Golden Rule #1
January 14th, 2004 
Posted in After Sale and Repeat Sales, Approaching, Creating Sales Opportunities, General, Making Sale, Prospecting, Targeting Top CustomersDid You Know You Already Have
A Hot Buyers List?
Golden Rule #1
It is 5 times easier to sell something else to your existing customers than to get a new customer. The easiest way to sell something else to your existing customers is by using the telephone or by sending them a letter. I’ve been accused of focusing too much on selling by Direct Mail . . . but it is by far the most efficient way for you to get more business. Your past clients are on the “hot buyers” list. All you have to do is ask them to buy something else. It doesn’t have to be your product either. You can offer them someone else’s products. Thus an accountant can offer financial services. A restaurant can send invites to a clothing sale. A muffler shop can promote a motor mechanic. A plumber can refer an electrician. And so on.
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