Selling More Of Your Consultancy Services To Existing Clients
I was talking about Nespresso capsules and lessons about growing your business and someone chastised me for talking about ‘first world problems’. The issue was that apparently, they are not very environmentally friendly.
I can honestly say that until that point I had not given the matter any thought. I have never professed to be an expert on environmental issues – my website is all about showing you how to grow your consultancy business – so the email left me a little perplexed, especially as the lesson was a valid business one.
However, I was sufficiently interested to go and google “bio-degradable” coffee capsules, found some and then ordered them.
Which leads me onto the point of this “grow your business” email.
I had no idea that such a thing as bio-degradable coffe capsules existed. So I was a little cross. If they are good – and they have only just arrived (by post so heaven knows that the carbon footprint is for that – sure I may soon find out), why hasn’t that company that makes them done more to get their product under my nose?
I often find that consultants are often reticent, nearly terrified sometimes, of telling their existing clients that they can help them with other products or services.
Yet, if you are good at the services you provide, it is your duty to ensure that your clients know all about ALL of your services.
I have made these lessons myself in the past. I remember hearing that the easiest sale is to existing clients, yet shied away from it for years. Silly mistake. Huge. Costly. Ridiculous, in hindsight.
Many of my consultancy clients now buy five or six services from me.
So, my question for you is this: “Are you failing your clients, like the bio-degradable people failed me?”
I hope not.
If you are, now would be a good time to dive into your email marketing software and remind them of all of the ways that you can help them.
If you don’t yet have any, try the one I use to send this email to you by clicking here » and if you try it, email me and I will send you a link to a set up video free of charge).