Sometimes you can find yourself in a position when you don’t know what to make. If you continue with an excessive pressure, you will risk losing some of your current customers. On the other hand, if you don’t try to sell more, you will lose your business.
Because of that, sometimes these activities can be very painful for entrepreneurs.
The solution of the problem is in right balancing in your offerings with which you want to sell more.
Let’s see some possible ways that can help you to sell more to your existing customers, without risking to lose them.
#1 Know Your Existing Customers
Do you have enough knowledge about your existing customers?
Do you know their names? Do you know when is their birthday? Do you know what they like, and what don’t like?
This is only small part of questions for your customers you need to know.
Each company is in selling business. Furthermore, each company is in marketing business. However, also in today’s world we can simply say, and we will not make a mistake, that every business is in intelligence business. You want to know about your competition. You want to know about your existing and potential customers. You need that knowledge (intelligence) if you want to make the right decisions.
But, the question is about selling more to current customers, and if you want to sell them more, you need to have more knowledge about them. Everything else will be based on that knowledge.
The basic business law is that businesses offer something and customers decide if they need something from that offer.
If your offer to sell more is irresistible you will succeed in selling more.
Think about it from customers stand point. Do you decide to buy something more if that’s will have real benefits for you, will solve real problems for you, or it is something that you really desire? Probably, you will not refuse such an offer.
#3 You are not Sales Person. You are an Educator.
Sometimes it is better not to try to sell, but only to educate about what you want to sell.
Educate how you can solve different problems. Educate how you can help them. If you succeed in educating your existing customers, more sales will come.
#4 Recommend Additional Products and Services
Why you not try to recommend additional products or services while you make a sale to existing customer. You will not lose anything.
But, you need to recommend the real products for them. You need to know what will be most valuable for them while they are in buying mode.
#5 Give Them Free Samples of New Products
You don’t make a pressure, you only give them a free sample of your fresh product that they can try. If they like it, they will come to buy more.
#6 Don’t Forget to Thank’s Them, More Often
Always thank’s to your existing customers. It doesn’t matter if they buy more or the same, or they didn’t buy anything. Thank’s them. If you show that they are important for you, they will be faithful to you and your business.
#7 Be One of Them, Not Outsider
The success of a business is based on the extent on which an entrepreneur can build community around them. I will repeat, it’s community. There can’t be superior and subordinates. There can’t be winner and losers.
Community exists because of people, human begins with shared values and interest.
If you want to sell more to your existing customers make them a part of your community, or simply become part of their community. You can’t lose anything. You can only increase your chance to succeed.
#8 Help Them, Even if it’s not Connected With Your Business
Your business is there where it is only because of your existing customer. If they are not with you, then you will lose your business.
Your primary job is to help them, even if the help is not connected with your business.