Ways to sell more to existing customers

Here are the strategies that you can use to build trust with your customers that will increase sales.

Building Trust and Rapport

The first and the foremost thing is to build trust with customers in order to gain more sales for the upcoming business. Offer innovative ideas and insights. Customers are so busy dealing with their own competitive pressures that they don’t have time to discuss tired ideas. What have you learned from others customers with similar issues that can relieve your present customer’s pain immediately.
Get Feedback from customers. Show the benefits of the products or services that will have a positive impact on their life. Identify the appropriate needs and create a compelling case for your solution.
Learn from your competitors. Develop defensive strategies and points of view. Help your customers develop strategies for dealing with their competitors. Be proactive in providing advice and insight.
Due diligence. New conditions demand new strategies. Know more and turn that knowledge into value. Customers want insight. Go beyond asking good questions about the customers’ situation. Before getting in front of the customer, know the answers to questions about the customer’s own customers, competitors, strengths and weaknesses.
Be innovative. Increase the credibility as a trusted advisor of the product over your competitors and be creative to solve the pain points of the customers.

It’s a good practice and much needed to have a proper plan to move forward.

After-sale support creates a huge impact on your business. It increase the change of future purchase decisions. They usually have expectations regarding the degree of after-sales support the product or service carries with it. After-sale support determines whether they will increase future orders or switch their loyalties to another salesperson. Salespeople who increase sales to existing customers usually view after-sales support as an opportunity to strengthen their relationship.
Make customer feel they have made a good decision doing business with you. Customers want to feel they have made a good decision about the product of services they have bought. 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. Be an advisor and help them to take the best decision and solve the problem
Ask question to find out how they feel about competitors’ products. What do they like about them? What do they dislike about them? Gather information and metrics to learn more about them to help making a decision.
Execute a program for growing customer aggressively. Set a deadline and push yourself to complete a task with expected or better result than before. Evaluate the metrics and check whether fine tuning is necessary. Take actions based on that decision.

Calculate customers worth what they are willing to buy and what they are not. Make an assumption to get on with that certain products
Develop plan to expand pool of contacts within the accounts. Many managers have exclusive buying authority for their departments. Identify them and get plugged into customer’s network and association.
Give suggestion to customers on how to improve their business operations. Help customers to find the solution that they are not able to find on their own. You may be able to pick up ideas and techniques that can be helpful to other customers. Think in terms of solving problems for customers. Deliver customized or unique solutions that meet the customer’s special needs
Identify your customer’s customers who they are serving. What problem do they have? Pin point those ideas and create a solution. Once you help them with that your sales will automatically increase