Cross selling

[justinsigns]

A potential client called today for a quote on a banner.

After taking her details I noticed the URL and had a look at their site realising this is an opportunity to offer them another service.


How many other people actually take note and look at these opportunities?

I am curious because I never did until last year.

[Brendan]

Hey Justin,

We do it quite often and its a great way to make an extra sale as well as have a happy customer that trusts and continues to buy from you.

The great thing about selling to an existing or old client is you know they will spend money with you, and if you did a good job for them in the past it shouldn't be that hard to make a sale.

We often send out special offers or new products to the list who have already brought from us as opposed to advertising the product to attract new customers.

Or we might contact them a few months later seeing if they want to upgrade their package or offer them a special deal.

We have found the conversion rate from selling to the existing customers has been outstanding and is becoming more and more a prominent income source for my business, and we are putting a system in place to manage this a lot easier.

I put it down to the old 80/20 rule.. which is 20 percent of your effort produces 80% of the outcome.

What you should do is find the 20% of your easiest to deal with customers, drop them an email or a phone call to see if you can offer them something else.. and you will be surprised at the results.

Go for it.. what do you have to lose?

[one]

For me it's just a part of the process. If I'm manging someones super I'll ask them about their insurance, if I'm looking after their mortgage I'll ask about their super, etc. Thankfully most of the information I need to obtain for one type of service leads straight into the next.