Are you putting more time and effort selling to new customers, or are you focused on selling more to existing customers? Selling to new customers is far more time consuming and can cost up to 10x times more than selling to existing customers.
But it's difficult selling more to existing customers if you don't have the right strategy and tool.
1. Before you can determine if there are any selling opportunities, you have to discover the following:
2. Any On-going or future initiatives (what is going on in the customer)
Current Pain Points
3. Determine if the customer is trying to solve the pain points or problems internally
Offer a product of solution to meet their needs and/or requirements
To sell more to existing customers you have to identify a need and a solution.