In Business Development, Current Custoemrs, Customer Evangelist

Donald Kelly, New Business, Referrals, The Sales Evangelist PodcastCan you actually balance handling current customers and new accounts? Of course you can! Challenging? Yes, but if you’re able to get your focus on the things that need to be done to do both, then anything is possible! So let’s get down to business.

New businesses or existing business? Which do you focus on?

  1. Determine where you’re getting the most money from.

New businesses:

Cost to get a new customer (time, money, and trust)

Current customers:

Existing trust and relationship (don’t have to go through a budgeting process)

  • Find anyone in your company that can assist you in finding opportunities for current customers.
  • Weigh out the pros and cons of each and figure out the best place.
  1. You can do a combination of both new accounts and existing customers.

The key is on planning. Plan out your month in a way that you’re able to focus and plan for each account.

  1. When you call into an account regularly, be sure to address their challenges that may come up.

Work with other people in your department (e.g technicians, project managers) to help you alleviate some of those challenges. Communicate with other departments to learn and find challenges and overcome them altogether.

  1. Structure your day.

Manage your time and establish a structure so it’s easier for you to maintain and manage your accounts.

How to Gain New Businesses as You Work With Your Current Customers:

Referrals

Recognize people that your existing customers know that are of interest to you and that you need to be introduced to. To help you learn more about this, watch this free video training on how to get 50% more referrals.

Referrals, New Business Development

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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