HOW TO SELL MORE PRODUCTS AND SERVICES

Customers want to feel they have made a good decision when they choose you and your products or services. The best way to keep and expand their business is to reinforce that decision over a period of time. Making an investment in building a bond with customers is critical to expanding your sales to them. What do they like or dislike about your competition?

Analyzing the competition requires that you ask questions, gather information and analyze information.

1. Increasing penetration

Look for ways to advance the level of trust. Implement a program for growing customers as aggressively as if it were a prospecting effort. Evaluate the results and decide on whatever fine-tuning and follow-through is needed. Building credibility and trust Here are seven strategies to build credibility and trust that will increase repeat sales: Be a true consultant for your customer. Increase your success in retaining and growing current customers by focusing your efforts on calling on the right people in the right accounts with innovative and unique ideas. Offer innovative ideas and insights.

Packaging these insights creatively is key to increasing your business with this customer. Talk business strategy with your customers. Talk results with customers. Identify the appropriate needs and create a compelling case for your solution. Focus on both results and the relationship. New conditions demand new strategies. Know more and turn that knowledge into value.

Focus on results and relationships. Show commitment to your customer by adding value. Go to school on your competitors. They have never been more aggressive or more vulnerable than right now. Develop defensive strategies and points of view. Help your customers develop strategies for dealing with their competitors.

Identify and sell more to your most valuable customers

Be proactive in providing advice and insight. Focus efforts on segmenting and capturing share of this market. Leverage successes and relationships.

In this week's e-newsletter Tags: Other Posts You Might Like How to write email that customers actually want to read Improve the customer experience to increase profits Customer loyalty depends on the answers to these 6 questions Why customers leave — and how you can prevent churn infographic. But remember you must comply with privacy and e-commerce rules for emails and texting. You can also sell more effectively. Understanding your customers helps you see which of their needs your product can satisfy. You may, for example, be able to up-sell, explaining why a higher priced product would suit them better.

You may also find opportunities to cross-sell other products that fit their profile. For example, if you know why they are buying a particular product, you can tell which other products they may also need. Technology can help automate some of these processes. For example, you can set up different mailshots or emails to go to different customer segments. E-commerce software can allow you to offer discounts to particular customer groups, or send selected customers "e-coupons" to use in your online store.

An important part of effective marketing is customer service. See the page in this guide on how to enhance the customer experience. Understanding who your most valuable customers are helps focus your efforts to find new customers. Often, the most effective approach is to look for similar prospects. At the same time, diversification is important.

It's risky relying too heavily on just a few key customers. Even if you have many customers, it's risky if they are too similar.

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A change in circumstances could mean that all of them reduce their purchases at the same time — e. As markets change, you should regularly review your marketing strategy. Particular market segments may become less profitable as competition increases. Customers' requirements may change, for example, as individual consumers become older.

Continually review how valuable your existing customers are. Over time, customers who used to be highly profitable might demand lower prices. Other customers may increase their turnover with you as they grow. See the page in this guide on what makes your customers valuable. Keep an eye on customers' future potential as well. It may be worth nurturing a relationship with a small customer with high growth potential. Working with your customers can also help you identify ways to develop new and improved products.

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The address of this page is: Click on one of the two buttons to access the content you wish to view. Guide Identify and sell more to your most valuable customers Share on: The benefits of understanding your customers Learn about your customers Make customer information available Analyse your customers What makes your customers valuable? Enhance the customer experience Market more effectively Find new customers. Tailor your products and service to meet their specific requirements.

If a customer prefers delivery before noon, organise your delivery schedule to make sure that happens. Sometimes you need to let your customers take the lead. If they want time to consider the purchase, let them. If you've been truthful, helpful, considerate, and enthusiastic, they are likely to come back to buy. Consider redoing your product design, distribution, packaging, etc. Tweaking the product can improve your sales. You don't necessarily need to pitch more people to boost your sales. Instead, try to change the wording of your pitch or design a new display to keep the information new and fresh.

19 ways to sell more to existing customers

You might actually want to consider deleting a product from your line if it is not selling well. Spending the money to add a new product might hurt your bottom line even more. To sell a product, explain its perks to potential customers, like how it can make their life easier or how it will last for a long time. When you're talking to people about the product, be enthusiastic and use confident body language to show that you really believe in what you're selling.

Think about the kind of person that would buy your product and then anticipate any questions they might have so you're prepared. Avoid being overly pushy by giving customers time to make up their mind after you give your pitch.

19 ways to sell more to existing customers

Lewis on January 19, When you see the green expert checkmark on a wikiHow article, you can trust that the article was co-authored by a qualified expert. This particular article was co-authored by Michael R. Lewis is a retired corporate executive, entrepreneur, and investment advisor in Texas. The authors of this article cited 21 references, which can be found at the bottom of the page.

Co-authored by Michael R. If you find the product worthwhile, they are more likely to as well. It is absolutely vital to know your product inside out. Emphasize the perks of the product to customers. As well as getting good product information to the right people, it is important to translate the product's features into benefits.

This makes it easier for the customer to see why they should purchase the product. Think about things like: Will the product create a sense of luxury? Is the product something that can be enjoyed by many people? Is the product something that can be used for a long time? Ensure that the product has been adequately explained. If you are not doing direct, person-to-person sales, then you will need to ensure that good product information is supplied via retail packaging, point-of-purchase displays, and any marketing materials.

Make sure that the language on product packaging and marketing materials is clear, direct, and easy to read. Invest the time and money to ensure that your product, packaging, and marketing materials look good—high-quality photos, vivid colors, etc. Method 1 Quiz Why do you need to have good product information?

So you can learn the ins and outs of your product. To convince people to buy your product.

2. Developing a plan of action

So you don't have to spend time selling the product yourself. So that your product is visually appealing. Share your love of the product. There are numerous ways to show your love of a product. You will convey energy and enthusiasm if you speak clearly about a product, and show expression when discussing it. Be prepared to discuss how you use the product, or how other satisfied customers have. Specific stories about the product make it relatable to customers. You want to be able to answer any questions that customers may have about a product, but even more importantly, you want to anticipate those questions.

This shows that you understand customer needs. Make sure that you are able to connect emotionally with customers by addressing those needs. What needs do they have? Do they have families? Once you have an idea of your customers in mind, think about how your product can help them meet their needs or reach their desires. Practice breaking the ice with customers.

If you are working in direct sales, the way you connect with people is critical. Instead of asking the close-ended question "May I help you? Or a gift for someone special? For instance, if you are in clothing retail, you might say: Have you ever been to one? Convert the customer's motivations into the product's characteristics. In marketing, this is known as "positioning," and it consists of equating the product with the customer's hopes and desires.

A number of factors are important when positioning a product [11]: Position the product in the best spectrum of the market possible. Position the facts about the product according to the person you're selling it to. You may have a handful of different facts, but it's up to your skill to know which of those facts best serve each individual sale. Don't fudge facts or lie outright. Product positioning is about perception, not deception. Position the facts so that they transcend the product itself. This means that the desirable, positive values associated with the product are what sell it.

Companies that excel at this include Coca-Cola, Apple, and many designer goods or labels. For instance, if you are trying to sell a relatively high-end minivan to a wealthy older person, you might mention its luxurious features. Do this by saying things like: For example, you could say things like: It also folds down when you need room for hauling groceries, sporting gear, and things like that. And did I mention that side air bags and anti-lock brakes come standard?

Be honest about your product. Long-term lovers of your product will only come about if you've been honest with them. This means being transparent in your delivery of product information and also admitting your own lack of knowledge or mistakes you've made.