How many seminars have you been to that say “Don’t look for more customers, sell more to your existing customers.” I know it is cheaper to sell to existing customers. I know it has a higher closing rate to sell to existing customers. So why don’t we do it?
The answer? Just not enough hours in the day. Do you want to spend your day bird-dogging the salespeople when you have a business to run? It is hard to make all your salespeople call back everybody they talk to. They have every excuse in the book.
But this year everything has changed, I have found a pure telephone caller. She doesn’t like to sell, she likes to call, scrub the data, set the goals and feel good at the end of the day just by looking at numbers. And boy, are the numbers good!