One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems.
In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you can change your perspective to allow yourself to retain current clients—and pursue new business with them. The unspoken fact is that it costs a lot more to acquire a new account than it does to grow the business with current clients. So why don’t we do it?
A week ago Bill received a phone call from one of his clients. The client was frustrated with a speech that he was planning to present the next day to a group of decision makers. Bill’s client ask him, “How can I make my presentation stand out?”