, but it’s exceedingly rare that you’re doing so well that you can’t stand to improve. You can always increase sales team effectiveness with Spiro, and here are three other suggestions for how to get more from your existing customer base.
Increased penetration refers to selling more products to existing customers, and it generally comes about from you doing research. The more you know about your customers and what their needs are, the better you will be able to ascertain whether different products of yours can meet those needs. It helps to expand your pool of contacts within the account. This is easier if you are dealing with a large conglomerate because if that’s the case, there are probably going to be many different needs that the company has. It is highly likely that one or more of your products that they are not yet buying might fit the bill for some of those needs.
Offer Superior After-Sale Support
One way to let a customer know that you can provide more for them than what you are currently doing is by letting them know how valuable they are. Check in to see if the products are performing the way that they were designed. You don’t want to assume that your business with your customer is concluded when the products for the week or the month have been delivered. When you follow up, try to establish a rapport. Ask about your customer’s lives and families. Be sincere. Lasting relationships are what lead to brand loyalty and larger and more diverse orders next time around.
Offer More Than Your Competitors
If you know that your customers also buy from some of your competitors, make it a point to find out what they’re paying and what they’re getting for it. Then, make a better offer. What you are trying to do is monopolize the sales to a customer, and the larger the company to which you are selling, the more valuable the account. Try to determine what value you can offer a company that a competitor might not. You can be direct with a customer and ask them about it. Don’t try to be sly. Let them know that you are courting them for more business, and ask them outright what you might do to get it.
Be Forthright and Honest
The most solid of business relationships are never built through subterfuge. Be direct with your customers, and let them know that you’re willing to do whatever it takes to get them to increase and diversify their order next time. If you make it clear that you view a business client as a partner rather than just a customer, they are likely to respond in kind and see you as more than a faceless purveyor of whatever it is you’re selling. At all times, strive for a personal connection.