FM Walsh & Associates Inc.

Do You See the Business Right Under Your Nose?

Most of the clients I see in my coaching practice want to build their business and their focus is on finding new prospects. Finding new customers is great, but landing a new one takes a lot more time and energy than expanding your business with existing customers. Did you know research indicates that it costs 8 times as much to land a new customer, than it does to sell more to an existing one? That means a lot of YOUR time and money.

As business people we are all guilty of overlooking the gold in our existing networks. In this economy, one of the first things I get all clients to do is to look at their existing database to see what opportunities they might be missing out on. It is a simple process. Go through your Outlook, your day timer, your notebooks for the past year or two. Make a list of those people you have not spoken to in a year; see who you want to connect with. Get in touch and remind them of what you are up to and see if there are any opportunities to do business together. Almost every client ends up uncovering some new business and they are always surprised at how easy it was. So there’s your December challenge – go find the business right under your nose!