How long is your list of products and services? If you have a fairly broad line of products and services, this marketing tip will really hit home with you.
How many times have you seen a loyal customer using a competitor’s product? Don’t you just hate that? Nine times out of ten, when you ask them about it, they say, “I didn’t know you sold those”. So whose fault is this? Well I have to think that it is yours, of course.
This happens in our business as well. For example, we would create a branding project and website for a new client, and even though they are very happy with the work we did, they will get their trade show booth or banners somewhere else. Why? They didn’t know Kiers does large format printing, in-house, by a dedicated staff person. Whose fault is that?
It’s easy to get caught up in the initial sale and forget about future business down the road. As an example, many people don’t know that their investment advisor can also get them a mortgage or life insurance. Many people don’t know that their car dealer can sell them snow tires. Do you see where I am going with this?
To avoid this situation, the number one thing you need to do with a new customer is sit down with them early in the process, and find out not only what they need now, but also what they might need in the future. Get a clear understanding of what their plans are. It’s the best way to avoid hearing “I didn’t know you sold those”.