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Up and Coming

Sell UP

It's true - it is easier and faster to sell to an existing client as opposed to cultivating a new client.  While prospecting is necessary to continue to build your pipeline, your existing clients should be developed and maximized.  Look at your current customers with a new eye.  Is there an additional product you provide that they are not currently purchasing?  Should you consider add a new product line?

Of course, synergy in selling is a critical factor to making these important decisions, but broadening your sales offering is a tried and true method of increasing sales.  If you decide to take on an additional product or service, be sure you can provide it to a good percentage of your customer base.

 

Tech'nique (a divison of Dichotomy)specializes in Software Training, Marketing, and Cyber Security. "Believe it not, it all works together" says Alice Belisle, owner. Alice was chosen as one of the Top 30 Women in Utah to Watch -2006 by Utah Business Magazine, and is a member of the Utah Homeland Security Team, representing the I/T sector for private business. Contact her at 801-266-4889 or at www.dichotomyutah.com.

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