In the world of professional services and engineering consultancy services, cross selling is the Holy Grail. Organisations think it's easy, but in this episode of Work Winning Ways, you'll find out why it's very difficult. Join Gary Williams as he discusses why cross selling is important, how it's done, and what are the obstacles to overcome.
KEY TAKEAWAYS
- In so many jobs you need to be able to encourage, motivate, and persuade clients to work with you and influence others to do so. Word of mouth is one of the best tools at your disposal.
- 80% of your clients buy 20% of the products you sell.
- It's 6 times cheaper to sell to existing clients then try to find new ones.
- Don't push a hard sell for products and services your client or prospective client doesn't need. It will essentially just annoy them at the end of the day.
- Start with ‘why'. Why does your client want your service in the first place. It has to help them with an objective or goal, if there is no strong ‘why' then the client is unlikely to buy multiple products from you.
- You have to show added value to convince the client to put more eggs in your basket. Why should they choose you over other service providers?
- Being a trusted advisor means that you have the competence, but this is just one aspect. The other aspects are knowing how your client likes to work, you also need knowledge of their world, and finally having a genuine interest in them, their objectives and challenges.
BEST MOMENTS
‘Bad cross selling is the kind that makes our clients cross'
‘How is about being proactive and curious'
‘You need to build a bank of good deeds for it to be reciprocated'
EPISODE RESOURCES
Questas Academy
Start With Why
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
http://linkedin.com/in/garyquestas
https://www.questas.co.uk
Instagram: @bdcoachinghub
Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/
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