Look to Existing Customers to Make Generating Sales Easier

Sales is a challenging business. But when you strategize well before you make any pitches to your prospect list, that thought and planning can pay off exponentially. The “work smarter, not harder” philosophy is particularly beneficial in sales. Although the excitement of landing new clients is usually top of mind for anyone looking to increase their revenue, many times there’s untapped gains to be found right with the clients you already have.

Here’s a few reasons why existing clients make such a great source of unrealized sales:

• The trust factor already exists. Your clients know and like you. They trust you because you’ve established a relationship and kept your word. That’s half the battle already won.
• You know their business. It takes time to understand someone’s business model, but once you do it’s much easier to make informed and on-target suggestions that will resonate with your clients.
• You know their personality. You know who likes to text and who needs a phone call. Who wants you to give them plenty of options and who wants you to make the decisions for them. Much of the guesswork is removed from the process.
• The time you need to invest in a new sale with an existing client can be extremely less than locating and closing a new prospect.

Each of the following business types have purchased promotional products. Remember to ask about their uniform and apparel needs. Let’s explore who they are and what they may need:

Hospitality

The hospitality industry is in unprecedented change. Everything, from dining to tourism is opening back up with COVID restrictions being lifted. Hospitality businesses are also in a hiring frenzy as they need to add on staff now that public demand is coming back. That means they need uniforms. This is a prime market to reach out to because these businesses are looking to reestablish their brand and trust with consumers as they return. First impressions mean so much especially in a business based on experiences. Apparel needs reflect a polished brand look and that’s where you come in to help.

Businesses to reach out to:

• Casinos
• Hotels
• Spas and Salons
• Restaurant Chains
• Bars

Education & Membership Organizations

COVID-19 paused so much in the educational world. And now these institutions are restarting and all those new students, new members, and new teammates need apparel. This time of year is like a fresh start as schools and clubs prepare for the fall season. Now is an optimum time to reach out to them to see what their apparel needs are and what you can do to help them fill these gaps.

Businesses to reach out to:

• Clubs
• Fraternities and Sororities
• Sports Teams
• Choirs and Bands
• Unions
• Shriners

Government agencies, Offices and B2B Corporations

Corporate and casual blazers, career blazers and blouses, Executive Apparel gives you plenty of options to share with your corporate clients. Whatever their needs, you can feel confident presenting high-quality, long-lasting suit choices that fill their apparel needs during this busy year.

Businesses to reach out to:

• Real Estate
• Security
• Auto Dealerships
• Banks and Financial Institutions
• Travel Agencies

Transportation

These businesses are also experiencing a resurgence, hiring additional staff, and looking to make a great first impression to returning customers. What apparel products could they use? Sharing Executive Apparel’s full line of blazers and work attire is a great start. Explaining the advantages of our high-quality construction, attractive design, and custom options are great ways to close a sale.

Businesses to reach out to:

• Airlines
• Trains and Buses
• Rental Car Agencies
• Professional Drivers
• Tour Guides

Retail Businesses

Your retail clients have experienced employee turnover and brand refreshes. Now they need apparel options to reinforce their image. Don’t forget to explain the customization and embroidery options you can offer with Executive Apparel.

Businesses to reach out to:

• Supermarkets
• Retail Stores
• Cleaning Services
• Parking Lots
• Malls
• Theme Parks
• Theaters
• Sports Stadiums
• Museums

It is easier to sell more to a customer you have than to find a new customer one!

Five Steps You Can Take to Help Increase Your Sales with Existing Customers

1. Keep in touch with low-pressure conversations. Make sure your customers know that each time you communicate with them you’re not pressuring them for a sale. Sending a congratulations message, a check-in hello, or some other type of low-pressure communication keeps you top-of-mind and from becoming a stranger.
2. Ask about their problems and issues and research how to solve them. Before you can make suggestions about their apparel needs, get to know what gaps exist for them. It may give you an easy route to a sale.
3. Reach out with news about products. Do your clients know about the wide array of Executive Apparel options? Probably not, and now is the time to educate them.
4. Lean into a sale  Upselling and cross selling are keys to fully maximizing your current client-base. Brainstorm what additional apparel products your clients may need.
5. Ask for referrals. Specifically posing the question: “Do you know anyone else that could benefit from my services?” is often the first start to a high-quality referral. A personal referral is a much easier way to develop a relationship than a cold call.

Remember, the Executive Apparel team is always here to support your sales efforts. We can provide you with answers to your questions, support, and customized attention to detail.