First of all, it is much easier to land more work from a current client than it is trying to drum up a new client, almost everyone is aware of this. Recognizing this is one thing - taking advantage of it is completely another. This article is going to show you a couple of easy ways to increase sales from your current clients.  Several contractors have used one or more of these methods to dramatically increase their sales, so there is no reason why one or more of these methods can’t work for you.

Offering additional services is a proven method to increase your sales. It simplifies his or her day by offering him only one place to get all of his work done instead of three or four. This also helps close the door on the competition. When your client is hiring separate landscapers, pavement markers, etc.., he is forming business relationships with several companies that could become your competition.  If you offer one stop shopping for your client, he will be happy to oblige. The savings you can get from negotiating good deals with your sub-contractors, you can pass along to your client.

This strategy is also called increasing your client market share. If your client’s budget is spread over multiple accounts, arrange a meeting and ask your client why you are getting only a part of the available work. Ask him or her for some positive feedback regarding your work and perceived capabilities. Then ask them the same about your main competitor. When you uncover the weak points in the relationship between you client and your competitors, politely inquire as to why they continue to hire them. If the conversation is controlled properly, your client will let you know how to pick up more business with them.

The money that your client saves by having you as their only contractor, they can funnel back in to providing a higher quality standard of work. If you educate your client  on the physics of say, asphalt pavement, the problems that shorten its life, and then the cures that can prolong it, you will also convince them to start budgeting  more money for pavement maintenance. And if you’re the one who educated them on how to make a wise spending decision, you are going to be the first one they trust with all of their other needs. People tend to buy from whom they like and trust.

So in this scenario, you just upgraded your business with one client, so this client is more apt to refer you to other clients. And referrals are the most time tested of all methods to increase a company’s sales. In our current business environment, there are too many people willing to take short cuts in order to make a quick buck. The methods pointed out in this article, will not only help you increase sales in the short term, but they will let your clients know that you are in it for the long haul.