Same customers, new opportunities

A business strategy that stands the test of time, is to find new ways to serve your existing customers, rather than constantly seeking new business.

The idea is to take care of the people who have already decided to buy from you. You’ve gotten them over the hurdle of choosing you over the competition, so how can you maximise the mutual benefit in the existing relationship?

You do so by continuing to show them that they made the right decision when they chose you. When you anticipate and meet their ongoing needs, you inevitability reap the benefits of increased revenue.

The approach is simply to provide maximum benefit, in doing so they will continue to trust you with their business.

Personally, I’ve always embraced the idea of exceeding the expectations of my existing customers as a priority, and then investing time and money into new ones. It’s these relationships that lead to a strong reputation in the market. I’ve continually outperformed my competition based on the feedback I’ve received via a direct dialogue with my customers.

It has also allowed my business to evolve because I have a view into their changing needs, along with the drive to continue to deliver upon them.

It can take some creative thinking to find new ways to serve your customer, and not every business model naturally caters to this strategy. However, the channel business model has a rare opportunity to maximise the revenue potential of every single sale, even previous ones.

Subscription-based selling ensures that your customer has an ongoing need. Their requirements now go beyond the initial transaction, to continue effectively doing business with them, your solution needs to go beyond the initial transaction too.

This is a gold mine for the companies that are operationally equipped to benefit from it.

With a SaaS platform in place to manage your sales, you can automatically capture the renewal, so your customer continues their subscription through you. You can also seamlessly employ upsell and cross sell strategies at the time of the initial sale.

The right platform will also highlight opportunities in your existing customer base for renewal, upgrade and end of life replacement. Effectively creating more revenue from past sales.

I don’t know many business owners that wouldn’t jump on the chance to make more revenue from their existing customers, especially in such a simple way.

?All it takes is the right technology.

The iasset.com SaaS platform will create a seamless experience for your customer from the initial sale to end of life replacement - and everything in between.

The benefit to them is how efficiently and proactively you meet their needs. The benefit to you is increased revenue and less pressure chasing new business.

To learn more about our platform contact me or a member of our sales team.