The "Low Hanging Fruit" Formula to Increasing Sales

We know it takes time and preparation to find new prospects and turn them into clients. You have to network, market yourself, make calls, determine if they're your ideal client, meet with them, close the sale, and follow-up. Instead of going out and looking for new business, there's a huge opportunity to increase your business with your current clients.

To grow your sales, all you have to do is first look to the clients you have already sold. These clients are what we call your "low hanging fruit".

They're ripe and ready to be picked. Visualize a tree with delicious fruit hanging from the branches. Would you struggle and climb to the top of the tree, or would you easily pick the fruit hanging from the lowest branches? Of course, you would pick "the low hanging fruit" because it's ripe, ready, and easy to pull off the branch.

It's the same with a client. They're ready and open to doing more business with you. You don't have to work so hard. You've already proven yourself by delivering a quality product or service. They know, like, and trust you. You've established a strong client relationship because they can count on you. You now have the opportunity to introduce them to other products and services you offer.

Now that you've identified that your current clients are your "low hanging fruit," here's a 5-step formula to follow that will help you increase your business with them.

1. Ask for a meeting. After a project has completed, ask to meet with the client to discuss the results of the project and some new ideas. If the client is satisfied with the work you've done, the level of trust and quality of the relationship is solid. The client believes in you. You have proven yourself to the client, so getting a meeting with them is easy.

2. Ask for feedback on your product or service. Find out if the client is satisfied with the most recent project's delivery and if they have any suggestions for improvement. Then ask what the company's future needs are. If the client tells you there are no opportunities at this time, ask when would be good time to follow up. Before you leave the meeting, confirm the agreed-upon time you will be in touch. Staying in touch with the prospect keeps the door open for future business.

3. Ask for referral business. At the moment the client expresses satisfaction with your service, is the perfect time to ask for referral business, either within the company or outside the company. Say to the client, "I'm delighted you're happy with our service. It's been a pleasure working with you too. I was wondering if there's anyone else you think would benefit from speaking to me?" Ask if they can give you the names then. If they cannot, set up a time in the next week to follow up for the names and phone numbers. Do not leave it up to them to call you because chances are they won't.

4. Keep the client updated. Another way to stay visible is by keeping the client informed of new products, services, or programs, either developed by your company or that have recently come on the market. Your client will appreciate being informed of the latest cutting-edge products for their employees. This shows you're thinking of ways to help the client and you'll soon become their trusted partner.

5. Stay in touch. Your client may not have an immediate need for your services, but that can change. A "no" today can easily become a "yes" tomorrow. Remember, you've established a business relationship with the client. They know, like, and trust you. Stay visible by touching base with the client periodically via phone or e-mail.

Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com