Play a game to sell more to your current clients
Children’s games are rarely something that comes up in a conversation about small business marketing. There is one game (sort of) you can play that will definitely help you to sell more to your current clients: Battleships!
Whether you played it on paper, the manual plastic version or the really posh one: Computer Battleships, you must remember the game. You start with a grid, about 10 squares each way. You then draw on a set of ships (two squares for a frigate, 3 for a sub and 4 for a battleship). Your opponent does the same and then you use grid references to guess which squares their ships are in. First one to destroy the fleet wins!
The marketing version.
The marketing version is similar, but you are aiming to build sales, rather than destroy ships.
- Start with a grid
- Clients down the side
- Products across the top
- Mark which clients have bought what products/services
- The gaps give you a list of clients to market to and try to sell more.
Why you should do this.
There is more about why you need to be marketing to your current clients in this article, but these are two key reasons for playing this version of Battleships…
1. Stickier clients stay with you
You are highly unlikely to have a client that buys everything you sell from you. But the more an individual client buys from you, the stickier the relationship becomes and the longer they stay with you.
2. Easier to sell to
They already know and trust you, so if they can use additional products/services that you provide, why would they not buy from you?
What you get from this.
The simplest way to describe it is a list of new business opportunities. There is no reason why your current clients shouldn’t buy more from you, so why not try. They may currently have another supplier, but that can always change. They may not actually need more from you, but (again) that can change in the future.
Put it this way: if they know you, trust you, have a need and don’t already have a supplier, the only thing stopping them from buying from you is you asking them to.
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