3 Ways to Add Value for Existing Customers

Adapt to your buyers to make more sales, and be well liked and make a bigger impact. Ever wondered how brainstorming sessions at the office can help build stronger relationships with clients?

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Adapt to your buyers to make more sales, and be well liked and make a bigger impact. Ever wondered how brainstorming sessions at the office can help build stronger relationships with clients? Keep reading to find out how.

In Today’s Jam

  • Sales Tip of the Day: Adapt To Your Buyer

  • The Sales Lab: 3 Ways to Add Value for Existing Customers

  • Weekly Poll

  • Sales Q&A: How to Add Value Throughout the Sales Process

  • Weekly Sales Nugget: What Happens When AI Writes Your Cold Email?

  • A Roadmap to Funding Your Passion Through Sales

  • Sales Scene of the Week: Maybe He’s Onto Something

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The Sales Lab🔬: 3 Ways to Add Value For Existing Customers

Getting the sales is one thing, have you considered how you intend to build out your relationship with customers post-sale? Offering value doesn’t stop when they sign on the dotted line; depending on your product or service, you can take opportunities to update or upsell them on things that are bound to improve their experience using your solution.

It’s also cheaper and easier for you to keep existing customers happy and satisfied than to keep trying to replace existing customers with new ones.

Most importantly (and some sellers forget this), your existing customers are probably being contacted by your competitors right now. That means adding value for customers isn’t a race to the finish line, but it is a process.

Perfect that process by doing this 👇

Brainstorm

When thinking about what to say on the call, you probably won’t be bursting with ideas – and that’s okay. Conduct small brainstorming sessions with your team members and throw some ideas around. Ask each other questions like:

  • What problems does the customer have now that they didn’t have last week?

  • How are you qualified to help with those problems?

  • Are there any updates about your company that are relevant to them? This could take the form of supply availability, safety measures, or whatever is relevant to your company.

Establish Relevance on the Call

Whenever you reach out to existing customers, ensure whatever information you provide them is currently relevant.

For instance, if some of your other customers have made a particular change in their subscription that has provided them XYZ benefit, mention that. And be sure to be as specific as possible as to how it fixes their problems or improves upon their experience working with your company.

Something along the lines of:

“I want to tell you about some of our customers who recently made XYZ change, and how that has helped them to do [insert thing that matters to existing customers]. Something they weren’t able to do before we introduced them to [insert awesome thing].”

Treat it Like a Sales Call

Not to be confused with calling your customers nonstop, bugging them to let you upsell them.

Remember, at its best, selling is helping. When you make that call to the customer, don’t think about selling them on anything, but rather, make it a personalized, value-packed reunion between you and someone you’ve already built a relationship with.

Will it lead to them buying something additional from your company?

Maybe.

But first, ask them questions that matter, and let that guide you in advising them better.

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Sales Q&A

How to Add Value Throughout the Sales Process?

It’s Time For That Dream Sales Job…💼

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Game Changers of the week🔥

7 Ways to Handling “This is Too Expensive”

Sales Insights Labs is a powerhouse in the YouTube sales community, sharing valuable information to help sellers upgrade themselves and their careers. In this video, they explain 7 ways to handle the “this is too expensive’ objection, including tips such as owning your high price upfront once you get the prospect on the call.

Funding Your Passion Through Sales

Twenty-five years of sales experience, including 15 in leadership roles, Eric Hamilton is Sr Director of Sales at Everbridge and a successful author and real estate investor. He knows a thing or two about sales, not to mention, how to use sales to pursue and accomplish

Discover Sales Development Excellence

This virtual event invites you to join hundreds of your fellow SDRs to experience workshops, panel discussions, and learn directly from industry leaders at the 2024 Sales Development Excellence conference. They haven’t announced a specific date for this year’s event, but you can get updates here.

How I Raised Myself from Failure to Success in Selling

Frank Bettger’s book is a must-read for sales professionals who wish to change their perspective on selling for the better. Bettger crams tons of knowledge into this book, including rewiring your brain when it comes to selling, a formula for sales success, how to make prospects trust you, and five things you can do so prospects sell themselves on you. Check it out here. 

Sales Scene of the Week🎬

A sales guy that Loves you!

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