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Tough Times Sales Strategies: Part 1. Selling More to Existing Customers

Written by: Craig Arnoff

Article Overview: Low-cost strategies to boost sales to existing customers during challenging economic times.

Tough Times Sales Strategies: Part 1. Selling More to Existing Customers

Analyze each account for cross-sell and up-sell opportunities Accompany your reps on key account sales calls - call on executives if possible Conduct customer satisfaction surveys and look for opportunities to improve service and to sell more Inspect contact records for each account and ensure key decision makers are being called on regularly Call each account, add new contacts to the sales database and set up meetings with selected new contacts Better understand your customers' competition and help them devise ways to win more sales using your products and services See how much clients are buying from your competitors, then ask how you can earn all of their business Provide customers with on-site educational seminars to generate new leads within existing accounts Search customer websites and press releases for potential sales opportunities Analyze customer financial data (e.g. annual reports,10K reports) and devise ways your product or service can help improve their financial situation Check out detailed profiles for each customer account via an online service such as Hoovers For major accounts, develop strategic account capture plans

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Cafe Expenses - Hi Michele I used to work in a place that had a cafe that broke even every month. This is due to the fact that we couldn't get enough people through buying food and drinks to make a profit and the expenses consisted of: - Staff wages - Not selling all food so it would go to waste - Rent for occupying the premises - Selling products that had a low turn over - Customers would never come back a 2nd time due to the location I would imagine a restaurant would be the same with the hardest part attracting people every night to make a profit while setting your prices at the right price to keep people coming back.
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Two Useful Books To Help You Focus On The CLIENT - Hi David, To add to your thread, I'd like to recommend Jonathan Tisch's "Chocolates On The Pillow Aren't Enough: Reinventing The Customer Experience". Tisch's book includes content on "Welcoming Customers", "The New Art of Customization", "The Challenges of Customer Diversity" and "Offering Something Extra to Your Customers" to name a few.
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Different Hats - CEO Sales & Marketing & Leadership Development Company Strategic Vision 10 Alliances & Growth Strategies 10 Hiring & Managing People 8 Mentoring 8-9 Strategic Planning for Clients 10 Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty) Financial Management 9 Bookkeeping 3 (outsourced as I really hate the fine details like GST0 Administrative Follow Up 6-7 (again have great staff) Writing & Publishing 9 (getting better all the time!) Speaking 10 (so I have been told) Self Promotion 9-10 Web development & Promotion 6-7 (learning more and have brought on players who are 10+) Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have) Great topic Kevin!! Jude


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