The Importance of Marketing to Existing Clients

Every business-to-business sales organization can spend a generous amount of money developing new prospects and leads to add new customers. However, many industrious businesses already know that the secret to increasing sales is to cross-sell or up-sell existing clientele. Just look at how well the fast food chains have learned to engage existing customers. When was the last time you visited a drive-through when the order-taker didn't suggest up-sizing your order or adding a dessert? Cultivating current customers offers the opportunity to maintain long term success. With your current customers as a captive audience it provides a quicker sales cycle or turn-around time.

CROSS SELLING OR UP SELLING

Cross selling and up selling is all about building a relationship with already existing clients. With this method, it can become much more cost effective than always looking for new customers who may or may not be interested in your product or service. Introducing new products or services will be much easier and most likely much more successful to sell.

Successful businesses know that when they provide their customer with more products and more services they are building customer loyalty. They are nurturing a base that continually depends on them for products and services and would not even consider the competition.

This is a service that a Lead Generation Company can easily handle for your business. They take existing clients and promote new products to enhance customer spending. Because cross-selling and upselling is ten times easier and more cost effective than attracting new clients, it is a necessary avenue to grow your business. When selecting the company to help you increase your sales leads, it is imperative that they have a proven track record of multi-channel marketing options to target the right products for the right customers with the right methods.

KNOW YOUR CUSTOMER

A Lead Generation Company will become as familiar with your business, products and existing customers as you are - if not more. It will determine if your current customers have needs you are not serving. It is also possible that your customers do have the need being served by your competition only because they did not know you offered the product or service. Lead generation services will promote your product or service for you, keeping marketing costs lower and making your sales team more effective.

MULTI-CHANNEL MARKETING

Most business owners have heard the term multi-channel marketing but may not be aware how this can help with increasing sales. A Lead Generation Company that excels at multi-channel marketing will translate customer information into customer intelligence. With this intel they will be able to target lead generation. A good multi-channel marketing program will utilize several different vehicles to reach the customer. Customer are everywhere and in order to get your message to the business buyer you need to be where they are and where they can respond. Multi-channel marketing gives the potential customers the opportunity to say "yes" and make a purchase no matter where they are or what time of the day it is. In today's climate it can be by mobile app, social media, Internet, personal contact, letters, texts, e-mails, direct mail, etc.

ACHIEVE SUCCESS

Attracting new clients would comparatively take more effort and would be costly as well. Thus, cross selling and up selling should not be neglected in any kind of business. In order to achieve success, you need to provide great service consistently to the clients. Any business would be hurt drastically if the focus would be only on getting new clients and not retaining old ones. A loyal customer is the key to success in any business and your business would reap huge benefits by doing so.

The ultimate goal is to grow your company through sales. The best way to do this is to utilize all opportunities available. Contact a lead generation company today and make the most of your current customers and their loyalty to you.

As your outsourced marketing partner, Latus Lead Generation finds your B2B sales leads, develops multi-channel marketing campaigns and provides the marketing automation platform to let you see and track everything that we do. We put your company in places buyers look, and in ways which are engaging and keep them coming back to you.

Curious how many buyers are searching for your products or services? We can tell you. Click the link below, answer a few questions, and we'll get to work creating a completely customized report letting you know how many highly qualified leads we can get for you, your potential sales growth, and your return on investment - all at no cost.