Are You Selling to the Right People?

I work with a range of clients to support their business development. More often than not, they don't have a clear idea what this actually means, but 9 times out of 10, they think this must mean getting more, and new clients.

But does it❓

Zippia has some great stats and why your first port of call should be to look internally, rather than externally for business growth:

💡Boosting customer retention by 5% increases profits by 25-95%.
💡Companies have a 60-70% chance of selling to an existing customer vs. a 5-20% chance of selling to a new customer.
💡65% of a company’s business comes from existing customers.
💡It costs 6x to 7x more to acquire new customers than to retain existing ones.
💡72% of customers switch to a competitor after one bad experience with a brand.

How are you managing this❓

For my clients, the answer usually lies in effective account management.

How often are you reaching our to your clients just to 'check in'❓
Have you made it your business to find out what their business look ahead includes to identify any gaps in your current offering ❓
Are you 100% sure they fully understand your range of services❓
Have you maximised your reach to all of their facilities and locations❓
How are you cementing the know, like, trust model with them ❓
How much attention have you given to your onboarding and offboarding processes❓

I'll say it again, you have a 60-70% chance of selling to an existing customer versus 5-20% to a new one.

Run, don’t walk to effective account management.