Show Notes:
Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer.
Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%.
Obviously it is worth our time to concentrate on developing the accounts we already have.
On today’s show, Scott and Bill will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410. Find our show notes at http://www.getinthedoorpodcast.com
What's your strategy for your major account?
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“Steve Kloyda, in his book The Art of Prospecting: Your Guide to Get in the Door, demonstrates how to not only ask the questions you need to ask, but realistically how to get in the door in today’s complex and sophisticated sales environment. I have known Steve for over 30 years and he is the consummate professional at helping people get in that door! Great book!”—Eric C. Graber, RIA, President, CSFC
In this new episode Bill and Scott will discuss the strategy of Major Account Strategy.
It includes:
- Determine which accounts to grow
- Develop a plan
- 5 ways to increase revenue
In our book study this week we are discussing Chapter 7, Manage Your Environment: Go First Class in the book The Magic of Thinking BIG by Dr. David J. Schwartz.
This week's Sales Nugget: Go first class in everything you do. You can’t afford to go any other way.
This week’s Sales Quote: “Difficulties strengthen the mind, as labor does the body.” ―
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Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com
Mentions:
- Book study: The Magic of Thinking BIG. Amazon – CLICK HERE
- Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
- Article: Strengthening Client Relationships CLICK HERE