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413: Benefits of Marketing to Existing Customers | Master Sales Series
The probability of selling to existing customers is 60-70 percent, and the probability of selling to a new prospect is only 5-20 percent. Master Sales Series is back again; we are reviewing the benefits of marketing to existing customers. As sales professionals, we put a ton of effort into lead generation, but we miss out on opportunities by ignoring the customers we already have. We will go through these five steps: What are the benefits? Before you sell – re-discover Marketing to customers in the retention stage Marketing to customers in the advocacy stage Onboarding at every stage Studies show 65% of a company’s business comes from existing customers, but most only spend 21% of their marketing budgets on…
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