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Maximise the sales potential of your existing customers Small businesses are often so focused on looking for new customers that they neglect to maximise the potential sales from existing customers. For account management read ‘order taking’. Taking a proactive approach to account development often leads to fast increases in sales and referrals. It can also lead to who new lines of business. But before you rush off and have account review meetings with every single customer, take a few moments to prioritise accounts in terms of potential revenue. Some accounts may be low in revenue and high in potential. These should be high on your list of ‘must see’ clients. Continue to look for new customers but make sure you are maximising your opportunities for fast growth from existing customers too.

Contributed by Richard White on February 28, 2008, at 5:41 PM UTC.

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This intel was contributed by Richard White Richard White

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