Cross-Selling Tool
When you don’t cross-sell your customers, two things happen: (1) you’re leaving money on the table that (2) your competitors come in and pocket while getting their foot in your customer’s door.
Mark Stevens (Your Marketing Sucks) says we don’t cross-sell for three reasons:
- We just don’t think of it. He said companies collect customers’ key information – names, phone numbers, and email addresses – and then do nothing with it. He says, “That’s dumb – and lazy. By simply mailing customers a postcard promoting (what you sell), that would generate significant traffic and sales from this highly qualified pool of loyal patrons.”
- We feel it’s “too pushy”. What’s so hard sell about emailing, he wants to know?
- We feel it’s “unprofessional”, or the staff feels uncomfortable doing it.
If all your time is spent finding new customers the cost of acquisition goes up dramatically. More presentations have to be made. More management time is spent developing strategies to steal the business away from the competition. Negotiations are tougher. Discounts deeper. Why pass on the low-hanging fruit waiting for you?
Take the discomfort out of cross-selling. Be professional. Introduce new services and products to your customers by sending You’ve Got Contacts D-I-Y Sales & Marketing Email Postcards ™. They allow you to be persistent, professional, and get your marketing messages in front of customers on a regular basis.
To do anything less is an invitation to your competitors to steal your business away.
(For more detailed information on how to increase your cross-selling opportunities, download my free ebook, Selling without Cold Calling? – the Holy Grail of Selling, and read the chapter “Your Competitors are Out-Selling You If You’re Not Cross-Selling”.)
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