Attracting and acquiring new customers is an essential and never-ending pursuit for all businesses. But there’s also another way to grow sales that can be more effective—and cost-effective: Sell to the customers you already have.
Existing customers are your best prospects. Whether they realize it or not, they’ve already bought into the idea of your business, making them more receptive to your next sales and marketing messages. That’s why the probability of selling to them is 60 to 70 percent, compared with 5 to 20 percent for a new prospect, according to the book Marketing Metrics. And the more customers buy from you, the more likely they are to recommend your company to others—which can result in even more business.
In this e-book, you’ll learn: