Sales

An Eight Point Plan to Maximise Revenue from Existing Clients
Brian Ashley

It’s a well known saying that "it’s five times harder to win business from a new client than it is from an existing client”.

From my experience it can be ten or twenty times harder. Regardless of the exact ratio, it’s clear that developing good business within existing clients is essential to the growth and continues good health of your company.

New clients are an essential part of the sales mix for all businesses and need to be an important element of the sales strategy for every company. However, this paper focuses on development of existing clients and sets out, based on experience, eight of the most effective activities that can be employed to maximise the revenues and profits from existing clients.

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"Terry has helped me to develop a sales vision, create a professional sales strategy and a Selling Solutions process. His background and experience helped him to quickly understand where our company was and how to help me move it into a direction that is much more focused and structured. As Terry "has been there and done it" his advice has been insightful, frank and always practical."

Amit Wason, MDCreative Business Systems, Potters Bar.

"The figures speak for themselves! Since Terry joined our management team our sales have risen 50% and our whole sales and marketing function is increasingly strategic, organised and professional. Terry is a great asset and complements our 'techie' bias with no-nonsense commercial acumen."

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