Increase the profitability of existing customer relationships
An existing customer is much easier to get excited about your new products than a new one. You can often sell new products directly on the phone without an appointment. This makes it possible to increase customer turnover, sometimes significantly, without additional effort. Former customers also very often have an immediate need, as products from the former supplier are often still in use and they almost always need spare parts. Come back into business with you!
The new supplier at your former customer's does not do it better, but possibly only a little cheaper. Cheaper, however, usually leads to worse service. We therefore recommend every company to call lost customers again after a certain period of time. We are always amazed at how open they are and how much they appreciate having contact with their former supplier. Many even have direct commuted orders that they want to place.
Up- and cross-selling
Up-selling and cross-selling is one of the easiest ways to make more sales. A customer who trusts you will sign up for a new product much faster than a new customer they have built up over a longer period of time. We recommend that every company systematically incorporate cross-selling and upselling into their sales activities. AP Dialog has the experience and methodology to successfully implement such projects. Examples of products that are very well suited are:
- Any type of upgrade: higher-value subscription, more expensive model, more extensive services, or donor upgrade.
- Extend and expand maintenance contracts
- Exchange of old products with the new higher quality model
- Inspire fleet customers with the new car model
- Contract renewals of any kind
- Spare parts sales
Get your turnover going and talk to us!