Successful Selling Tips - Using Your Existing Client Base 

    Published September 19, 2006

    The easiest place to increase your potential client base and sales is an area that's overlooked the most; your existing client base. You already have credibility with your clients; use that credibility to build your business.

    How can you do that? Here are three tips:

    • Take a client inventory. What do you do for each client? What other needs does each client have that are not being met? Do any of your services meet those needs? What additional assistance can you provide your clients given your level of knowledge about each client?
    • Ask questions and listen. Ask your clients open-ended questions that require more than a simple yes or no answer so you can learn about their goals, needs and challenges.
    • Follow-up. Follow up with your clients about how you can help with their needs and assist with meeting their goals. This is the key element in sales and in customer service.

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