Last week our group and private coaching members participated in a presentation from Kyla O’Connel, VP and Sales Trainer and Coach at Asher Sales Strategies. She shared tons of great information and actionable suggestions but one in particular was so powerful that I want to share it with our wider audience.
Her advice had to do with how much easier getting business can be if we simply remember one thing.
While talking about prospecting and trying to land new work, she argued that we are all wasting a lot of time and energy focusing solely on winning new clients. She explained that 75% of business comes from existing or previous clients. This makes sense when you think about it.
As we all know, it is much easier to sell more business to a client who already knows and trusts you than it is to convince someone new to take a chance on you.
She presented what she called an opportunity chart and it was so impactful that the comments in the chat spiked noticeably. The opportunity chart looks like this. Down the left column, write each current or past client’s name. Across the top, write each different product or service you offer. Fill in each box with one of the four choices: Y means a selling opportunity, YY means an upselling opportunity, O means a cross-selling opportunity, and X means not applicable. Filling this chart out allows you to see visually all of the opportunities you have to sell work to the clients you already have. What a simple yet transformational tool!
I encourage each of you to take 30 minutes and create an opportunity chart for your business.
I guarantee you will be surprised at how much low hanging fruit is just sitting there, waiting for you to grab it.