One of the best - and easiest - ways to increase your revenue and profitability is to sell more to your existing clients. Many clients only know about the services they have bought from you. Simply telling your clients about all the services in your range can bring in more business.
Cross-selling is all about relevance. Look at what your clients have bought before and offer them other relevant services thatmight be useful. They will see this as good clients care, rather than an intrusive sales pitch.
How to approach existing clients
Never underestimate the importance of your existing satisfied clients. It costs less to sell to them than it does to find new business.
Selling to existing clients is quite different to approaching new prospects. You don't need to establish your reputation, skills or the quality of your services. The client is already convinced.
The fact that you're telling them about other services shows that you understand their needs and care about their satisfaction.
Your approach should reflect the fact that you already have a good relationship. Listen to your clients and let them give you feedback before you make your pitch. As long as you tell your clients about something that's appropriate to them, they will appreciate the offer.
Don't assume your clients know your services as well as you do. Most people are focused on one thing when they make a purchase. Has a client ever said to you 'I didn't know you did that'? Clients are often unaware of everything that your firm can provide.
