3 Strategies for Increasing Sales from Current Clients
The secret to success for many companies is to take advantage of the present needs of your customers to increase sales. For the best results, use these three tactics.
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How do I increase the amount of goods and services I offer to my customers? is a problem as old as commerce itself. Why not increase your return on investment by selling to your customers as much as you can given that acquiring a new one typically requires a substantial initial cost?
The three essentials of upselling—connecting the dots, timing it just so, and adding value—are neglected by the majority of businesses, which makes continuing selling a miserable failure for them.
Making the connections
A wonderful strategy to increase sales is to take your consumer by the hand and take them on a journey, with each step being a logical progression from the one before. The first step is typically your main offering, which is what brought buyers to your door in the first place. In order to establish oneself as a provider of more than one product or service, your initial upsell should be something that is closely related to your primary business and should be straightforward with a low entry barrier.
You can better understand your clients’ requirements and interest in various services by experimenting with the upsell. The perfect upsell will also act as a sign of interest that you can build on. It must also be consistent with the strategic course that you intend to take as a supplier or vendor.
Since many of your clients might not have a logo or require something more professional, logo design may be a logical move for your printing firm, for instance, if your primary product is business cards. Other graphic design tasks follow naturally from there. After all, your company created your client’s logo, so you are already familiar with their aesthetic and colour scheme. Since you are now in charge of developing more complex designs and collateral, you are the obvious choice to market and distribute them through marketing and advertising services.
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Another important aspect of the upsell process is timing. You can benefit from data. Every product or service you sell after your core offering is an additional data point that offers greater insight into new opportunities while also giving a window into the circumstances of your customers. Your chances of closing the opportunity increase significantly if you are the first vendor to spot a requirement and the first to present a solution to the client.
In our business card example, if an existing client orders more business cards more frequently, it’s probably because they’re expanding and hiring more staff. You may be the first to learn that this small business client has recently expanded to a medium-sized company. Consequently, they might now be interested in some of your more cutting-edge services. The more this procedure can be automated and as close to instantaneous as feasible, the better since the window for providing excellent service at the correct time is typically small.
In these situations, marketing automation systems can excel, but only if you provide them the right information and reasoning to launch pertinent offers. When a product or service is linked to what the customer just performed or a problem they faced, drip marketing campaigns are considerably more successful.
It goes beyond merely providing discounts or package deals; this is the most important component of selling services to your clients. Why would I choose to use you as a service over dozens of other options is the first question you must respond to. Price and convenience alone won’t convince people to continue doing business with you. True comfort entails reducing consumers’ stress and time commitment while also advancing their goals.
Our illustration of a business card makes a strong case for practicality: “You could certainly hire a designer to create a logo for you, but you’ll need to locate them first. Once you have a copy of the logo in the appropriate format, you may upload it. However, if you work with me, it will always be the proper size and format for your business cards. You may get everything all done at once right now, and I’ll keep your logo on file for any future business cards you might wish to produce.”
The whole experience is crucial. Let’s say you offer a logo design service that requires a few weeks or collaboration with a different team and delivers the finished product to the client. All of your advantages over other designers would then vanish. Any service has the same requirements. If a consumer purchases an add-on from you, it ought to integrate seamlessly with your main service and perform better than if the customer had bought the add-on somewhere else.
What to avoid
Marketplaces are one of the best illustrations of how not to offer services to clients. Many small company service providers have tried to cross-sell a variety of online services in an effort to remain relevant. In the hopes that their clients will value the convenience of sourcing them all from one spot, a number of these businesses have spent tens or even hundreds of millions of dollars on developing an online catalogue of SaaS apps. These marketplaces don’t function, though, since they neglect all three of the aforementioned factors.
Offer a carefully selected selection of goods that perform better since they are your creations rather than a wide range of goods and services that would confuse clients and dilute your value proposition. When your customer needs them, offer them. A one-time transaction can develop into an ongoing connection by saving clients time and assisting them in achieving their goals more quickly.