The average B2B buying cycle lasts 11.5 months. So you spend about a year and a bunch of money landing a new client, only to sign the contract, shake their hand and throw them in the trunk! Then you drive off in search of the next new logo, without even scratching the potential of the business you just nabbed.
Mining cross-sell and upsell opportunities
There’s gold in them thar clients, and they want to give it to you:
– 70% of the buyer’s journey is spent identifying a short-list and a favored vendor
– 90%+ of buyers have had prior experience with at least one of the vendors they considered
– 84% of the time buyers have previously worked with the winning vendor
EBIDTA cheat code: Continuously work to expand existing accounts, while also selling complementary and relevant products to every single existing relationship in targeted, personalized marketing efforts.
Land and expand
This budget season, consider funneling a few bucks toward client-expansion efforts. There are no lists to buy – you already have their contact info. No market research to do – you already know their business and its needs. And you don’t have to break through the clutter – you’re already inside the gates.
Leads don’t get much warmer than this and they’re kicking and screaming to give you their business.
Let’s get personal
Need help spinning up personalized cross-sell and upsell campaigns? Let’s talk it through and set up a system to ensure every client is given every opportunity to give you more business.
Stats from 6sense 2024 Buyer Experience Study