Unlock the Power of Your Existing Relationships
When it comes to generating business, too many salespeople overcomplicate things. They get caught up in the idea of needing fancy tools, systems, and resources. But the truth is, you have far more opportunities right at your fingertips than you realize.
You’ve already put in the work to build these relationships. Now it’s time to leverage them and reap the rewards.
I’ll walk you through simple, actionable strategies that will help you generate more business quickly. Best part? You don’t need to reinvent the wheel.
1. Leverage the Power of Existing Customers
Your existing customers are one of the most underutilized assets in your sales arsenal. Here’s how you can tap into this goldmine to generate more business:
- Sell More to Existing Customers: Your current customers are already familiar with your products and services. As they grow, so can your relationship with them. Continuously look for opportunities to expand your business with them.
- Introduce New Products and Services: If your company has launched new items or services, now’s the time to introduce them to your existing customers. Don’t assume they know everything you offer. Many salespeople miss the opportunity to promote new solutions to customers they’ve worked with for years.
- Tap into Their Network: Existing customers are a great gateway to new leads. They likely know other divisions, departments, or professionals who could benefit from what you offer. Ask for introductions—these referrals are often the easiest leads to convert.
- Ask for Referrals: Your current customers appreciate the value you bring. Don’t hesitate to ask them for referrals. The trust they have in you is an incredible asset that can lead to new business.
2. Reconnect with Old Customers
What about customers you haven’t heard from in years? It’s easy to forget about them, but many salespeople are shocked by how much business can be generated from their past clients. Here’s why you should revisit old relationships:
- Reach Out to Lapsed Customers: When was the last time you reached out to customers who haven’t purchased from you in a while? You’ll be amazed at the opportunities that open up when you reconnect. Your old clients may be ready to buy again, or even better, they may know someone who needs your products.
- Same Strategies Apply: The strategies that work with existing customers also apply to old customers. Ask them about their current needs and introduce them to new offerings. Rebuild that relationship, and find out how you can serve them again.
3. Don’t Forget About Customers Who Didn’t Buy
We’ve all experienced rejection at some point. But just because a customer didn’t buy from you the first time doesn’t mean they won’t buy from you in the future. Here’s why you should circle back to those who turned you down:
- Revisit Past Prospects: Take a deep dive into your CRM and identify all the customers who didn’t buy from you. Reach out to them and ask how things are going. Circumstances may have changed, and they might be more open to your solution now.
Stop Chasing New Leads – Look Within!
Here’s the big takeaway: there are far more leads available to you than you think. Rather than constantly chasing new prospects, start by looking inside your own customer base. Existing clients, old customers, and prospects who didn’t buy from you before are all rich sources of potential business.
Harnessing Collective Wisdom
for Sales Growth!
Mastermind groups aren’t just about learning from others; they’re about mutual coaching and support.
Find episode #285 wherever you download podcasts!
Unleashing the Power of Referrals and Networking
w/ Larry Long Jr.
How to make ‘deposits’ so you can leverage business relationships and make ‘withdrawals’ later.
Episode #286 is out now!
Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
