Sell Smarter Not Harder

Don’t Stop Selling….I’m sure you have heard this frequently during the pandemic Companies are pushing their teams to keep selling and winning new business…but are they being smart in how they do this?? Is pushing for new business the right way to go about increasing sales? One of the smartest ways to boost business performance is to focus on the customers you currently trade with Spend time focusing on customer care and retention – customers who already work with you, do so for a reason, so cross-selling and up-selling to them is much easier than going out to cold prospects to drum up interest

What Services do they currently use from you and how often?

It is really great to understand what your customer currently uses you for. Perhaps they only use you for one service that you offer, or they only use you on an adhoc basis. This is a great way to open up a conversation with your customer about their business – find out more about how the current situation is affecting them. What are the peaks and troughs of the business? Through this conversation you may identify other service areas that you may be able to offer them and potentially offer them more competitive pricing during their peaks.

Gain feedback on your service

How does your customer feel about the service you provide them with? Are there any improvements that could be made and do they have any suggestions on how you could make improvements? Very few people have the confidence to pick up the phone and ask their customers this question, for fear of negative feedback. However,if you are unaware of theirfeelings, the improvements they feel they need may never be uncovered and they may simply choose to go elsewhere. If customers feel you value their opinion and it is taken on board and actioned, it can only improve your relationship

Ask about your competitors

Have you ever asked your current customers if you are their sole supplier? You will be amazed at how many times you will be one of many suppliers that your customer uses. Ask them who they use and why they use them. You may find that your competitors offer something to them that you don’t, that their service is better or that their pricing is more competitive! Don’t be afraid to ask them what you would need to do to become their sole supplier

What are you doing to maximise your sales potential?

If you would like to no more about the customer retention & development service we offer, get in touch on
Kate@premium-sales.com