CHAPTER 18
Leveraging
Your eleventh Value-Added Selling strategy answers this question: “Are we maximizing our value?”
There are several advantages to growing your existing accounts. The average company could increase its sales in a given year, even if it didn’t bring on board one new customer, by simply doing a better job of selling to existing customers. Organic growth, growing existing customers, is a cost-effective and time-efficient way to expand sales. Expanding your business organically versus growth-by-acquisition is a more stable way to grow. It means you are going deeper with your installed base of business. It takes an average of seven calls to close a prospect on a new idea, compared with three calls to close an existing customer ...
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