Don’t Create More Chaos Than Profits

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How can you determine who those perfect up-sell and cross-sell candidates are, and what should you do once you’ve identified them?

Drive Business By Up-Selling To Your Existing Customer Base
Up-selling and cross-selling to your existing customer base — rather than focusing most (or all) of your attention on new business development — is the easiest and most efficient way to drive business growth.

Those up-sell and cross-sell opportunities, after all, very often yield quicker sales, higher profits, and improved leverage. This is largely because existing customers know you, trust you, and have displayed a clear affinity for your company’s products and services.

As a result, they typically require less work to convince them to buy more of the products and services you offer.

Why Not Just Stop Hunting For New Business?
So, why shouldn’t businesses simply eliminate new cameroon telegram data business development initiatives altogether and focus instead on up-selling and cross-selling to their current customer rosters?

Business owners and executives should know the answer to that question (hint: new business development must always be at least a small part of your sales strategy).

And while selling to existing customers might offer the path of least resistance to driving efficient growth, that doesn’t mean you should be trying to sell more products and services to all of your customers.

In fact, if you spend too much time up-selling or cross-selling to certain types of customers, you’re probably creating a sales formula that will produce more chaos than profits.

For instance, if you’ve got a few customers who buy several of your products but are perpetual complainers and total customer service headaches, do you really want to keep trying to sell more to those clients?

Probably not. In fact, you may want to do the opposite, and subtly eliminate them from your client roster. Especially if the cost of maintaining and servicing those customers is higher than the money they bring in.