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The Sales Evangelist

Current Customer, New Deals, Opportunities, Donald Kelly

Learn how you can double your revenue with your current customers. Personally, I’d take 20 current customers that are buying more and more from me. Getting 20 new customers tends to be more expensive since you have to pay for marketing and sales.

Today’s snippet taken from one of our sessions at the TSE Hustler’s League is part 2 of how you can grow your business from your current customers. This is something you can definitely take and apply to your own sales process.

Last week, I talked about having and ATS or “After The Sales” Strategy that you can use to keep your customers to come back to you.

Here are the highlights of today’s episode:

What’s the next best thing to offer your customers?

The best time to make a sale is right after you make a sale. Upsell or give them the opportunity to purchase more of your products. Know what you should offer them as product 2 after your initial product. After your initial product, what can you best offer the prospect? And when should you offer them the upsell?


In my experience, my initial product was the software then my upsell #2 was training and upsell #3 was coaching. So I realized there are several different things that I could upsell them with.

Consider the lifetime value of your customers.

You could sell a software for $20,000 but the lifetime value of that customer may be well more than that because generally, if they buy that software, they’re more likely to buy x amount of licenses and over time, they may purchase other suites of products that can equal  to $100,000 or even more.

Think like an executive.

When you start thinking like an executive, that’s when you start making money. You don’t have to have a thousand clients but focus on 40-50 clients that continually purchase other stuff.

Understand their challenges.

More importantly, you’re not selling them crap but the things they need because once you understand their challenges, you can offer products or services according to what they need.

Determine the ATS path.

Look at your clients and see what products or services have you sold and what are the different sizes of businesses that you sold to. Look at what upsells you can offer these businesses and schedule times to call them. Create a ATS path where if they purchase product #1, you’re going to offer product #2 after three months, and then three months or a year later, offer product #3.

When is the best time to make a sale?

Again, the best time to make a sale is right after you make a sale. Strike while the iron is hot. Strike while they’re still saying yes.

Episode Resources:

Listen to Part 1 of Current Customers on TSE 475

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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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