向一個已經從你那裡買東西的人做銷售，要比向一個完全陌生的人更容易銷售出去。現有的客戶已經在你的公司和你，擁有了一定的地位。
他顯然對自己的購買感到滿意，或者他現在還不可能是顧客。因此，你的客戶提供了一個很好的機會去做一些銷售，而不是通常要做的新的客戶銷售拜訪。
如何最大化銷售
要從你的現有客戶最大化你的銷售的訣竅，是在他們的頭腦中，保持你的新鮮存在。賣給新客戶後，別忘了他們。在銷售後的幾周內聯系一下，問問他們是否一切順利。如果客戶有任何問題，儘快幫忙解決。因此。他們對你的公司可以留下了很好的印象。
你也應該定期接觸長期客戶。合適的頻率取決於產品類型，但通常每3-6個月一次。
通過與你的客戶保持聯系，你可以减少他們離開你公司的機會。如果你照顧好客戶並幫助他們解决任何問題，那麼即使他們的產品出現問題，他們也可能再次向你購買。經常性的接觸也會讓你的客戶在他們準備購買的時候和你交談，而不是打電話給一般的銷售號碼，或者只是和他們走進大門時看到的第一個公司的銷售人員交談。
如何接近客戶
要接近現有客戶的的一個很好的方法是定時檢閱。每年一次，打電話給你的客戶，建議安排簡短會面，談談他們過去一年改變了什麼情况？這樣你就可以確定他們最後一次購買的是否仍然是他們最好的產品？提早花時間寫一份清單將有助於這次會議順利進行。即使你的評論沒有給你的客戶帶來機會，你仍然會留下給客戶擬是一個樂於助人的專家的好印象。在檢閱過程中，你經常會發現一個很好的理由，就是把客戶陞級到提供更好的產品或者賣給他額外的產品。
另一種接近現有客戶的管道是每年舉辦一兩次活動。客戶經常會因為新客戶有資格享受特殊的交易而感到惱火。你可以用“顧客增值日”來抵消這一趨勢，在這種情況下，你可以提供折扣、優惠券、小禮物、食物、娛樂、獎品和任何其他吸引人的東西。這樣的客戶見面活動，也給你一個機會來收集每個人的聯系資訊，以便可以辦理後續的客戶活動。
培養現有客戶的另一個主要原因是選擇轉介。顧客是溫暖的領頭羊，但他們通常不願意隨意引誘。如果你花一點時間訓練你的客戶，你會發現他們會很樂意給你線索，甚至告訴他們的朋友和同事給你打電話。你的名片的自由分發將有助於你的聯系資訊——記事本、冰柜磁鐵、便條等其他品牌資料。感到惱火，而現有的客戶卻沒有這樣的優惠。你可以用“顧客增值日”來抵消這一趨勢，在這種情況下，你可以提供折扣、優惠券、小禮物、食物、娛樂、獎品和任何其他吸引人的東西。對你來說。這樣的客戶活動，給你一個機會來收集每個人的聯系資訊，以便展開後續的客戶活動。
培養現有客戶的另一個主要作法是經過客戶轉介。現有客戶通常是引導你認識新客戶的很好嚮導，但他們通常不願意隨意接受引誘。如果你花一點時間訓練你的客戶，你會發現他們會很樂意給你銷售線索，甚至告訴他們的朋友和同事給你打電話。你可以充分的發放印有你的聯系資訊的記事本、冰箱磁鐵、便條等其他品牌資料。
Sale to existing customers
Sale to existing customers
Once you make a sale with a new customer, the sales process will not end. Customers are not one-time resources. They are a renewable resource that you can continue to sell and benefit them and you over time.
It's easier to sell to someone who has already bought something from you than to someone completely unfamiliar. Existing customers already have a certain position in your company and you.
He's obviously satisfied with his purchase, or he can't be a customer right now. Therefore, your customers provide a good opportunity to do some sales, rather than the usual new customer sales calls.
How to maximize sales
The trick to maximize your sales from your existing customers is to keep you fresh in their minds. After selling to new customers, don't forget them. Contact them within a few weeks of the sale and ask if they are doing well. If customers have any problems, help solve them as soon as possible. Therefore. They can make a good impression on your company.
You should also have regular contact with long-term customers. The appropriate frequency depends on the type of product, but usually every 3-6 months.
By keeping in touch with your customers, you can reduce their chances of leaving your company. If you take care of your customers and help them solve any problems, they may buy from you again even if their products have problems. Regular contacts also allow your customers to talk to you when they are ready to buy, instead of calling a regular sales number or just talking to the salesperson of the first company they see when they walk through the door.
How to approach customers
A good way to get close to existing customers is to review them regularly. Once a year, call your customers and suggest arranging a brief meeting to talk about what they have changed in the past year. So you can make sure that their last purchase is still their best product? Taking the time to write a list early will help the meeting go smoothly. Even if your comments don't give your customers a chance, you will still leave a good impression that the customer is supposed to be a helpful expert. During the review process, you often find a good reason to upgrade the customer to a better product or sell him additional products.
Another way to get close to existing customers is to organize activities once or twice a year. Customers are often annoyed that new customers are eligible for special deals. You can offset this trend with Customer Value-added Days, in which case you can offer discounts, coupons, small gifts, food, entertainment, prizes and anything else attractive. Such customer meeting activities also give you an opportunity to collect contact information from everyone so that you can handle follow-up customer activities.
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