Drive More Revenue from Current Customers

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Are you too focused on winning new print customers and not considering opportunities within your current customers?

It is easy to believe that in order to grow your revenue you need to add more customers.

However, the easiest way to drive additional revenue is from your current customers. Often, we walk past opportunities with our current customers because our orientation may be just to maintain what we have and grow only with new customers.

Here are a few ideas to consider in order to drive more revenue from current customers:

Observe What is Happening

When calling on your customers, consider being observant about the environment. Talk with the receptionist and others about company trends. Ask questions about the business and then just listen to the answers. If you ask open-ended questions, most people will give you a longer response than yes and no questions. When they do answer, write down or make a mental note of their responses in order to consider solutions.

Know Their Business

The more you know about your customers’ business the more you can serve and help them. Read about their company online. What industry are they in and what are the issues facing that industry? There may be an opportunity, as an example, if they need more revenue and you could provide marketing solutions that they may not have seen.

Conduct Regular Checkup Conversations

If we want to grow our print business with existing customers, we need to know how we are doing. Consider scheduling a regular checkup conversation to find out how you and your company are performing for them. Then, use that conversation to ask them what else you could be doing for them which could be an opportunity to drive more print revenue and serve your customer even better.

Build Additional Relationships

To drive more print revenue, consider building more relationships within your customers’ company other than the primary contact. If others sense the value you bring they may refer you to other people within the business, creating new opportunities for revenue for you.

Understand Their Fears

People have fears that occasionally keep them up at 2 a.m. If you can penetrate their mind to better understand what they fear within their own job, you will be in a better position to create solutions to calm their fears. Does the marketing person fear a competitor, a new product introduction, a lack of process improvement? All of these are opportunities to serve the customer and grow your revenue.

There is always opportunity to drive more print revenue from our current customers. We just need to pay attention to what is going on with the customer and better understand how we can be of help.

What actions have worked for you in driving more revenue from your current customers?

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2 replies
    • Bill Prettyman
      Bill Prettyman says:

      Melissa, thanks for your comment and for reading the blog post. If we can keep driving revenue from current customers we can sustain our companies while focusing on growth areas. If I can help please let me know.

      Reply

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