Your IT marketing department is missing a big target market if they are not looking to sell more to your existing clients. Your current clients are easy to sell to, and the business relationship makes them a key component to the growth of your business. Be sure to capitalize on the existing customers, and avoid the extra uncertainty and costs of attracting new clients. They are a low-cost and low-risk marketing group, which is overlooked by many companies.
Build Your Business with Current Clients
Many times, your marketing team may be underestimating what business can be generated from your existing customers. For some sales staff, signing a customer up is where they stop. It is in your MSP company’s best interest to expand the services offered to your customers to make the company grow.
Upselling involves selling your current customers better, but similar, services that they already have. Offering a client a server with more dedicated speeds is an example of how an MSP can upsell their clients.
Cross-selling is a little different. With cross-selling, your sales staff is introducing a whole new service offering. While it may be slightly related to the services your client is already purchasing, it is going to usually involve new departments. It is a common way to introduce new features that your company is rolling out as well. By selling new services, your company grows without the risks and costs of finding new leads.
Strategies for Successful Up selling and Cross-Selling
Your existing customers are already in your system, have a relationship, and are receptive to your company. To make the most of it, here are some strategies that help your IT marketing team sell more to your current clients:
• Start with your top clients – Your focus needs to be on clients that are already very satisfied with the services that you provide. They are going to be the most likely to be receptive to additional or upgraded services.
• Tell them what services they need – In the MSP world, you are the expert and you clients look to you for guidance. Many clients are relying on you to tell them what services they need. Be confident, and suggest other services your company offers. This brings up the sales discussion in a frank and matter of fact way.
• Use regular business reviews – Scheduled business reviews give you an avenue to suggest new or upgraded services to your current clients. It is a natural way to approach the sales of new services and also lets you check in on your clients. This is a critical part of understanding your client’s needs, which is an important part of sales.
• Offer a discount – You can make an upgraded service look more appealing to your clients with a discounted rate. This lets them feel that they are important to you. It also gets you more revenue from a trusted and dependable client. The tradeoffs need to be evaluated, as it is easy to cut into your profits with discounts. Evaluation of any discounts needs to be done before any offers are made.
By using these tips and strategies, your sales force can naturally start a sales discussion. Make sure that you are making the most out of your customers, and providing them with all the services that they require.
Growing and expanding your company is a critical part of running a business. Your current clients are a great way to magnify your business. The relationship already exists, and it is a low-risk investment to sell more to these customers. Use up selling and cross-selling techniques to boost your IT marketing successes. It is a market group that can excel your business, and they are often overlooked.
