For many years, we have been a trusted supplier of high-quality wires to builders, fostering strong relationships based on trust and reliability. To better serve industry needs, we now offer a wider range of products, including communication cables, lighting, fans, conduits, switches, and switchgears. When introducing additional services, the focus is on adding value rather than pushing sales. Emphasizing convenience, cost savings, and long-term benefits helps demonstrate how these offerings enhance project efficiency and quality. Personalized discussions allow tailored solutions, while sharing information without pressure ensures decisions feel natural and well-informed. By offering a comprehensive package, we aim to simplify operations .

Primero, aprovecha las conversaciones regulares para comprender las necesidades y desafíos actuales del cliente. Usa este conocimiento para sugerir servicios adicionales que realmente agreguen valor. La clave es presentarlos como recomendaciones útiles, no ventas forzadas. Luego, ofrece pruebas o demostraciones gratuitas para que puedan experimentar los beneficios sin compromiso. La transparencia y la personalización demuestran tu interés genuino en su éxito y fortalecen la relación de confianza. ????

Account management or customer success management are not events where suddenly additional services need to be sold. I recommend flipping this by developing solutions based on customer requirements. Of course, it is possible that solutions designed previously fits an emerging customer need. But on the whole, customers will buy solution that solves problems. Once the first sale has been made, the account manager must discover how they can further help customers achieve their objectives. That will drive future sales. An annual account plan is a good tool to manage this.

When suggesting additional services to a long-term client, focus on aligning the conversation with their goals. Start by asking thoughtful questions about current challenges or areas they’re looking to improve. Use this as an opportunity to naturally introduce how your services can address those specific needs. Share relevant examples or stories about how others in their industry have seen measurable improvements, keeping the focus on results rather than a sales pitch. Consider offering a small trial or consultation to show value upfront. This approach feels collaborative rather than transactional, reinforcing trust while opening the door to deeper engagement.

Trust is the basement if we want to have a long term relationship with customers and we f we want to have their loyalty. For the current case , I can propose the new service to the customer, give him full explanations about all functionalities, then I’ll suggest him a free trail for a limited period of time. If satisfied we will have a permanent contract otherwise he’ll have nothing to pay, but at least we’ll have a clear and objective feedback from his side