Are You Getting All The Business You Can From Your Current Customers?

Some of the best prospects for new business are your present customers.  When people have bought one product from you, it's easier to interest them in the rest of your line.  You've already sold them on your company, your service, and yourself.  Are you sure that all your customers are buying as much from you as they possibly can?  Have you reviewed their total needs and compared them with your full line of products?  Smart salespeople do this automatically when they sell a new prospect.  And they do it again at regular intervals.  Customer needs change, and the only way to be sure you're not missing new business is to check periodically.  It's a lot easier to get more business when your foot is already in the door.  But it doesn't come automatically, you have to ask for it.  Sometimes customers may come to you for additional needs.  On the other hand, if you don't mention it frequently, it may not even occur to them.  The only way to be sure you're getting all the business you possibly can from everyone of your customers is to keep abreast of their business.  The more you know about their operations,  the better you'll be able you'll be able to see how your product or services fit in.  Keep the communications lines to you customers open and active.  Show an interest in their profit and growth.  If you do, they'll be more likely to share future plans with you.  If you sell to one department, or through one person at the company, ask them to refer you to others in the company who might be interested in your products.  Use the good opinion of your present buyer to help forge contacts in other departments and divisions.  Most important,  keep your whole product line as visible as possible.  Don't expect customers to remember what you carry.  Periodically remind them, and let them know about additions, whether or not they may need them at the moment. Tomorrow they may be looking for that very item.  Make sure they buy it form you.  It takes a lot of time and effort to develop new customers.  Why not make the most of the potential new business right in your own backyard?