Sell More to Existing Clients – The Low-Cost Growth Play
Problem description: When new client acquisition stalls, many B2B firms overlook upselling/cross-selling to existing customers, which typically costs far less.
How experts solve / value to audience:
Advisors design referral programmes, loyalty incentives, client-success frameworks to expand revenue from current base. Managers get more value from existing relationships.
What to do now (by Paladiev …):
– Identify top 10 existing clients by potential for expansion.
– Draft a referral or cross-sell offer and present it this quarter.
– Set KPI: % of revenue growth from existing base > 30%.
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