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?
Order “The Art of Prospecting: Your Guide To Get In The Door” is finished and is available in all formats. I’m really excited Steve's book is finished. It’s his life’s work and I am confident it will help take your skills and abilities to the next level.
“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.
- 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.” ―