Filter Your High Maintenance Customers Out

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And while selling to existing customers might offer the path of least resistance to driving efficient growth, that doesn’t mean you should be trying to sell more products and services to all of your customers.

Don’t Create More Chaos Than Profits
In fact, if you spend too much time up-selling or cross-selling to certain types of customers, you’re probably creating a sales formula that will produce more chaos than profits.

For instance, if you’ve got a few customers who buy several of your products but are perpetual complainers and total customer service headaches, do you really want to keep trying to sell more to those clients?

Probably not. In fact, you may want to do the opposite, and subtly eliminate them from your client roster. Especially if the cost of maintaining and servicing those customers is higher than the money they bring in.

Far too many salespeople and business owners forget cyprus telegram data that no one is putting a gun to their heads and forcing them to sell to certain customers.

We live in free countries, after all, and you can sell to whomever you want.

If a customer doesn’t feel right or they’re more trouble than they’re worth, then you should filter them out. Focus more on the customers who are truly worthy of your time and energy.

Which leads me to a very important question. How can you determine who those perfect up-sell and cross-sell candidates are, and what should you do once you’ve identified them?

Implement A Customer Review System
There are a lot of different ways to go about that process. One of the easiest and best ways to handle it is to implement a customer review system that gauges your new and existing customers’ path to purchase, and their current needs or concerns.

In many ways, it’s simply an intelligence gathering process that will allow you to better understand who your customers are, why they buy, and what their current and future pain points are.