We must market to existing customers as much as we market to prospects.There are two big reasons for this:

1. The competition is calling on them aggressively. Every time they say “no” to them, they make a conscious decision to say with you. We must help them make this decision, again and again, by clearly explaining all of the wonderful things we do for them. Right now, they probably don’t know about everything you do so well for them.

2. Your customers do not know about all of the products and services they can buy from you. When you do not market to your existing customers, you are a best-kept secret, even to companies that are already buying from you. There is so much more they can buy from you. They’d even prefer to move more business to you, if given the opportunity. So, give them the opportunity.

Your current customers are your lowest-hanging fruit for additional business. Communicate your great value to them. Get the business.

The Evangelist Marketing Institute is a revenue growth consultancy. My average client grows their top line by 15% to 20% in their first year with me. If you’d like to discuss applying this kind value to your organization, just reply to this e-mail or call me at 847-459-6322.

This piece ran in my Evangelist Marketing Minute short-form newsletter, which you can receive every Monday morning for free by signing up here.