Extra Money from Existing Clients?

I had a conversation this week with famous Texas broadcaster John Barger.  John is one heck of a salesman and he brought something up that many of us seldom think to ask when we're working with local direct clients. It's the simple question, "Where else do you make money?"   

John says he met with the owners of a golf course who were adament in saying they didn't need to advertise golf.  They were always booked up.  John then asked, "Where else do you make money?"  The client told him that they made a lot of money from doing weddings at the club house.  The average sale and gross profit margin for weddings was high for them and they said they could definitely be doing more of them.  Boom!  A sale.

How about opthamologists?  They sell glasses.  "Where else do you make money," you could ask.  The doctor probably sells contact lenses as well.  Now you have two schedules instead of just one. 

Vacuum cleaner stores sell vacuums.  "Where else do you make money," you ask.  "We make a lot of money selling janitorial supplies." 

Think of all of the different ways your clients might be making money but you just don't think to ask.

Tell us about non-traditional ways some of your clients make extra money and how you might help them make even more.

Comments

[Atlanta Janitorial Supplies]

Wow, it's so simple and yet I never thought of it. Thanks for the post, it was great.