Have you looked lately at all the possibilities within one of
your large accounts for a large deal to occur?
You don't want to put all your eggs in one basket...but there
may be many opportunities within that client company that warrant a review.
This is how to do some effective strategic account planning without investingin new marketing.
Gather your team together and look for any cross selling
potential within a major customer. Are there multiple locations that you can
tap? What other divisions or departments can you mine for additional business?
Put together a client specific marketing plan with the team. Your objective is
not only to increase sales overall but to become the "go-to" source
for your major account. You want your name to come up first whenever your
product/service is needed.
Do not neglect to make the best of business that is right
under your nose. The contacts are there. You have built a solid relationship
and have hopefully earned referrals and introductions by adding value in the
past. You have a proven record of delivery, quality and service. Use that for
your benefit...and theirs!
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