Mastering the Art of Cross-selling

July 10, 2017

So, you’ve closed the sale. What’s next?

The work of a salesperson is never done. You’ve sold a client on the benefits of working with your company—and probably signed on the dotted line to get the first part of your collaboration started. Now, you move from the “initial sale” stage to the “cross-sell” stage. How can you be more effective? It’s quite simple, actually. The key is to put the client first. 

Don’t just plow ahead with trying to blindly sell other products and services. Your first step? Find out what your client actually needs. Here’s how:

Do Your Research. 

Talk with your client about what’s happening, but also stay up-to-date on the latest company news. What are the challenges they’re facing? 

Go Beyond Your Current Contact.

Your contact may be the decision-maker for her portion of the business, but what other influencers could you reach out to? Could different departments benefit from different services?

Be Responsive and Attentive. 

This one’s a two-parter. You want to ensure that your team is quick to respond to any situation regarding your current partnership, and you want to regularly communicate with your contact—whether that means an email to check in or a simple message to share an article that may be of interest. Staying in contact makes your client more likely to turn to you first.

The Bottom Line: Before you try to introduce new solutions and products, make sure you have a solid understanding of what your client needs and how you can solve that challenge.