rse if you use a delivery service to drop off orders. It won't matter how great your smile is, most of your customers will never see it.

The world is comfortable with Internet communications and more and more businesses are adopting this method. This is making it more difficult for businesses who insist on only using salespeople. A salesperson that uses traditional sales tactics will not be able to compete with buyers who prefer to remain invisible.

If your co

Experts agree that the best winning strategy in team sports is a strong defense and I totally agree. The NCAA basketball finals are proving the importance of defense with each game. We write this article, because protecting the basket is as important in basketball as protecting the sale in business. Every business and salesperson must maintain and develop strong business relationships if they want to hold back the competition.

Unfortunately, many businesses and salespeople lose business by not protecting the sale of existing customers. Generally speaking, every business loses about 10 percent of its client's base each year. This fact can be very scary if the 10 percent loss is from your best clients. A strong defensive sales tactic will not only protect the sale of each customer, it will also strengthen each business relationship gaining client share from existing customers.

Taking Care of Business

When consulting with some businesses, many of them are more interested in building new clients than developing and growing the clients they have. The truth is that, it is much easier to grow an established business from their existing client base. Most of your customers don't realize all the things you do and it is easier to capture new business from them. When we understand that it takes somewhere between 3 to 7 times more effort to win a new customer, it is not always a good strategy to target new customer first.

The Challenge of Selling to Invisible Clients

One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and you never meet them without their email address. In some cases your best customers may never come visit you - ever! Perhaps they only visit you online and send files to you. It could be worse if you use a delivery service to drop off orders. It won't matter how great your smile is, most of your customers will never see it.

The world is comfortable with Internet communications and more and more businesses are adopting this method. This is making it more difficult for businesses who insist on only using salespeople. A salesperson that uses traditional sales tactics will not be able to compete with buyers who prefer to remain invisible.

If your com

speople lose business by not protecting the sale of existing customers. Generally speaking, every business loses about 10 percent of its client's base each year. This fact can be very scary if the 10 percent loss is from your best clients. A strong defensive sales tactic will not only protect the sale of each customer, it will also strengthen each business relationship gaining client share from existing customers.

Taking Care of Business

When consulting with some businesses, many of them are more interested in building new clients than developing and growing the clients they have. The truth is that, it is much easier to grow an established business from their existing client base. Most of your customers don't realize all the things you do and it is easier to capture new business from them. When we understand that it takes somewhere between 3 to 7 times more effort to win a new customer, it is not always a good strategy to target new customer first.

The Challenge of Selling to Invisible Clients

One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and you never meet them without their email address. In some cases your best customers may never come visit you - ever! Perhaps they only visit you online and send files to you. It could be worse if you use a delivery service to drop off orders. It won't matter how great your smile is, most of your customers will never see it.

The world is comfortable with Internet communications and more and more businesses are adopting this method. This is making it more difficult for businesses who insist on only using salespeople. A salesperson that uses traditional sales tactics will not be able to compete with buyers who prefer to remain invisible.

If your co

onsulting with some businesses, many of them are more interested in building new clients than developing and growing the clients they have. The truth is that, it is much easier to grow an established business from their existing client base. Most of your customers don't realize all the things you do and it is easier to capture new business from them. When we understand that it takes somewhere between 3 to 7 times more effort to win a new customer, it is not always a good strategy to target new customer first.

The Challenge of Selling to Invisible Clients

One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and you never meet them without their email address. In some cases your best customers may never come visit you - ever! Perhaps they only visit you online and send files to you. It could be worse if you use a delivery service to drop off orders. It won't matter how great your smile is, most of your customers will never see it.

The world is comfortable with Internet communications and more and more businesses are adopting this method. This is making it more difficult for businesses who insist on only using salespeople. A salesperson that uses traditional sales tactics will not be able to compete with buyers who prefer to remain invisible.

If your co

trategy to target new customer first.

The Challenge of Selling to Invisible Clients

One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and you never meet them without their email address. In some cases your best customers may never come visit you - ever! Perhaps they only visit you online and send files to you. It could be worse if you use a delivery service to drop off orders. It won't matter how great your smile is, most of your customers will never see it.

The world is comfortable with Internet communications and more and more businesses are adopting this method. This is making it more difficult for businesses who insist on only using salespeople. A salesperson that uses traditional sales tactics will not be able to compete with buyers who prefer to remain invisible.

If your co

rse if you use a delivery service to drop off orders. It won't matter how great your smile is, most of your customers will never see it.

The world is comfortable with Internet communications and more and more businesses are adopting this method. This is making it more difficult for businesses who insist on only using salespeople. A salesperson that uses traditional sales tactics will not be able to compete with buyers who prefer to remain invisible.

If your competition is making personal Internet sales calls or sending personalized and inviting communications to your customers, what can you do to defend against this? The best defense is adapting to this challenge. At Selling Magic we meet this challenge with our exclusive and innovative customers for life program. The customer for life program is a series of personalized Internet communications designed to develop and increase clients share with customers. We have simply adapted to the customer preference for this advantage.

The Advantage of Selling to Invisible Clients

There is an advantage to working with invisible Internet customers - time. I am amazed at how much more a person can accomplish developing a relationship online and on the telephone compared to being on the street selling. When I must visit a local customer, I often dread the experience because I know traffic will eat away at my productive telephone and Internet time.

Most of our Selling Magic business began through the Internet. This newsletter for example is now read around the world with new subscribers joining each week. We often meet in cyberspace and share a web meeting through go-to-meeting. This is ideal for my sales consulting business. Some of these relationships have become very strong and we are able to delve deep into solutions for their sales and business issues.

Are you adopting a successful defensive strategy? The only way I know some of my customers is through their email communications and the sound of their voice. If you are looking for creative ways to strengthen your business, we can schedule a web meeting at your convenience. Contact us today to learn more.