Something to Think About

Are you Customer Mining: analyzing buying patterns/practices of your existing customers in order to look for opportunities to IMPROVE their business?  Here are two key opportunities to sell to your existing customers:

• Continue to sell existing products to existing customers in order to continue to grow and satisfy your customer’s needs. This is your core competency and frankly, pays the bills but customer mining is looking for those opportunities to upgrade the sale.
• Look to sell the new sustainable energy efficient technologies to your existing customers first. Customer mining honors that relationship and keeps the pressure on you to improve the business of your existing customers, now and on a continuing basis.

Allow me to make the case for you not to spend a lot of time selling new customers existing commodity products. It is no way to get their business, unless it is on price. After all, your new customer is someone else’s existing customer, buying existing commodity products, most likely. Time is precious; don’t waste it doing the same thing. It’s just redundant and brings nothing to the process. It’s an opening to differentiate yourselves and to focus on selling the new technologies, especially SSL, and to enhance your relationship with new customers by making their business better. Upgrading the sale does that and if you are knowledgeable and sensitive to your customer's specific needs, it will lead to unimaginable success. Work on improving the businesses of all your customers…