What’s the best source for bottom line growth in a business? Existing customers. Sadly though, it is also often the most overlooked or ignored source of growth. Why? Lack of focus. Lack of structure. Lack of priority. Lack of a business growth plan.
Most organizations have a sales team that is always hunting new business. In fact, we call sales people like that ‘Hunters.’ Always looking for a new customer. Unfortunately, most sales organizations focus too much on new business and not on harvesting existing customers.
A ridiculous majority of organizations have a plan for acquiring new business but they do not have programs in place to make sure that:
Instead, they celebrate a new sale, pay the commissions and hold up a sign that says: “Next!”.
Get maximum growth by making sure your business has a consistently replicable approach for farming your existing customers. Why? Because:
Get GREAT at taking care of your existing customers. Growth will be your reward.
Robert Murray is a Vancouver, BC based Business Strategy Consultant, partner at Incrementa Consulting Inc., #1 Best Selling Author, and International Keynote Speaker. For further advice, insight and inspiration on how to unlock your inner leader, follow Robert on Twitter, LinkedIn, and Facebook.
The audio version of Bob’s #1 best seller It’s Already Inside is now available on Audible.Business, Business Goals, Business Strategy, Customer, Customer Satisfaction, Customer Service, Growth, It's Already Inside, Robert Murray, Robert S. Murray, Strategic Planning, Success