Often, the number one question asked is, ”what is the fastest and most efficient way to grow sales?” We have found that the best answer, by far, is to become your own Houston sales coach and remarket to your existing clients and existing customers. For anyone to do business with you, they have to know you, like you, and trust you. Who do you think knows you, likes you, and trusts you best…your clients and customers you have done business with or your suspects that have never heard of you or your company? The answer is obvious. So, how do you go about doing this? Keep reading.
The first step is to organize your list of clients and customers. As a matter of definition, we define a customer as one who is a transactional buyer. In other words, although they buy from you, you are not their go-to source for the products and services you provide. A client is someone that has chosen you to be their go-to source for your product or service. For example, if you are a recruiting firm and one of your buyers has 6 other recruiting firms they work with, you are his customer…not his or her client. If your buyer always calls you first and wants you to handle the vast majority of their business, then that is your client.
Therefore, the first step is to put your list of customers and clients in a spreadsheet. In this spreadsheet, you will want to put all of their contact information as well as all of the services and products your company provides. Then, for each client or customer, mark off the products and services you have provided them in the past. This gives you a snapshot of all of the products or services they have purchased from you as well as all of the products and services they may benefit from in the near future.
Now that you have your list, the next step is to contact each and every one of them and set up a time to discuss other value-added service or products that your company can provide them. Many companies are so busy going after new customers that they forget that they are already have customers and clients that could benefit from what you do if they just knew about the full range of products and services you have in your arsenal.
Every time one of our clients go through this exercise, they are amazed as to how quickly they generate new revenue and also depressed by the activity as well. Why are the depressed? The reason they are depressed is because, prior to becoming our client, they spent so much time, energy, and money marketing to people they do not know to increase revenue. When they sell to their existing customers and client, they are amazed how quickly they can grow their business.
Who better to ask for referrals than from your customers and clients? The reality is that few companies ask their customers and clients for referrals. In our opinion, if you have 100 customers or clients then you should have 200. Why? If you ask your clients and customers for one referral each year, we find that the close ratio with those referrals is roughly 90%. Why spend a ton of money on marketing and advertising when all you have to do is ask.
If you would like the referral script we and our clients use to get more referrals, simply email me at calvarez@focalpointcoaching.com or text the word “referral” to 713-530-9764.
Cornerstone specializes in working with professional service and technology companies to create lucrative opportunities for sales professionals.
Cornerstone Growth Solutions supports professional services companies with outsourced sales solutions, lead generation, funnel development, sales training, marketing support, and more.
