8 tips to increase sales to existing clients

By Olivier / 15 November 2018

Every day, we talk to companies that focus on attracting new clients. So much so, that their existing clients could be overlooked. Follow these 8 tips to help attract more business using your current network:

1. COMMUNICATE

with clients. Most organizations aim to grow by attracting more clients. They focus on new clients and product groups. Do not forget your existing clients, though. They might already purchase products or services from a competitor. Their main reason? They do not know you are offering similar products or services! Therefore, you need to communicate with your clients. Use email marketing to tell them about your services and stay on their radar. It stimulates cross selling and upselling.

2. DO NOT WAIT FOR CONTRACTS TO EXPIRE

Many companies make this mistake. Get in touch with your clients well before their contracts expires: at least two months in advance for an annual contract and at least three months for a multi-year contract. It minimizes the possibility that clients start looking elsewhere. Remember to stay in contact with every client and be punctual

3. DO NOT FORGET DORMANT CLIENTS

Dormant clients keep purchasing your products and services and agree to the tacit renewal of their contracts. You do not have to do anything for them to stay. Such clients are worth their weight in gold. But beware: their needs might change throughout the years. This changes your sales opportunities. Get in touch with these clients before they think of leaving!

4. CREATE SALES OPPORTUNITIES

Turn any form of contact with existing clients into a sales opportunity. Try to look further than their current needs ask and try tracing the origin of their questions. Analyze the discrepancies between their current and desired situation and think of a way to bridge this.

5. STIMULATE LOYALTY

Why do organizations offer switching discounts or an entry bonuses, but once you are their client, any sign of any new discounts disappears. A missed chance, as frequent discounts could convince loyal clients to stay where they are. Therefore, pay attention to existing clients and keep inspiring them with great deals and discounts.

6. OFFER A REFERRAL BONUS

Offer existing clients a referral bonus for every new client they bring. Not only do you reward existing clients as well as new clients. These existing clients will share your success story, which is more effective than when you would share it yourself.

7. UNDERPROMISE & OVERDELIVER

Underpromise and overdeliver every single time. When you offer your clients more than they expect, they will be impressed and, most likely, tell others. Their positive experience goes viral and that is what you want! Coolblue for example, sends personal postcards to clients they have recently been in contact with. A great way to turn clients into ambassadors!

8. LISTEN TO YOUR CLIENTS

Before you start launching updates, ask your clients what they are missing or what they would like to add. Next to the extra revenue these new features will bring, you offer your clients something they already expect. You make them happy and therefore they will stay.

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