Ever feel like you were at the bottom of the barrel when it comes to making sales? You may feel that you have exercised all of your resources, but there may be one more place you should look to, your current clients.   Additional Product Sales Have you ever heard that it is easier to sell to current clients than it is to gain new clients? If you think about it, it isn't difficult to understand why. Obviously you have built a relationship with this customer and they are willing to purchase from you. If they trust you, then they are much more willing to learn about the new product or service you are offering, than a prospect who hasn't done business with you. Your current clients will also choose to continue purchasing through you because people prefer to do business with people that they know. This is especially true when the client feels that you understand and care about their business. Every salesperson should write out a list of offerings that can benefit each client's business and develop a timeline for presenting the offerings to each client.

Successful performance, positive outcomes, and personal fulfillment - they are not magic, but rather the natural results of working smart to a powerful process. Click to learn more. - Max If you received this from a friend and would like your own subscription, enter your email in the box below.   SFI has free white papers on effective sales pitches and designing top performing sales teams available at our website.

Every salesperson has missed out on the opportunity to make a sale, and does not understand why. You, like the majority, probably haven't asked anyone for feedback either. From the information you quickly gathered during a fast qualification, your offering was just the right fit for the prospect, but they didn't buy. It may not always be easy to gather information on what you are doing wrong, especially since every prospect and client is different. Instead, you could find out from your current clients what you are doing right. After all, they had some reason for choosing you out of the many salespeople in which they have been in contact. If you have already established the relationship then they won't mind sharing with you why they chose you and your offering. Try to contact these clients in a way convenient to them, and ask if they would mind telling you what you did that made them purchase from you. Take notes. You will be able to incorporate all of the good critique into your future sales meetings.

Have you ever had a dry season when it comes to getting referrals? Every salesperson has gone through this at one time. You may be using the phone book to make cold calls in order to get referrals. You might even choose to participate in networking events with the hopes of handing out and receiving handfuls of business cards and contact information. Both of these are good methods for gaining referrals, but it may be more time effective to look to your current clients for new referrals. If they chose to buy from you and are happy with what your offering has done for their business, they would probably be happy to refer you to friends and affiliates. Just keep in mind that you could return the favor, and provide referrals to your clients. This gesture will be appreciated and will carry forth into more referrals.

Your current clients are valuable in so many ways. They are a resource that can help you get through those tough times. Now is the time to appreciate your clients for everything they do for you and your company. Let them know they are valuable, and you will discover other ways that you can work together to help each other's businesses.
 

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About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.

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