We spend a lot of time thinking about how to turn prospects into customers. While you should always be looking for new customers to grow your business, you should also remember to leverage your existing customer base so you can turn one-off customers into long-term clients. In other words, don’t just look for the next sale – look for the next client.
So, how do you turn a customer into a client? Think about what services your past customers might need. Perhaps you have a new solution that would complement the previous one. Or perhaps they had a limited budget when you worked with them last year and you can leverage their new budget this year to retrofit one of their inefficient systems.
This strategy requires you to be proactive rather than reactive, of course. You can’t sit back and wait for your customers to call you in for a new project. You have to take the time to strategize how you could further fulfill each customer’s needs, and then reach out to each and every one of them.
