One of the ways to grow your business is to find NEW customers. The other way is to sell more products and services to EXISTING customers.
But the key is not to just sell your existing customers any product off the shelf you can find - just to sell something and make a profit. The key is to sell them an additional product or service that further helps solve their problem.
Selling them anything just to make more profit will breed distrust, and could cost you their business. Taking steps to further help them fulfill their need or further solve their problem - cements the relationship and builds deep customer loyalty. And frankly, is a win win for everyone.
Cross-selling is defined by the Oxford English Dictionary as "that of selling an additional product or service to an existing customer." Cross-selling, when done strategically, will both grow your business and profits - AND be of maximum value to your customers!
Todd Schnick. Be Intrepid. www.intrepid-llc.com
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