TSE 246: How To Balance New Business v.s. Current Customers - The Sales Evangelist
The Sales Evangelist, Donald Kelly, Sales Podcast, New Business, Customers

TSE 246: How To Balance New Business v.s. Current Customers

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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Join the TSE Hustlers League. This month’s focus is about getting the proper mindset, goal setting, getting pumped up, and motivation.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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