How to sell more to your customers

Today, you'll learn, how to sell more to your customers, to your actual existing customers that have already paid you money.

Believe it or not, it's a whole lot easier to sell to somebody who has already bought from you. They have already proven that they value what you have and what you can offer. They don't need to be convinced.

So if you are able to offer them something more, something that they need, something that they want, that trust has already been built and they're more willing to buy, opposed to somebody who's never heard of you.

So in today's blog, I'm going to show you some strategies to make more revenue from people that have already bought from you, your existing customers.

So let's get into it.

I want to start today's blog with an example. Think about this question. Where do you want to go eat out?

A question often asked amongst friends and families worldwide.

Where should we go for something to eat? What about that Italian restaurant that we always like to go?

All of us have our go-to spots that we love to keep going back to.

And we're actually more likely to go to the places that we know are tried and tested. We know that they’re good, that they have tasty food and there’s no risk in trying something new.

Think about all the times you've eaten out in the last couple of months. How many times did you visit a new restaurant?

And how many times was it a place that you’ve been before?

If you're like most people, you’ve probably gone back to more places that you've been before than visiting somewhere new.

And that's natural, you know for sure you're going to get a good meal.

It's so much easier for this restaurant to earn your business than to try to grab a new customer off the street. And the same goes for your business.

Sometimes we don't see this until we see another example outside of our own business.

Your customers, if you've delivered on your promise, are happy. They liked what they got from you and your business.

They gave you money and they got something in return, whether it was a product or service. If you delivered to their expectations and beyond, then they're happy. So it's so much easier to sell to somebody who's happy, that knows that you can deliver.

The key, though, is to offer them something that they really want or need.

For example, if you frequent an Italian restaurant and all they had was lasagne, there's a good chance you probably wouldn't frequent it that much, because all they offer is one kind of Italian dish. But if they had all different kinds of Italian dishes, like calzones, and pizzas, and other pasta dishes, then even if you're not feeling lasagne, you'll go back, because you know the lasagne is good, there's a good chance the pizza’s are going to be pretty good too.

And as an entrepreneur, you are in the problem-solving business, so you should try to find out what other problems your customers have, so you can solve them.

Run some surveys and polls. Ask them what are their biggest struggles right now in their life, in their business, in the way you serve them.

They will tell you, what they’re struggling with and what their biggest problems are.

This is low-hanging fruit you’re looking for so that you can start to develop your next offering.

Next, sometimes you just need to offer more of what they already have.

Some people just want more because it's good and they want more of it. Whether you have a one-off product, like, say, for example, you have an e-commerce store and somebody bought a pair of slippers that you make. Come Mother's Day, why don't you buy a pair of slippers for your mom as a gift, or for your husband on his birthday, or whatever it is.

Sometimes we just need to offer our customers more of what they've already bought. Even if they're on a monthly subscription with you, ask them to commit to an annual subscription. Maybe give them a bonus or a discount for committing to your business for longer.

The point here is that if they're happy, they're going to be willing to further commit and get more from you, and they're going to be able to maybe get an incentive for that, whether it's a bonus or a discount.

Your existing customers are a gold mine and this should be extended to your past customers too. Even if you had customers that bought, maybe cancelled their subscription or they’re no longer clients, maybe they even refunded the product.

You could still reach out to them if they haven't unsubscribed to your mailing list and offer them something new, offer them something different. There is already some trust built.

It's a whole lot easier to sell to an existing customer or a past customer than someone who's never heard of you. It takes a long time to build that trust and cost you a lot of money to acquire that customer, to nurture that customer, to convert them into a paying customer.

So that's a cost you've already invested in, you've already put down to get those customers. Get the most out of that cost.

Before I go, I want to leave you with this. A lot of people don't know everything you offer. A lot of us, we think that our customers totally consume our websites, that they study it inside and out.

The truth is, they don't. They are busy.

Sometimes our customers are not even aware you offer courses or coaching or other products or accessories. And sometimes we just overwhelm them with our newsletters and say, look at all these great things we have.

A better way to approach this, would be a gentler way.

Send them out an email and say, hi, did you know we have this product? Do you know we have this line of accessories? Do you know that we have this course?

People need to be presented offers. You can't just expect them to search for them.

If you found value in today’s episode, make sure to subscribe and share with fellow entrepreneurs.

Got a burning question? Reach out on our social channels or email me at michael@purpleyak.co.uk

Thank you so much for reading.

Take care.