Today, I want to tell you about everything we discussed during one of our live call sessions. So, we will take a common problem and solve it together to clarify it.
The Problem
You have presented to your customer base, a certain product, and certain services or price level, and then you see that you probably need to provide elevated services, how to expand your service offering to cover some things that they may have done that they could not necessarily do?
The right question would be: If you have existing clients who are paying a monthly recurring advance for your services and have identified other services that they can benefit from, how can you address them?
Let’s use an analogy: you are selling a car for a flat fee, which is a very good deal. And then sell the car. After selling the car and getting to know this client, you suddenly realize that they live in the sticks and must cross a stream to get to his house. And so they need an all-wheel drive with good torque, which doesn’t necessarily fall within the $749 offering. It comes down to how you package it and how you present it.
Once you have a customer, especially if they are a repeat customer, who buys from you repeatedly, you want to start looking; what else does this customer need? And what else does this customer buy? What I can add to my services is what their cases can get into that client and my goal.
I learned it in 2001. The client took probably 21% of my commission. It was a very painful lesson. The only reason I lost the customer is that I only had my IT services there. I had every opportunity to do what I am talking about right now. But I got lazy with the relationship. And I lost the customer, and I deserved to lose. Looking back, it was painful, and I was angry.
I learned, though, that if I can get six other services there or six other provider partners at theirs, I own the relationship.
Therefore, never lose sight of the fact that you are the owner of the business—and when you talk to your customers, they are the owners of the business.
The second sale
The second sale is the easiest to make when you are in the deal at the beginning, so that’s number one. Never miss out on the second sale you can make when closing your initial deal.
Get the initial deal signed and sealed first. But once the initial deal is signed, if you know there are other services they would buy, you say why don’t we add this?
For example, they go to work on the final paperwork, and you say would you like that Bluetooth, you know, the system he puts in the car? Is it just an extra $185? Just add that. And so you keep adding stuff; that’s how you get that second sale.
So, you know, it’s easy to make a strategy to establish sales of two or three seconds in the beginning. But when you find yourself in a situation where you already have an existing customer purchasing the service, you must have a more persuasive conversation.
Most of the time, your customers will say yes because they already trust you.
Confidence
For all business owners, it is important to maintain trust with our customer, that we can call him and say: Hey, I came across this new piece of technology, I came across this new service, I thought to you first, it will benefit you dramatically.
For more business advice, I invite you to join our weekly live calls, where you can share your experiences and learn from the experts. Do not hesitate to call me at 916-765-2596.
