Want to increase Sales? Focus on existing customer
- Jitender Lakhani (JL)
- February 16, 2022
- Category: B2B Sales Improvement, Sales Enablement, Sales Organisation Development
One of the most effective techniques to grow sales is to strengthen your existing client base. Account management and operations teams at your firm are crucial to making this happen. If they aren’t functioning at their best, competitors will be able to take advantage. There is no use if you’re looking for new sales without competent account management and operational teams. Identifying and filling the gaps in customer satisfaction can help your business keep existing customers and get new ones.
By instructing your sales force on these important abilities, you can assist them to tap into the earning potential of their existing client base.
- “Your Life Can Only Get Better When You Do. Do Something Every Day To Improve Your Key Skill Areas.” – Brian Tracy
Accounts should be prioritized
Some accounts provide more possibilities than others. Assist your salespeople in determining where they should spend their time and attention based on characteristics like size, industry, fit, and relationship strength.
Accounts that are receptive to new ideas and willing to engage in a more strategic partnership are more likely to expand. Similarly, if a firm is expanding rapidly, it may be more likely to give possibilities for you to expand as well.
Expanded
Deeper client connections that inspire customer loyalty and retention are the key to selling more to current clients. (Remember, a loyal client not only buys more but also provides chances for word-of-mouth marketing and referrals.)
Encourage your salespeople to spend time engaging with critical customers, developing relationships, and focusing on customer care. Activities such as sending greetings, inquiring about family, and discussing mutual hobbies might assist to build a more personal relationship.
Be assertive in your approach
Your competition will be on top of their accounts if your salesmen aren’t.
Assist your team in developing tactics for increasing customer loyalty even when they aren’t buying. Check-in on a frequent basis to see how they’re doing against their strategy, and ask them questions to learn more about what they’re up to.
- Give prompt responses
Responding to customer issues demonstrates your company’s desire to meet and exceed consumer expectations. Customers will doubt your devotion if you don’t answer properly and soon.
This is true at all levels of your organization, not just for the customer-facing staff. However, being responsive is only one-half of the puzzle. The other is to inform the consumer about what has been done to meet their need or problem.
- Front-line staff training should be improved
Because of a lack of training, many sales teams leave huge possibilities on the table as competitors swoop in to capture them.
Your salespeople will be able to master the art of organizing, maintaining, and expanding their most profitable company accounts with the support of effective account management training.
- Implement a Methodology
Working with established clients may give a sales team a lot of low-hanging fruit. Grabbing that fruit becomes automatic when you put a process in place to repeat that success, which improves efficiency and productivity.
Ascertain that your salespeople are aware of which products and services are a natural “next buy” based on what customers are currently using and other factors at their companies.