Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header
Share for a Cause









Existing Clients Make The Best Prospects

Written by: Meridith Elliott Powell

Article Overview: Want to make selling easy? Want to increase your number of closed sales, enjoy the selling process and have less stress? Then fill your prospect list with your existing customers.

Free Download - The Power of Responsibility! By Meridith Elliott Powell
Name: Email:

Existing Clients Make The Best Prospects

Let me share a secret - the easiest prospects to sell to already buy from you. The best prospects are your existing clients, and the only reason they are not buying more is because you are not selling. If you want to make selling "easy" (I am all about making things easy) then sell deeper, wider and more to your existing clients. I know it sounds crazy, but most sales people sell one product or service to a prospect then move on to the next. Leaving the total needs of the prospect unmet, and the door wide open for their competitors to come in and steal the relationship.

Take a moment, and sit down right now, pull out a pen and make list of all the products and services you offer. Then make a list of your top thirty customers. Then match the products or services they need to the number they buy from you. I will bet, for most of us, the number of needs they have far outweighs the number of products and services they buy from you. Ouch! Wait - there is good news! It is not too late - you have just created a great prospect list. One that is going to be easy to sell. Again, I love easy!

First, these "prospects" already know your company and consider themselves your customer. Two, they already know you and would welcome a call from you. Three, they have purchased from you in the past, and most likely trust and value what you tell them - closing the next deal should be a piece of cake!

Why create a prospect list full of your existing customers?

There are a number of reasons, but here are the best:



The top half of your prospect list should be filled with your existing customers. There is "gold" in those relationships, and it is your decision whether you want to hit the jackpot or whether you want to leave it all on the table for your competitor! If you want to turn your prospects into customers, then start by calling on your existing customers.

Related Articles
  Enclose 2 Business Cards
  How Much Is Failing To Communicate Regularly With Your Existing Customers Costing You
  8 Questions to Ask Yourself in a Recession
  A Few Good Clients
  Business Growth Through Strategic Email Marketing, According To Your Strategic Thinking Business Coach

Home > Sales > Meridith Elliott Powell > Existing Clients Make The Best Prospects
Article Tags: business sales strategies, existing clients, prospects, sell more, selling strategies

About the Author: Meridith Elliott Powell
RSS for Meridith's articles - Visit Meridith's website

Speaker, Coach and Business Development Expert, Meridith Eliott Powell, has taken her unique approach to business  built it into a successful company that supports organizations and businesses in their efforts to drive revenue and develop people. As the founder of MotionFirst, Meridith designed her company on the culmination of her experience, insight and talents. Her expertise is in the areas of networking, sales and service, and her background is in  sales, marketing and commercial banking, Meridith learned first hand how finances, marketing and people development must all work together for companies to reach new heights. She has the skills and knowledge to bring the numbers side and the people side together - align goals and serve as the catalyst to get them moving to drive profitability. A certified strategist, coach and human behavior specialist, Meridith is an active member of the National Speakers Association, the Carolina Speakers Association and the American Society for Training and Development. In addition she is gold master certified by the University of San Diego in strategic planning. Known for her passion, high energy and spirited wit, Meridith is entertaining, fast-paced and effective. She specializes in strategies, coaching and training sessions in sales, networking, customer service. Attendees leave her sessions feeling renewed, energized and armed with knowledge and practical tactics for immediate implementation. Meridith is the author of two books 42 Rules for Turning Prospects Into Customers and Mastering The Art of Success. For more information contact us at 888-526-9998 or www.motionfirstnow.com


Click here to visit Meridith's website
Dashed Line

More from Meridith Elliott Powell
Just Do It
Create Ways to Remain High Touch Connected To Your Prospects
Four Keys to Building An Effective and Powerful Culture
5 Questions To Ask Before Hiring A Coach
4 Easy Steps to Hold Yourself Accountable


Related Forum Posts
Re: Email Etiquette Re: Email Etiquette - [quote="jvprosperity":24jznj58] The P.S. suggestion is good but it depends on the type of communication (e.g. Autoresponder series verses one off emails to Clients or Prospects)[/quote:24jznj58] Andy, You are right. I was mainly referring to Auto Responder emails. To end a normal email, I attach signatures. Takuya
Simple way to avoid Cold Calling Simple way to avoid Cold Calling - Gary, A chiropractor I work with hates cold calling (me too!) and he uses a technique to warm people up to using his services - it's so simple! In Sales your dealing with 3 pools of people: 1. Strangers 2. Prospects 3. Returning Customers You need to move people from one pool to the next. We'll concentrate on #1 and #2 as it's most relevant to your question. My Clients does the following (you just have to tailor it to your situation - be creative). My Client (we'll call him Bob) Bob leverages his time and resources to only get people that need his offer (pain relief) to put their hand up. Dealing with Strangers can get expensive and they don't like to be told what to do as they have no trust or relationship built with him. So to get Strangers to put their hands up he writes up an offer with a free report on a particular pain relief - let's say lower back pain (note: he can simply just change lower back pain to neck pain and have a new report). and uses multiple marketing vehicles to promote the Free report - magazines, newspaper, forums, postcards, private clinics etc. The only people picking up this information are the very people Bob would like as customers as they have Lower back pain. Bob's Free report ends with him stating his services and includes a Free in-house Consultation with no obligation. You'd be surprised at how easily Bob converts Strangers into Prospects. Note: They become prospects when they ask for the Free Guide and in exchange provide their contact details. This gives Bob unlimited opportunity to contact them for the Free in-house consultation with no obligation to continue using him. At this stage Bob's ability to close the sale lies in his office providing good customer service, Bob's ability to help the prospect and provide value at the free in-house consultation. Notice, he hasn't had to pick up the phone to COLD-CALL his Stranger pool or his Prospect pool. Hope that example helps to increase your prospecting!
Re: Who Did You Learn Most From and Why? Re: Who Did You Learn Most From and Why? - Hi Martin, You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person. btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
20% increase 20% increase - One of my businesses uses a system to help business owners manage customer relationships and encourage more referrals. I'm finding that this economy is making business owners take a second look at their business and it's assets (aka customers) to see how they can leverage them. Make those Customers (one-time sale) into Clients (repeat sales). I'm finding them more open to having this discussion with me and the results are speaking for itself. Everyone I've worked with so far has seen at least a 20% increase in sales or referrals within 4-6 months all done by managing an existing relationship.
Re: Quote of the Day - "The only people witho Re: Quote of the Day - "The only people witho - Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:- You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. regards, Mal.


Recommended Article for You close

  Enclose 2 Business Cards

Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.



Featured Article


Bottom Footer
Share for a Cause












Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Starting A Set of Books

Why Small Businesses Don't Survive

How to Improve Your Time Management

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.