How to Help your Clients Spend More with you

You have a new client and the relationship is at it’s strongest at this point. It is essential for future client growth that you maintain this relationship on an on-going basis.

Increasing sales from an existing client base doesn't require a degree in rocket science in order to perform what is a very simple process.

Just follow these simple steps to gain the increased revenue and client value, that will help to grow your business from the inside, out!

1. Get your clients into a habit of saying "yes" right away - As you talk to a client, ask them questions that he or she will answer yes to on a regular basis. This will help to establish the right frame of mind for when you want to suggest, recommend or offer some help/service.
2. Objections are a request for further information - Keep digging and probe and question your client. Ask questions such as ‘If you were to take this service, what benefit would it bring to you and your business’?
3. Make sure you find out what the client wants - Once you have found this out, show the client how your service matches their ‘wants’ and adds value.
4. Always sell the benefits and not the features - Remember that clients will respond to how your product or service will make their lives easier and benefit their business. Demonstrate your history of success through testimonials and case studies.
5. Concentrate on the target - Don't scatter your fire. Focus on a single point and don't get distracted. You are more likely to hit the target and your client will stay with you throughout the conversation.
6. Know when to shut up - Most sales are lost because the salesperson keeps talking past the point where the client is willing to buy. Save the verbal lap of honour for the grandstand. Learn how to read people and recognise when they're ready. Above all, be patient.
7. Make sure you are talking to the right person - Ask the right questions of the right people and you will get the right answers. Far too much time is wasted by simply not having the correct person for your relevant service in front of you. Do your homework and respect the client's time as well as yours.
8. Be persistent and patient - If a client is worth calling on, keep in touch on a regular basis through phone calls, meetings and newsletters etc. When the time is right, you will be in the right place at the right time.
9. Clinch the sale - If everything has gone well and the client is in agreement. If appropriate, gain their agreement there and then for the business. This focuses the clients’ mind on moving forward, and not on more potential objections. Sales are lost because people are too afraid to ask for the business.
10. Reassure the client that he or she has made a wise decision; again! - Remember, the client has already said yes to you once. If you continue to contact and provide and excellent service, they will continue to say yes to you and recommend you. If you get a good process working, your clients will effectively become your best sales team.