Here’s a question for you: When was the last time you sat down with your customers? Not to have a sales conversation, but to learn from them. I’ve worked with a lot of clients who are up against the wall trying to figure out where to find incremental growth. In a lot of cases they found success is by going back to their current customers to figure out ways to serve them more or serve them better. But to do that you’ve got to sit down with your customers. You’ve got to spend time with them where you’re not trying to get them to buy more. You’re simply in listening mode, trying to learn from them.
What do they think about the service or products that you’re providing them? What works for them and what doesn’t work for them? What are other problems that they have that they’re trying to solve? Are there other providers that they’re working with that they might be unhappy with? There all different kinds of ways for you to provide different types of services or other types of products to them, but you need to be in listening mode, not a selling mode in order to hear where those opportunities might be. So schedule time with your customers. At least once a month, sit down with your key customers. Listen to them and learn from them.