in Sales performance
The New Year is well and truly underway. Most of us have already given up on our New Year’s resolutions and just enough time has elapsed for us to remember to write 2018 instead of 2017 on all of our documents. Also, just enough time has passed for the UK’s raft of analytics companies to look through 2017’s alcohol and craft brewery industry and consumer behaviour. So, where is the Brewery Industry heading in 2018?
“Industry revenue is forecast to decline at a compound annual rate of 0
When you’re looking for ways to grow your business, you could do worse than using tried and tested upselling or cross-selling techniques.
I know. You hate to hassle your current clients. But it makes good business sense, as the cost of upselling to existing customers is so much lower than going out on the hunt for new business.
Conversion rates are usually 16x higher and if they don’t buy anything additional, your call will turn into an account management one
A gazillion (probably not quite – but it must be close) studies have shown that it is much more cost-effective to generate more revenue by increasing sales to existing customers than it is to go out and find new ones.
Obviously, we’re not giving your sales team permission to rest on their laurels and quit finding new customers, but it’s important to not neglect the loyal band of followers you already have. Keep them sweet, and more importantly consistently paying, with effective strategies for increasing sales to existing customers