The Easy Yet Often Overlooked Way to Increase Revenues

The vast majority of people reading this will have more than one service line or product offer to generate sales from their client base. Many of you will have several. Question: Are all of your current customers aware of all the things you do and the product ranges you offer?

My guess is that for many of you the answer is no and therefore you have a great opportunity to unlock a huge amount of additional revenue from the clients you are already working with. Try creating a spreadsheet, listing clients down the left and all your services across the top, and put a cross in the spaces applicable to what they currently use, it should quickly highlight to you the size and scale of the financial rewards you currently may be missing out on.

Professional services firms usually have at least 4 or 5 different departments where clients only buy into one particular area. IT companies offer, hardware, software, maintenence packages, peripherals etc yet many clients have only spent money in one given area. Opportunity knocks.

As the economic climate shows no immediate sign of improvement, I recommend you invest the time to analyse the undiscovered wealth in your current client book before investing in finding new ones which can be ten times more expensive than getting more from the people you already know.

Cross selling is part of customer service as it prevents people having to shop around to find additional suppiers. It may also involve promoting other Joint Venture partners products and services as long as they are relevant. Remember that ideally, each area of expertise you offer should enjoy focus on a separate page of your website where possible.

Do all members of your staff have the knowledge necessary to cross sell your other products and services? Maybe it's time for some additional training. Over to you.