Existing customers are an important asset to a company. They have chosen to conduct business with over the competition and are familiar with your brand and its products/services. It is cheaper to focus on retaining and increasing sales with these customers than attracting new ones.
Below are ways you can sell more to existing clients.
1. Gather Customer Feedback
Feedback is a great way to assess what sells and why. Who better to provide you this information, then a previous customer? Make sure to follow up sales with surveys, emails or calls. By doing so, you will obtain a better understanding of customers wants and needs.
2. Don’t overlook Social Media sites
Social Media a great and cost-effective to receive customer feedback on new products and services. To gain further feedback create an online forum and implement a discussion board or thread. Another a great way to use social media is to check out the competition to understand what you can improve and what advantages you already possess.
3. Exploit cross-selling and upselling opportunities
Increasing the range or value of what you sell will further your reach. If you deal in online sales, utilise your website and email campaigns to recommend suggestions based on buyers’ behaviours, habits and previous purchases.
4. Send email alerts
Alerting customers via email or newsletter about new, improved or related products service is yet another great way to increase sales.
5. Cater to your most valuable customers
It’s important to determine what your high spending customers require or want from you and encourage them to order – through the use of discounts or promotions.
6. Drum up referrals
One very easy way to gain new customers is through referral. One way to do this is by providing discounts or incentives for customers who refer your business to others.
7. Ensure you target the right customers
If a product or service does not match their needs – don’t pitch a sale to someone who doesn’t want to hear it. You must ensure you run the right campaigns with the right customers – otherwise, you risk losing their trust, the relationship you have and ultimately their continued business.